Strategic Marketing For Health Care Organizations

Table, Figures, and Exhibits.Preface.Acknowledgments.The Authors.PART ONE: UNDERSTANDING THE HEALTH CARE SYSTEM AND THE ROLE OF MARKETING.Chapter One: The Role of Marketing in Health Care Organizations.Chapter Two: Defining the Health Care System and Its Trade-offs.Chapter Three: The Health Care Industry and Marketing Environment.Chapter Four: Determinants of the Utilization of Health Care Services.PART TWO: ANALYZING THE MARKET.Chapter Five: Strategy and Market Planning.Chapter Six: How Health Care Buyers Make Choices.Chapter Seven: Using Market Information Systems and Marketing Research.Chapter Eight: Market Segmentation, Targeting, Positioning, and Competition.PART THREE: APPLYING THE MARKETING MIX.Chapter Nine: Shaping and Managing Product and Service Offerings.Chapter Ten: Developing and Branding New Offerings.Chapter Eleven: Pricing Strategies and Decisions in Health Care.Chapter Twelve: Designing and Managing Health Care Marketing Channels.Chapter Thirteen: Designing and Managing Integrated Marketing Communications.Chapter Fourteen: Personal Marketing Communications: Word-of-Mouth, Sales, and Direct Marketing.PART FOUR: IMPLEMENTING AND CONTROLLING THE MARKETING EFFORT.Chapter Fifteen: Organizing, Implementing, and Controlling Marketing.Glossary.Notes.Index.

Philip Kotler is the S.C. Johnson Distinguished Professor of International Marketing at Northwestern University's Kellogg School of Management and the author of more than thirty books.

Joel Shalowitz is professor of Health Industry Management and director of the Health Industry Management Program at the Kellogg School of Management and professor of Medicine and Preventive Medicine, Feinberg School of Medicine, Northwestern University.

Robert J. Stevens is president of Health Centric Marketing in Durham, North Carolina and an adjunct professor at the School of Public Health at the University of North Carolina at Chapel Hill.

Praise for Strategic Marketing for Health Care Organizations

"This outstanding book not only delineates powerful conceptual frameworks and tools but is also studded with real-life, captivating examples in organizations that range from governments to biotech firms to Web portals, that illustrate how to make it happen. A tour de force."
-- Regina E. Herzlinger, Nancy R. McPherson Professor of Business Administration, Harvard Business School

"This book is a first-rate introduction to the concepts and tools professional marketers use to develop cutting-edge value propositions for key target audiences in a range of health care arenas. It offers both frameworks for thinking about marketing strategy and insights into a range of tactical alternatives. It is a state-of-the-art volume for those in various health care fields who are eager to be better marketers, students who want to join their ranks, and those who simply are wondering what marketing is all about and how it might help their organizations."
-- Alan R. Andreasen, professor of marketing, McDonough School of Business, Georgetown University

"Kotler, Shalowitz, and Stevens, in this important book, Strategic Marketing for Health Care Organizations, make many valuable contributions to our field, especially their discussion of tradeoffs among the three core aims of any health care system: cost, quality, and access. Students and professionals continually face this problem all the time."
-- Lawton R. Burns, James Joo-Jin Kim Professor, professor of Health Care Systems and Management, the Wharton School of the University of Pennsylvania and director, Wharton Center for Health Management and Economics

"This work places marketing as a core activity impacting all of health care, from prevention to continuing care. It provides a comprehensive foundation for beginners and a valuable reference for experienced managers on a major and often overlooked aspect of management."
-- John R. Griffith, Andrew Pattullo