Developing a scale to measure hospital sales orientation.
The authors examine the sales orientation of the hospital and how it relates to the implementation of sales management policies. By polling sales managers and marketing directors at 136 hospitals nationwide, they develop scales to measure hospital sales orientation and sales management policies, and explore the relationship between them.
Sumrall
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DA
Baruch College, City University of New York.
Eyuboglu
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N
Ahlawat
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SS
D001291:Attitude of Health Personnel; D003132:Commerce; D016002:Discriminant Analysis; D004465:Economic Competition; D006740:Hospital Administrators / Q000523:psychology* / Q000706:statistics & numerical data; D006801:Humans; D008389:Marketing of Health Services / Q000706:statistics & numerical data*; D009937:Organizational Objectives; D015203:Reproducibility of Results; D011795:Surveys and Questionnaires; D014481:United States