title: Social marketing principles enhance enrollment in the cash and counseling demonstration and evaluation.
abstract: OBJECTIVE
  Using focus group data, this article discusses the use of social marketing principles to enhance enrollment in the Cash and Counseling Demonstration and Evaluation (CCDE).
  
  
  METHODS
  Focus groups were conducted in person and by conference call in two CCDE states, Arkansas and Florida. In Florida, Department of Elder Affairs and Developmental Services Program (DS) staff participated in seven focus groups. In Arkansas, four focus groups were conducted with professionals likely to come into contact with Medicaid consumers who are eligible for Arkansas' cash option program. Focus group transcripts were coded according to the project research questions.
  
  
  RESULTS
  Several important lessons emerged including the importance of(a) conducting process evaluation activities, such as the social marketing focus groups, early during program implementation; (b) using multiple approaches and contacts to inform potential consumers and their families about a new, complex program; (c) carefully selecting and training personnel to conduct outreach and enrollment activities; and (d) developing specific messages to include in marketing the cash option.
  
  
  CONCLUSIONS
  Using social marketing principles to examine CCDE enrollment has provided important information to enhance this program.
authors.affiliation: University of Maryland, Department of Health Services Administration, College Park, MD 20742, USA. lasr@umd.edu
authors.forename: Lori
authors.initials: L
authors.lastname: Simon-Rusinowitz
authors.forename: Kevin J
authors.initials: KJ
authors.lastname: Mahoney
authors.forename: Lori N
authors.initials: LN
authors.lastname: Marks
authors.forename: Kristin
authors.initials: K
authors.lastname: Simone
authors.forename: B Lee
authors.initials: BL
authors.lastname: Zacharias
mesh_terms: D000368:Aged; D001131:Arkansas; D003256:Community Participation; D006233:Persons with Disabilities; D005376:Financial Management / Q000379:methods; D005431:Florida; D006699:Home Care Services / Q000191:economics*; D006801:Humans; D008484:Medicaid / Q000191:economics; D040241:Social Marketing; D014481:United States