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Article
Publication date: 1 May 1980

Michael V. Laric

Suggests that rapid rise of energy costs and worldwide inflation have altered pricing decisions importance. Provides an overview of the marketing literature on pricing …

1523

Abstract

Suggests that rapid rise of energy costs and worldwide inflation have altered pricing decisions importance. Provides an overview of the marketing literature on pricing — intending developing a conceptual framework and classification system for different types of pricing strategies in industrial markets. Strives to provide a more comprehensive basis for developing industrial pricing strategies in addition to earmarking the most relevant marketers' needs. Sectionalises the article and, in the first part, explores existing literature; the second part develops a taxonomy of purchasing situations. Closes by linking the pricing topics, identified previously, to the different purchasing situations. Lists, by topic, the articles used and these are in the Appendix to enable quick reference to potential users. Employs tables for extra emphasis to aid in explanation along with 2 Appendixes.

Details

European Journal of Marketing, vol. 14 no. 5/6
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 30 October 2009

Michael V. Laric and Dennis A. Pitta

The purpose of this paper is to investigate the threats to patient privacy inherent in the movement to reduce health care costs by digitizing health care information.

1252

Abstract

Purpose

The purpose of this paper is to investigate the threats to patient privacy inherent in the movement to reduce health care costs by digitizing health care information.

Design/methodology/approach

The paper applies relevant organizational theories to the health care information privacy arena, and predicts different privacy outcomes depending on the model organizations adopt to manage their information processing practices.

Findings

Public policy makers who value preservation of patient health care information privacy, can predict the relative safety of information based on the organizational model used by companies which handle that data. Propositions advanced by these theories to explain business processes are reviewed to the extent they help explore the relationships between the users and managers of the digitized health records, and the privacy of the patients' health‐records. The paper offers a series of implications for marketers based on the framework.

Research limitations/implications

The findings are most applicable to health care systems that do not already sacrifice privacy in the name of economy.

Practical implications

The findings can be used to insure the security of health care information.

Originality/value

The paper addresses a recent trend motivated by the need to make health care accessible to more people. Rising health care costs have forced lawmakers and marketers to seek more efficient processes to reduce costs. One unintended consequence is that economies sacrifice privacy.

Details

Journal of Consumer Marketing, vol. 26 no. 7
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 11 March 2014

Velitchka D. Kaltcheva, Anthony Patino, Michael V. Laric, Dennis A. Pitta and Nicholas Imparato

The authors apply Alan P. Fiske's relational models framework to customers' engagement with service firms – specifically, they propose that customers who hold different…

6393

Abstract

Purpose

The authors apply Alan P. Fiske's relational models framework to customers' engagement with service firms – specifically, they propose that customers who hold different relational models for the service firm are likely to engage with the firm in dissimilar ways, thus generating different types of customer engagement value for the firm. Fiske's relational models framework is eminently suitable for studying customer-service firm engagement because it is widely adopted in the social sciences as a rigorously developed framework for conceptualizing social interactions.

Design/methodology/approach

The article bridges Fiske's relational models framework and Kumar et al.'s customer engagement value framework, and conceptually demonstrates that customers employing different relational models for the service firm are likely to generate different types of customer engagement value for the firm.

Findings

The article demonstrates conceptually that customers' relational models, schemata, and scripts influence how consumers engage with the firm and the type of customer engagement value accruing to the firm.

Research limitations/implications

This research has implications for service firms' relationship strategies. First, service marketers can determine the desired customer engagement value(s) and then craft their customer relationship strategy so that it maximizes those engagement value(s). The article suggests relationship strategies that service firms may implement for encouraging customers to adopt different relational models.

Originality/value

No research has bridged relational models theories and customer engagement value theories.

Details

Journal of Product & Brand Management, vol. 23 no. 1
Type: Research Article
ISSN: 1061-0421

Keywords

Article
Publication date: 1 December 2004

Dennis A. Pitta and Michael V. Laric

The supply chain concept aided marketing by highlighting relationships that form a network of firms creating products for consumers. It helped change the focus from…

8627

Abstract

The supply chain concept aided marketing by highlighting relationships that form a network of firms creating products for consumers. It helped change the focus from individual transactions to a more comprehensive view of the entire system. The value chain concept in marketing extends the supply chain view in an important way: it explicates the value that is created at each stage of the chain. For marketers, it is a vital tool in satisfying consumers – the final part of the value chain. This value chain can be viewed as having two components: the value delivery system and the consumer. This paper explores several approaches to value that are important in the functioning of the value chain. It then delineates three main elements of the value chain and traces them as they apply to services. It then focuses on one of the more complex services, the health care delivery system. It goes on to describe the health care value network and examine the critical factors that affect the success of the health care process. Finally, it delineates several important implications for health care marketers.

Details

Journal of Consumer Marketing, vol. 21 no. 7
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 1 December 2003

Dennis A. Pitta, Frank Franzak and Michael Laric

There exists a vibrant literature dealing with one‐to‐one marketing and mass customization. The practice holds the promise of very satisfied customers, and profitable…

3964

Abstract

There exists a vibrant literature dealing with one‐to‐one marketing and mass customization. The practice holds the promise of very satisfied customers, and profitable marketers who can create their own unassailable market positions. One of the building blocks of mass customization is knowledge of the customer and his/her complex set of preferences. There is a significant obstacle to gaining this information, namely the growing trend toward consumer privacy. Traditionally, businesses have collected massive amounts of information, hoping to identify responsive market segments. In the process, they have collected data on numerous individuals who would not realistically become customers. One solution to the problem is a strategic management approach involving an exchange of value between customers and marketers. Using a strategic approach, marketers can target the most attractive consumers, avoiding those whose lifetime value to the firm is low. By employing the relationship management processes of one‐to‐one marketing, marketers can avoid privacy issues altogether. This paper discusses the conceptual background of information based value exchange, proposes a new orientation toward customer relationship management and discusses several implications for marketers.

Details

Journal of Consumer Marketing, vol. 20 no. 7
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 27 July 2018

Abdussamet Polater and Osman Demirdogen

This study aims to focus on the impact of supply chain (SC) integration, demand forecasting and supplier performance on patient responsiveness at public hospitals through…

1214

Abstract

Purpose

This study aims to focus on the impact of supply chain (SC) integration, demand forecasting and supplier performance on patient responsiveness at public hospitals through the mediating role of SC flexibility.

Design/methodology/approach

To measure the above stated correlation, a Likert scale with five points and 23 items was used and structural equation modeling was applied. The scale was applied to public hospitals. Statistical software programs (SPSS 18 and LISREL 8.8) were used to analyze the data. The analysis of reported statistics is based on a sample of 129 logistics and SC specialists at public hospitals in the cities representing different regions of Turkey.

Findings

The research hypotheses are supported as a result of the analysis. The research reveals that SC flexibility has a mediation effect between SC integration, demand forecasting, supplier performance and patient responsiveness.

Practical implications

The increasing number of population, geopolitical position, migration waves, man-made and natural disasters lead Turkish health-care industry to have effective SC plans to satisfy the patients’ needs successfully and reduce the effects of these fatal events. In this sense, SC flexibility is an important factor for health-care industry in responding changing patient demands. At this juncture, the main point is to bring required resources together in the right place and at the right time. Otherwise, health-care institutions cannot serve the affected people because of the non-availability of supply. To achieve it, public health-care institutions should give more importance to the SC principles.

Originality/value

Success in SC flexibility in health care can directly affect patient welfare. Thus, focusing on the patient responsiveness is an important aim of the health-care industry. However, it was determined that less attention has been given to understanding patient satisfaction as a result of SC operations. The results indicate that patient responsiveness improvement should be included into strategic plans, and SC efforts should be used as a means of satisfying patient needs quickly. To the best of our knowledge, this is the first study investigating the mentioned relationships at public hospitals. Findings of this paper will have a significant contribution for researchers and health-care professionals in understanding the impact of SC to patient responsiveness.

Details

International Journal of Pharmaceutical and Healthcare Marketing, vol. 12 no. 3
Type: Research Article
ISSN: 1750-6123

Keywords

Article
Publication date: 26 June 2019

Anuj Dixit, Srikanta Routroy and Sunil Kumar Dubey

The purpose of this paper is to identify, analyze and classify (i.e. driving and dependence power) the government-supported health-care supply chain enablers (GHSCEs) in…

Abstract

Purpose

The purpose of this paper is to identify, analyze and classify (i.e. driving and dependence power) the government-supported health-care supply chain enablers (GHSCEs) in rural areas of India for enhancing availability and minimizing wastage of generic medicines.

Design/methodology/approach

A methodology is proposed using interpretive structural modeling (ISM) – fuzzy matriced impacts croises multiplication appliqueeaun classement (Fuzzy MICMAC) analysis to analyze the GHSCEs on the basis of inputs collected from various stakeholders about their driving and dependence power.

Findings

The performance measurement system, employee recognition and reward, technology adoption, training cell and inbuilt analytical tool for IT system were found to be the appropriate GHSCEs where efforts and resources should be put for enhancing availability and minimizing wastage.

Research limitations/implications

The proposed approach provides a platform for the both researchers and academicians to understand the GHSCEs and their relationships. It also provides the direction to the government for optimally allocating the efforts and resources to enhance the current performance level of generic drug distribution.

Originality/value

Although many issues related to health-care supply chain have been widely researched and reported, no literature has been found for analysis of GHSCEs to choose the appropriate set of GHSCEs for supply chain performance improvement in general and developing country like India in specific.

Details

Journal of Global Operations and Strategic Sourcing, vol. 13 no. 1
Type: Research Article
ISSN: 2398-5364

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Article
Publication date: 16 March 2015

Laurence Dessart, Cleopatra Veloutsou and Anna Morgan-Thomas

This paper aims to delineate the meaning, conceptual boundaries and dimensions of consumer engagement within the context of online brand communities both in term of the…

62525

Abstract

Purpose

This paper aims to delineate the meaning, conceptual boundaries and dimensions of consumer engagement within the context of online brand communities both in term of the engagement with the brand and the other members of the online brand communities. It also explores the relationships of consumer engagement with other concepts, suggesting antecedents of engagement.

Design/methodology/approach

Data are collected through semi-structured interviews with 21 international online brand community members, covering a variety of brand categories and social media platforms.

Findings

This paper suggests that individuals are engaging in online communities in social network platforms both with other individuals and with brands. The study also identifies three key engagement dimensions (cognition, affect and behaviours). Their meaning and sub-dimensions are investigated. The paper further suggests key drivers, one outcome and objects of consumer engagement in online brand communities. These findings are integrated in a conceptual framework.

Research limitations/implications

Further research should aim at comparing consumer engagement on different social media and across brand categories, as this study takes a holistic approach and does not focus on any particular category of brands or social media. Consumers’ views should also be evaluated against and compared with marketing managers’ understanding of consumer engagement.

Originality/value

This paper contributes to the fast-growing and fragmented consumer engagement literature by refining the understanding of its dimensions and situating it in a network of conceptual relationships. It focusses on online brand communities in rich social media contexts to tap into the core social and interactive characteristics of engagement.

Details

Journal of Product & Brand Management, vol. 24 no. 1
Type: Research Article
ISSN: 1061-0421

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