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PESTEL analysis of the macro-environment

There are many factors in the macro-environment that will effect the decisions of the
managers of any organisation. Tax changes, new laws, trade barriers, demographic
change and government policy changes are all examples of macro change. To help
analyse these factors managers can categorise them using the PESTEL model. This
classification distinguishes between:

Political factors. These refer to government policy such as the degree of

intervention in the economy. What goods and services does a government want to
provide? To what extent does it believe in subsidising firms? What are its priorities
in terms of business support? Political decisions can impact on many vital areas
for business such as the education of the workforce, the health of the nation and
the quality of the infrastructure of the economy such as the road and rail system.

Economic factors. These include interest rates, taxation changes, economic

growth, inflation and exchange rates. As you will see throughout the "Foundations
of Economics" book economic change can have a major impact on a firm's
behaviour. For example:
- higher interest rates may deter investment because it costs more to borrow
- a strong currency may make exporting more difficult because it may raise

the price in terms of foreign currency

- inflation may provoke higher wage demands from employees and raise costs
- higher national income growth may boost demand for a firm's products

Social factors. Changes in social trends can impact on the demand for a firm's
products and the availability and willingness of individuals to work. In the UK, for
example, the population has been ageing. This has increased the costs for firms
who are committed to pension payments for their employees because their staff
are living longer. It also means some firms such as Asda have started to recruit
older employees to tap into this growing labour pool. The ageing population also
has impact on demand: for example, demand for sheltered accommodation and
medicines has increased whereas demand for toys is falling.

Technological factors: new technologies create new products and new processes.
MP3 players, computer games, online gambling and high definition TVs are all
new markets created by technological advances. Online shopping, bar coding and
computer aided design are all improvements to the way we do business as a
result of better technology. Technology can reduce costs, improve quality and lead
to innovation. These developments can benefit consumers as well as the
organisations providing the products.

Environmental factors: environmental factors include the weather and climate

change. Changes in temperature can impact on many industries including
farming, tourism and insurance. With major climate changes occurring due to
global warming and with greater environmental awareness this external factor is
becoming a significant issue for firms to consider. The growing desire to protect
the environment is having an impact on many industries such as the travel and
transportation industries (for example, more taxes being placed on air travel and
the success of hybrid cars) and the general move towards more environmentally
friendly products and processes is affecting demand patterns and creating
business opportunities.

Legal factors: these are related to the legal environment in which firms operate.
In recent years in the UK there have been many significant legal changes that
have affected firms' behaviour. The introduction of age discrimination and
disability discrimination legislation, an increase in the minimum wage and greater
requirements for firms to recycle are examples of relatively recent laws that affect
an organisation's actions. Legal changes can affect a firm's costs (e.g. if new
systems and procedures have to be developed) and demand (e.g. if the law
affects the likelihood of customers buying the good or using the service).

Different categories of law include:

consumer laws; these are designed to protect customers against unfair practices
such as misleading descriptions of the product

competition laws; these are aimed at protecting small firms against bullying by
larger firms and ensuring customers are not exploited by firms with monopoly
power

employment laws; these cover areas such as redundancy, dismissal, working

hours and minimum wages. They aim to protect employees against the abuse of
power by managers

health and safety legislation; these laws are aimed at ensuring the workplace is
as safe as is reasonably practical. They cover issues such as training, reporting
accidents and the appropriate provision of safety equipment

Typical PESTEL factors to consider include:

Factor
Political
Economic
Social
Technological
Environmental
Legal

Could include:
e.g. EU enlargement, the euro, international trade, taxation policy
e.g. interest rates, exchange rates, national income, inflation,
unemployment, Stock Market
e.g. ageing population, attitudes to work, income distribution
e.g. innovation, new product development, rate of technological
obsolescence
e.g. global warming, environmental issues
e.g. competition law, health and safety, employment law

By using the PESTEL framework we can analyse the many different factors in a firm's
macro environment. In some cases particular issues may fit in several categories. For
example, the creation of the Monetary Policy Committee by the Labour government in
1997 as a body that was independent of government but had the ability to set interest
rates was a political decision but has economic consequences; meanwhile government
economic policy can influence investment in technology via taxes and tax credits. If a
factor can appear in several categories managers simply make a decision of where they
think it best belongs.
However, it is important not to just list PESTEL factors because this does not in itself tell
managers very much. What managers need to do is to think about which factors are
most likely to change and which ones will have the greatest impact on them i.e. each
firm must identify the key factors in their own environment. For some such as
pharmaceutical companies government regulation may be critical; for others, perhaps
firms that have borrowed heavily, interest rate changes may be a huge issue. Managers
must decide on the relative importance of various factors and one way of doing this is to
rank or score the likelihood of a change occurring and also rate the impact if it did. The
higher the likelihood of a change occurring and the greater the impact of any change the
more significant this factor will be to the firm's planning.
It is also important when using PESTEL analysis to consider the level at which it is
applied. When analysing companies such as Sony, Chrysler, Coca Cola, BP and Disney it
is important to remember that they have many different parts to their overall business they include many different divisions and in some cases many different brands. Whilst it

may be useful to consider the whole business when using PESTEL in that it may highlight
some important factors, managers may want to narrow it down to a particular part of the
business (e.g. a specific division of Sony); this may be more useful because it will focus
on the factors relevant to that part of the business. They may also want to differentiate
between factors which are very local, other which are national and those which are
global.
For example, a retailer undertaking PESTEL analysis may consider:

Local factors such as planning permission and local economic growth rates

National factors such as UK laws on retailer opening hours and trade descriptions
legislation and UK interest rates

Global factors such as the opening up of new markets making trade easier. The
entry of Bulgaria and Rumania into the European Union might make it easier to
enter that market in terms of meeting the various regulations and provide new
expansion opportunities. It might also change the labour force within the UK and
recruitment opportunities.

This version of PESTEL analysis is called LoNGPESTEL. This is illustrated below:

LOCAL
Provision of services
by local council

NATIONAL
UK government
policy on subsidies

GLOBAL
POLITICAL
World trade
agreements e.g.
further expansion of
the EU
ECONOMIC
Local income
UK interest rates
Overseas economic
growth
SOCIAL
Local population
Demographic change Migration flows
growth
(e.g. ageing
population)
TECHNOLOGICAL Improvements in local UK wide technology International
technologies e.g.
e.g. UK online
technological
availability of Digital services
breakthroughs e.g.
TV
internet
ENVIRONMENTAL Local waste issues
UK weather
Global climate change
LEGAL
Local
UK law
International
licences/planning
agreements on human
permission
rights or
environmental policy

In "Foundations of Economics" we focus on the economic environment. We examine

issues such as the effect of interest rate changes, changes in exchange rates, changes in
trade policy, government intervention in an economy via spending and taxation and
economic growth rates. These can be incredibly important factors in a firm's macroenvironment. The growth of China and India, for example, have had massive effects on
many organisations. Firms can relocate production there to benefit from lower costs;
these emerging markets are also providing enormous markets for firms to aim their
products at. With a population of over 1 billion, for example, the Chinese market is not
one you would want to ignore; at the same time Chinese producers should not be
ignored either. However, the relative importance of economic factors compared to other
factors will depend on the particular position of a business. Exchange rate fluctuations
may be critically important to a multinational but less significant to a local window
cleaner. Rapid economic growth or economic decline may be very significant to a
construction business that depends heavily on the level of income in the economy but
may be slightly less significant to a milk producer whose product is less sensitive to
income. So whilst the economy is important to all firms on both the supply side (e.g.
unemployment levels affect the ease of recruitment) and demand side (e.g. income tax
affects spending power) the relative importance of specific economic factors and the
relative importance of the economy compared to, say, regulation or social trends will
vary. Whilst we hope this book provides a good insight into the economy and the
possible effects of economic change on a business these must be considered in the light
of other macro and micro factors that influence a firms' decisions and success.

Macro environment

The above macro environment analytical chart sourced from Pricewaterhouse (HERE)
Marketers ultimately have to ensure consumption of goods and services in the environment outside of the company. The environment has a major influence on the marketing outcomes.
Marketing of pharma goods is affected by factors in the
a) macro environment
b) micro environment
c) internal environment

The marketing environment graphic from here.

The macro environment refers to the external factors that are outside the control of the firm.
These factors are often analysed under the acronym: PEST
P for political
E for economic
S for social and cultural
T for technological
The PEST happenings shape the marketing approach and results significantly.
The winds of change (ie., enhanced media focus and calls for transparency) are blowing
strongly on the healthcare sector. For eg., on page 2 of Deccan Herald (3.7.2011) an entire
page is devoted to the pharma retail scene, with examples on how banned drugs are being
sold and the need for better antibiotic policy. The DoP has also come out with a marketing
code for pharmaceuticals in India. DoP (Department of Pharmaceuticals) has invited
comments on the new code, and are seeking to make it a law if voluntary compliance from
Indian pharma sector is not satisfactory. These political initiatives are certainly important these have the potential to alter marketing outcomes emphatically.
P in PEST refers to the political (including legal) factors that affect marketing policy, strategy
and results of a pharma firm. Today the 2 G spectrum issue shows graphically the impact
that political and legal forces can have on enterprise fortunes.
E in PEST is the economic dimension of the macro environment.
The rising purchasing power of Indians has significant implications, since healthcare
spend comes just after household routine provisions and clothes. Most of the medicine cost
is borne from personal resources. The trend of Govt. pharmacies or other institutions, which
provide free medicines or low cost medicines is another economic macro environmental
factor. NPPA (National Pharmaceutical Pricing Authority) is a political, legal and economic

factor, decisions of this body influences pharma enterprise fortunes.

S in PEST are the social and cultural forces of change
In China, the market penetration of modern medicines is lower than that of traditional
Chinese medicinal products. In India, although allopathic medicines have good market
penetration, the potential is higher, and traditional Indian medicines have a lesser market
value.
Many other social or cultural factors influence market habits for consumption of healthcare
products. For eg., Deccan Herald (page 2, dated 3.7.2011) has highlighted the growing
mistrust between doctors and patients. There are many people who prefer to seek guidance
of an outstation familiar doctor rather than the neighbourhood doctor, and patients look at
medical advice for diagnostic tests or emphasis on particular brands prescribed by doctors,
with a sense of suspicion. Social and cultural attitudes affect healthcare and pharmaceutical
marketing outcomes.
Technological (the T of PEST)trends cause seismic shifts in market trends. Today,
biogeneric market is the new frontier in medicine marketing. In 3 years to come, a significant
value can be expected to come from biogeneric product range. It is a new biogeneric
vocabulary that is gaining ascendancy in pharma, and getting traction. EGA (European
Generic Medicines Association)offers a handbook on biogenerics for informational purposes.
This organization is also working as a lobbying and change agent so that European pharma
companies have generic products in their basket, rather than concentrating only on
'innovator medicines'. In India, the biogeneric queen company is Biocon - it is a billion dollar
(Rs. 4000 crores plus sales value) annual sales turnover firm. The business model of Biocon
reflects the importance of technology and its impact on financial results of a firm.
The micro environment refers to the outer factors that are more controllable (than the factors
in macro environment) for a pharma firm. For eg., distributor behaviour, local regulatory
agencies, customers, intermediaries etc.
The components of the internal environment of a company are: men, machines, capital etc.
These aspects are well in control of the management.
Marketers also use other acronyms to understand the macro environment:
PESTEL: is the acronym of Political, Economic, Social, Technological, Environmental and
Legal aspects of the macro environment that affect a pharma company's fortunes.
STEEPLE: expands to Social, Technological, Economic, Ethics, Political, Legal and
Environmental aspects of macro environment. This framework is more important for charities
and could also be considered for pharmaceutical companies since these enterprises are
supposed to operate in an ethical environment, with a philosophy of ethical sales.
EPISTLE stands for Economic, Political, Information, Social, Technological, Legal and
Environmental factors of the macro environment. The dimension of Information is given an
exclusive focus. Information of/from the macro environment is said to be of high value for

enterprises using EPISTLE framework for scanning the environment. The EPISTLE
framework is useful for share brokerage firms.
STEEL PIE is the last and not so popular framework of macro environment analysis, it
stands for Social, Technological, Environmental, Ethics, Legal, Political, Information and
Economic factors. STEEL PIE covers all the points of macro environmental analysis.
ONE CAN CONSIDER MEDIA as a special macro environmental factor, given the fact
that it is all pervasive and highly influential.
In the early 1990s and even earlier, macro environmental analysis was of little value to
pharma firms. You needed to get a license for a brand or molecule, have the copycat
(reverse engineering technology) procedure to manufacture, and then market it by
employing MRs. Today, the situation is different, marketability of a pharma product or
products of a healthcare enterprise, needs to have macro environmental analysis to be done
continuously, to see how the political, legal, social, cultural, technological, environmental,
ethical, economical, informational and other factors play and impinge on the firm's
functioning.
In fact, the bigger the enterprise, the more it is impacted by macro environmental factors.
API (active pharmaceutical ingredient) manufacture was a hot trend up to late 1990s,
however, availability of Chinese material proved to be a game changer. Today biogenerics is
becoming hot ... similarly, media, legal and political aspects are increasingly influential. It is
the era of macro environmental factors in pharma marketing today!
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