Influence Strategies in Health Care GPOs: Impact of Employee Characteristics - Softcover

Bruce, Xavier

Softcover

ISBN 10: 3847335715 ISBN 13: 9783847335719

Verlag: LAP LAMBERT Academic Publishing, 2012

Über diesen Titel

Reseña del editor:

Health care spending exceeds national gross domestic product growth and continues to jeopardize the U.S. economy. Health care Group Purchasing Organizations (GPOs) may encounter challenges in achieving member commitment because no formal authority exists between GPOs and their members. Therefore, mandatory commitment from GPO members is not required, purchasing decisions remain outside the GPO's span of control, and declination of advice, recommendations, or requests may occur without legitimate reasons. The general business problem is that GPO members may not achieve the lowest available prices on medical supplies and therefore contribute to excessive health care spending. The specific business problem is that GPOs may not use the appropriate influence strategy to persuade their members to remain committed to desirable purchasing behavior. This book reveals the relationship between GPO employees' characteristics and the use of influence strategies. The conceptual framework is derived from Kipnis's, Schmidt's, and Wilkinson's strategic influence concept. The quantitative analysis should be especially useful to professionals in Sales, Marketing, and Consulting fields.

Biografía del autor:

Dr. Xavier V. Bruce is the 10th graduate of the prestigious D.B.A. program of Walden University. He is an Air Force Academy graduate, Afghanistan War Veteran, and Lean Six Sigma Green Belt. Dr. Bruce is currently serving as a board-certified health care administrator in the Air Force Medical Service Corps. Education: DBA, MBA, BS.

Über diese Auflage

• Verlag: LAP LAMBERT Academic Publishing
• Erscheinungsdatum: 2012
• ISBN 10: 3847335715
• ISBN 13: 9783847335719
• Einband: Tapa blanda
• Anzahl der Seiten: 212