PMID: 9434675Jan 22, 1998Paper

Consumer-perceived value: the key to a successful business strategy in the healthcare marketplace

Journal of the American Geriatrics Society
W H Ettinger

Abstract

The Medicare market is becoming increasingly competitive and uncertain. To compete successfully for a share of the Medicare market, providers must: Have a cogent strategy that defines their customers and the value proposition for those customers Design their services to maximize the benefits of outcomes and service process that are important to consumers Determine the needed structure and infrastructure to put those services in place Marketing research is critical in this regard, as is effectiveness tracking. This approach is different from that usually taken by healthcare providers in the marketplace. It means being strategic rather than tactical and proactive rather than reactive. Most importantly, providers must shift their focus externally to the consumer's needs rather than their own. Finally, this approach requires working together in an integrated organization with common goals.

Citations

Sep 4, 2009·International Journal of Health Care Quality Assurance·Masood A BadriAbdulla M Ustadi
Jun 27, 2008·International Journal of Health Care Quality Assurance·Masood A BadriAbdulla M Ustadi
Mar 17, 2016·Journal of Oncology Practice·UNKNOWN American Society of Clinical Oncology
Jul 21, 2004·Endocrine Practice : Official Journal of the American College of Endocrinology and the American Association of Clinical Endocrinologists·Carlos H Rojas-FernandezKellee A Howard

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