References
- Agnihotri, R., Rapp, A., & Trainor, K. (2009). Understanding the role of information communication in the buyer‐seller exchange process: antecedents and outcomes. Journal of Business & Industrial Marketing, 24(7), 474–486. doi:10.1108/08858620910986712
- Bass, B. M. (1985). Leadership and performance beyond expectations. New York, NY: The Free Press.
- Benson, J. (2013). Doctors increasingly declaring bankruptcy as Obamacare kicks in, causing widespread care shortages. Natural News, (May 20). Retrieved from http://www.naturalnews.com/040416_medical_bankruptcy_obamacare_doctors.html.
- Bloom, P. N., & Reve, T. (1990). Transmitting signals to consumers for competitive advantage. Business Horizons, 33(4), 58.
- Borg, S. W., & Young, L. (2014). Continuing the evolution of the selling process: A multi-level perspective. Industrial Marketing Management, 43(4), 543–552. doi:10.1016/j.indmarman.2014.02.013
- Chauhan, M. K. (2016). A roadmap to relationship marketing in healthcare. Physicians Practice Your Practice Your Way, (January 29). Retrieved from http://www.physicianspractice.com/blog/roadmap-relationship-marketing-healthcare
- Cialdini, R. B. (2001). Harnessing the science of persuasion. Harvard Business Review, 79(9), 72–79.
- Comer, L. B., & Drollinger, T. (1999). Active empathetic listening and selling success: A conceptual framework. The Journal of Personal Selling & Sales Management, 19(1), 15–29.
- Coulter, A. (2005). What do patients and the public want from primary care? BMJ, 331(7526), 1199–1201. doi:10.1136/bmj.331.7526.1199
- Daniel, K., & Darby, D. N. (1997). A dual perspective of customer orientation: a modification, extension and application of the SOCO scale. International Journal of Service Industry Management, 8(2), 131–147. doi:doi:10.1108/09564239710166254
- Darby, D. N., & Daniel K., (1999). Factors that influence nurses’ customer orientation. Journal of Nursing Management, 7(5), 271–280. doi:10.1046/j.1365-2834.1999.00129.x
- Dixon, A. L., & Tanner, J. F. (2012). Transforming selling: Why it is time to think differently about sales research. Journal of Personal Selling & Sales Management, 32(1), 9–14.
- Dubinsky, A. J. (1981). A Factor analytic study of the personal selling process. Journal of Personal Selling & Sales Management, 1(1), 26–33. doi:10.1080/08853134.1981.10754192
- Dubinsky, A. J. (1994). What marketers can learn from the tin man. Journal of Services Marketing, 8(2), 36–45. doi:10.1108/08876049410058424
- Dubinsky, A. J., & Rudelius, W. (1980). Selling techniques for industrial products and services: Are they different. Journal of Personal Selling and Sales Management, 1(1), 65–75.
- Duncan, T., & Moriarty, S. E. (1998). A communication-based marketing model for managing relationships. Journal of Marketing, 62(2), 1–13. doi:10.2307/1252157
- English, J. (2016). Training doctors for person-centered care. Academic Medicine, 91(3), 294–296. doi:10.1097/acm.0000000000001073
- Epstein, R. M., & Street, R. L. (2007). Patient-centered communication in cancer care: promoting healing and reducing suffering. Retrieved from https://healthcaredelivery.cancer.gov/pcc/monograph.html
- Farooq, Z., Mustafa, T., Akram, A., Khan, M., Amjad, R., Naveed, M., …., Rafiq, F. (2013). Bedside manners: Do we care? J Ayub Med Coll Abbottabad, 25(1–2), 179182.
- Finney Rutten, L. J., Hesse, B. W., St. Sauver, J. L., Wilson, P., Chawla, N., Hartigan, D. B., … Arora, N. K. (2016). Health self-efficacy among populations with multiple chronic conditions: the value of patient-centered communication. Advances in Therapy, 33(8), 1440–1451. doi:10.1007/s12325-016-0369-7
- Friedman, M. L. (1990). Proficiency in personal selling: Prescription for physician marketing. Journal of Hospital Marketing, 4(2), 119–133. doi:10.1300/J043v04n02_11
- Friedrich, G. W. (1983). Assumptions about communication: Impact on teaching and teacher preparation. Lincoln, NE: Article presented at the The Annual Meeting of the Central States Speech Association.
- Goleman, D. (2004). What makes a leader? Harvard Business Review, 82(1), 82–91.
- Goodnough, A. (2015). Modern doctors’ house calls: Skype chat and fast diagnosis. The New York Times. Retrieved from https://www.nytimes.com/2015/07/12/health/modern-doctors-house-calls-skype-chat-and-fast-diagnosis.html?_r=0
- Gorenstein, D. (2017). Doctors are arming themselves with MBAs to navigate a tricky healthcare landscape. Marketplace, (February 15). Retrieved from https://www.marketplace.org/2017/02/15/health-care/why-doctors-are-arming-themselves-mbas-navigate-tricky-health-care-landscape
- Ha, J. F., & Longnecker, N. (2010). Doctor-patient communication: a review. The Ochsner Journal, 10(1), 38–43.
- Hanks, G. (2017). Chron. How to implement the 4 p's of marketing in healthcare. Retrieved from http://smallbusiness.chron.com/implement-4-ps-marketing-healthcare-68980.html
- Hawes, J. M., Mast, K. E., & Swan, J. E. (1989). Trust earning perceptions of sellers and buyers. The Journal of Personal Selling and Sales Management, 9(1), 1–8.
- Hedrick, J. (2016). Healthcare News. The American Journal of Psychiatry, (February 11). Retrieved from http://www.smile-onnews.com/article/view/ethical-sales-techniques-in-the-dental-practice
- Hite, R. E., & Bellizzi, J. A. (1985). Differences in the importance of selling techniques between consumer and industrial salespeople. The Journal of Personal Selling & Sales Management, 5(2), 19–30.
- Hoffman, K. A., Aitken, L. M., & Duffield, C. (2009). A comparison of novice and expert nurses’ cue collection during clinical decision-making: Verbal protocol analysis. International Journal of Nursing Studies, 46(10), 1335–1344. doi:10.1016/j.ijnurstu.2009.04.001
- Ingram, T. N. (1990). Improving sales force productivity: a critical examination of the personal selling process. Review of Business, 12(1), 7–12.
- Introcaso, D. (2016). The therapeutic relationship is key to patient engagement. Health Affairs, 35(8), 1546. doi:10.1377/hlthaff.2016.0663
- Kaur, D., Sambasivan, M., & Kumar, N. (2013). Effect of spiritual intelligence, emotional intelligence, psychological ownership and burnout on caring behaviour of nurses: a cross-sectional study. Journal of Clinical Nursing, 22(21–22), 3192–3202. doi:10.1111/jocn.12386
- Kern, D. E., Branch, W. T. Jr, Jackson, J. L., Brady, D. W., Feldman, M. D., Levinson, W., Lipkin, M. Jr. (2005). Teaching the psychosocial aspects of care in the clinical setting: Practical recommendations. Academic Medicine Featured Topic: Patient-Centered Care, 80(1), 8–20.
- Kieft, R. A., de Brouwer, B. B., Francke, A. L., & Delnoij, D. M. (2014). How nurses and their work environment affect patient experiences of the quality of care: a qualitative study. BMC Health Services Research, 14(1), 249. doi:10.1186/1472-6963-14-249
- Kumar, N. (1996). The power of trust in manufacturer-retailer relationships. Harvard Business Review, 74(6), 92–106.
- Lanjananda, P., & Patterson, P. G. (2009). Determinants of customer-oriented behavior in a health care context. Journal of Service Management, 20(1), 5–32. doi:10.1108/09564230910936832
- Leigh, E. (2013). Healthcare professionals need to be proficient in sales. KevinMD.com, (August 4). Retrieved from http://www.kevinmd.com/blog/2013/08/healthcare-professionals-proficient-sales.html
- Leitner, T., Dunn, L., & Deo, P. (2016). Thanks to technology, doctors are making house calls again. NBC News, (October 16). Retrieved from http://www.nbcnews.com/health/health-news/thanks-technology-doctors-are-making-house-calls-again-n645901
- Levinson, W., Lesser, C. S., & Epstein, R. M. (2010). Developing physician communication skills for patient-centered care. Health Affairs, 29(7), 1310–1318.
- Lockard, P. (2016). 5 Healthcare marketing trends to watch in 2016. DMN3, (March 16). Retrieved from https://www.dmn3.com/dmn3-blog/5-healthcare-marketing-trends-you-should-know-about
- McCarthy, M. (2014). US doctors are judged more on bedside manner than effectiveness of care, survey finds. BMJ: British Medical Journal (Clinical Research Edition), 349(jul28 10), g4864–g4864. doi:10.1136/bmj.g4864
- Medicine, I. O. (2001). Crossing the quality chasm: A new health system for the 21st century.
- Moncrief, W. C., & Marshall, G. W. (2005). The evolution of the seven steps of selling. Industrial Marketing Management, 34(1), 13–22. doi:10.1016/j.indmarman.2004.06.001
- Myers, C. G., & Pronovost, P. J. (2017). Making management skills a core component of medical education. Academic Medicine, 92(5), 582–584. doi:10.1097/acm.0000000000001627
- Okoro, O., & Odedina, F. T. (2016). Improving medication adherence in African-American women living with HIV/AIDS: Leveraging the provider role and peer involvement. AIDS Care, 28(2), 179–185. doi:10.1080/09540121.2015.1071771
- Orava, M., & Tuominen, P. (2002). Curing and caring in surgical services: A relationship approach. The Journal of Services Marketing, 16(7), 677–691.
- Peregrin, T. (2014). Enhanced bedside manner heals patient–practitioner communication. Journal of the Academy of Nutrition & Dietetics, 114(4), 529–532. doi:10.1016/j.jand.2014.02.005
- Person, A., & Finch, L. (2009). Bedside manner: concept analysis and impact on advanced nursing practice. Internet Journal of Advanced Nursing Practice, 10(1), 1–6.
- Plouffe, C. R., Nelson, Y. H., & Beuk, F. (2013). Testing an enhanced, process-based view of the sales process. Journal of Personal Selling and Sales Management, 33(2), 141–163. doi:10.2753/PSS0885-3134330201
- Powers, T. L., Martin, W. S., Rushing, H., & Daniels, S.. (1987). Selling before 1900: A historical perspective. Journal of Personal Selling & Sales Management, 7(3), 11–21.
- Ramsey, R. P., & Sohi, R. S. (1997). Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes. Journal of the Academy of Marketing Science, 25(2), 127–137.
- Rivers, P. A., & Glover, S. H. (2008). Health care competition, strategic mission, and patient satisfaction: research model and propositions. Journal of Health Organization and Management, 22(6), 627–641. doi:10.1108/14777260810916597
- Saxe, R., & Weitz, B. A. (1982). The SOCO scale: A measure of the customer orientation of salespeople. Journal of Marketing Research, 19(3), 343–351. doi:10.2307/3151568
- Saxena, R. (2009). Marketing Managment (Vol. 4). New Delhi: McGraw Hill.
- Seiders, K., Flynn, A. G., Berry, L. L., & Haws, K. L. (2015). Motivating customers to adhere to expert advice in professional services: A medical service context. Journal of Service Research, 18(1), 39–58. doi:10.1177/1094670514539567
- Shannahan, R. J., Bush, A. J., Moncrief, W. C., & Shannahan, K. L. J. (2013). Making sense of the customer’s role in the personal selling process: A theory of organizing and sensemaking perspective. Journal of Personal Selling & Sales Management, 33(3), 261–275. doi:10.2753/PSS0885-3134330302
- Smith, M. Y., & Benattia, I. (2016). The patient’s voice in pharmacovigilance: Pragmatic approaches to building a patient-centric drug safety organization. Drug Safety, 39(9), 779–785. doi:10.1007/s40264-016-0426-9
- Sujan, H., Harlan, T., Sujan, M., & Ager, R. (2015). Doctors as salespeople: Strengthening relationships with patients to motivate better self-care. In J. L. Robinson (Ed.), Marketing Dynamism & Sustainability: Things Change, Things Stay the Same…: Proceedings of the 2012 Academy of Marketing Science (AMS) Annual Conference (pp. 440–444). Cham: Springer International Publishing.
- Teng, C.-C., & Barrows, C. W. (2009). Service orientation: antecedents, outcomes, and implications for hospitality research and practice. Industries Journal, 29(10), 1413–1435. doi:10.1080/02642060903026247
- Terres, M. D. S., dos Santos, C. P., & Basso, K. (2015). Antecedents of the client's trust in low- versus high-consequence decisions. The Journal of Services Marketing, 29(1), 26.
- Wedro, B. (2016). What is a hematoma? MedicineNet.com, (November 14). Retrieved from http://www.medicinenet.com/hematoma/page2.htm
- Weissmann, P. F. M. D., Branch, W. T. M. D. M., Gracey, C. F. M. D., Haidet, P. M. D. M. P. H., & Frankel, R. M. P. (2006). Role modeling humanistic behavior: Learning bedside manner from the experts. Academic Medicine, 81(7), 661–667.
- Weitz, B. A., & Bradford, K. D. (1999). Personal selling and sales management: A relationship marketing perspective. Academy of Marketing Science. Journal, 27(2), 241–254.
- Wilson, M. (2015). This doctor in a box is a house call for the modern age. Co-Design, (January 28). Retrieved from https://www.fastcodesign.com/3041500/this-doctor-in-a-box-is-a-house-call-for-the-modern-age
- Wood, J. A., Boles, J., Johnston, W., & Bellenger, D. (2008). Buyers’ trust of the salesperson: An item-level meta-analysis. Journal of Personal Selling & Sales Management, 28(3), 263–283. doi:10.2753/PSS0885-3134280304