The Determination Criteria for Companies' Regional Product Strategy in the Pharmaceutical Industry (by the Example of the French Company Sanofi)

Nowadays pharmaceutical companies play a significant role in the international business environment and increasingly expand their activities in various regions of the world. Over the years of its existence, the French pharmaceutical company Sanofi has successfully sold its products in more than 100 countries around the world, offering pharmaceutical solutions in four main areas. The company continues to actively develop its product portfolio, as well as to carry out the global expansion. However, Sanofi’s global management is challenged by the relevance of certain product portfolios in different regions of the world. This study aims to identify the key factors influencing the company's decision to develop certain types of products in the regions of its presence. To achieve this goal, we will carry out a factor analysis, after which we will build a binary logistic regression model with predictive capabilities. Based on the resulting model, Sanofi’s global management could be able not only to assess the effectiveness of the current product portfolios in different regions but also to consider potentially profitable ways to develop a regional product strategy.