title: Patient retention at dental school clinics: a marketing perspective.
abstract: The purpose of this investigation was to examine the drivers of patient retention at dental school clinics from a services marketing perspective. An analysis of patient characteristics at Virginia Commonwealth University School of Dentistry, screened between August 2010 and July 2011 (N=3604), was performed using descriptive statistics, cross-tabulations, and a binary logistic regression. The main findings were that 42 percent of patients in the study were retained and that no response to communication efforts (36 percent) and financial problems (28 percent) constituted the most common reasons for non-retention. Older age, having insurance, and living within a sixty-mile radius were significant drivers of retention (p<0.05). Patients who had completed disease control treatments had a significantly higher retention rate (62 percent) than those who did not (42 percent). Finally, some groups of dental students had higher retention rates than others (p<0.05), indicating that service providers were a driver of retention. The resulting insights benefit dental schools in recruiting patients with the greatest likelihood of returning for care, providing dental students with skills to better service them, and consequently increasing retention. This will lead to providing a continuum of care and student education and to ensuring the sustainability and quality of the school's educational programs.
authors.affiliation: Dr. Makarem is Assistant Professor, Department of Marketing, Virginia Commonwealth University School of Business; and Dr. Coe is Assistant Professor, Department of General Practice, Virginia Commonwealth University School of Dentistry. scmakarem@vcu.edu.
authors.forename: Suzanne C
authors.initials: SC
authors.lastname: Makarem
authors.affiliation: Dr. Makarem is Assistant Professor, Department of Marketing, Virginia Commonwealth University School of Business; and Dr. Coe is Assistant Professor, Department of General Practice, Virginia Commonwealth University School of Dentistry.
authors.forename: Julie M
authors.initials: JM
authors.lastname: Coe
mesh_terms: D000293:Adolescent; D000328:Adult; D000367:Age Factors; D000368:Aged; D003142:Communication; D003190:Comprehensive Dental Care; D003266:Continuity of Patient Care; D003740:Dental Clinics; D004497:Education, Dental; D057286:Electronic Health Records; D005260:Female; D005382:Financing, Personal; D005792:General Practice, Dental / Q000193:education; D006801:Humans; D007347:Insurance, Dental; D008297:Male; D008389:Marketing of Health Services; D008875:Middle Aged; D018579:Patient Selection; D011369:Professional-Patient Relations; D012111:Residence Characteristics; D012575:Schools, Dental; D013335:Students, Dental; D014768:Virginia; D055815:Young Adult
keywords: clinic management; dental education; dental school clinics; health care marketing; patient retention