title: Employer purchasing of health care benefits: marketing implications of an organizational buying perspective.
abstract: 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.
authors.affiliation: Department of Health Sciences, James Madison University, Harrisonburg, VA 22807, USA.
authors.forename: J M
authors.initials: JM
authors.lastname: Thompson
authors.forename: R E
authors.initials: RE
authors.lastname: Hurley
mesh_terms: 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