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Sylvia Hristakeva @hristakeva.bsky.social · 01/10/2025

The implications extend beyond pharmaceuticals. Think soda or alcohol taxes. If firms can re-optimize promotional effort across their product lines, targeted policies may miss their mark. Read the full paper here: papers.ssrn.com/sol3/papers....

papers.ssrn.com

<p>The Effect of Price Caps on Advertising to Physicians: Evidence from the 340b Drug Pricing Program</p>

We study the effect of price caps on the provision of costly effort by pharmaceutical firms using variation in drug discounts generated by a price regulation pr

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Sylvia Hristakeva @hristakeva.bsky.social · 01/10/2025

This matters for policy as the indirect effects may undermine the goals of targeted pricing policies. What appears to be a simple price cut can reshape how drugs are promoted and the information available to physicians.

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Sylvia Hristakeva @hristakeva.bsky.social · 01/10/2025

We provide empirical evidence that pharmaceutical firms respond strategically. They reduce promotional payments to physicians for drugs facing the largest discounts and increase promotion for others that remain more profitable.

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Sylvia Hristakeva @hristakeva.bsky.social · 01/10/2025

The 340b program requires drug manufacturers to grant steep discounts on drugs to qualifying hospitals. The design of the program causes discounts to vary across drugs, creating incentives for firms to reallocate promotional efforts across their drugs rather than uniformly reduce

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Sylvia Hristakeva @hristakeva.bsky.social · 01/10/2025

Governments often regulate prices (e.g., capping drug prices or taxing unhealthy goods) to achieve policy goals. But what happens when firms respond strategically? In our new Management Science paper, we study how pharma firms adjust promotions under the 340b Program.

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Sylvia Hristakeva @hristakeva.bsky.social · 19/01/2025

In my Marketing Science paper, I further show that smaller retailers are more likely to distort assortments to gain leverage in contract negotiations. Without scale, assortment control is a key tool for securing preferential contracts from suppliers. Link to paper:  papers.ssrn.com/sol3/papers....

papers.ssrn.com

Determinants of Channel Profitability: Retailers' Control over Product Selections as Contracting Leverage

Retailers control what products are offered on shelves, which may allow them to capture preferential contracts from their suppliers. I analyze the determinants

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Sylvia Hristakeva @hristakeva.bsky.social · 19/01/2025

The FTC's case against PepsiCo highlights how promotional payments can give big-box retailers an unfair advantage. My research shows that side payments are just as important as wholesale price discounts in supplier negotiations. #FTC #EconSky

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Sylvia Hristakeva @hristakeva.bsky.social · 31/12/2024

Thrilled to be working with @jurawho.bsky.social and @leofeler.com on such an important topic! The paper documents how purchasing patterns change with adoption of GLP-1 medications, exploring changes across key dimensions like motivation, age, and income.

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