Employer purchasing of health care benefits: marketing implications of an organizational buying perspective.
While health care providers recognize employers as key purchasers of health benefits, there is little understanding of how employers make these important buys. We propose a model of health benefits acquisition using an organizational buying perspective, and discuss findings from a study of employee benefits managers. Critical marketing implications are presented.
Thompson
J M
JM
Department of Health Sciences, James Madison University, Harrisonburg, VA 22807, USA.
Hurley
R E
RE
D000288:Administrative Personnel; D002755:Choice Behavior; D003659:Decision Making, Organizational; D017049:Employer Health Costs; D006264:Health Benefit Plans, Employee / Q000191:economics* / Q000458:organization & administration; D006801:Humans; D008389:Marketing of Health Services / Q000458:organization & administration* / Q000706:statistics & numerical data; D017146:Models, Organizational; D014481:United States