Network interactions for pharmaceutical market access: findings from an explorative research

Purpose The purpose of this paper is to investigate pharmaceutical market access (MA) and the interaction between company other business non-business actors (NBAs) involved in MA ethical drugs, identify main categories actors, their role for content interaction, adopting an industrial marketing approach. Design/methodology/approach A qualitative interpretivist approach adopted, with interviews as primary data collection method: 36 have been conducted 16 key informants from industry. Findings findings study reveal that (i) can be seen a relational-driven activity specific features owing highly regulated nature industry, (ii) there multiplicity business, NBAs activities whom companies interact acquire knowledge, legitimacy make timely effective, (iii) each category has content. Originality/value This advances debate on management by emphasizing importance need conceptualize it according perspective, revealing interdependencies among interaction. It also contributes literature recently stressed part extended network identifying different terms knowledge legitimization trade-off markets.