Friday, July 3, 2015

GlaxoSmithKline: U.S. Sales Practices

SMITH N. Craig, CRAWFORD Robert
©2015 INSEAD Case Study
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In 2012, GlaxoSmithKline negotiated the largest health-fraud settlement to date with the U.S. Government over allegations of off-label marketing, bribing doctors, and failure to report drug safety problems. As well as the $3 billion settlement, GSK signed a five-year Corporate Integrity Agreement, which included corrective measures in sales and marketing practices.