Motivating customers to develop and maintain a relationship with pharmacists: an application of a Stages of Change Model

A consistent branch of research in health communication has been focused on the study of the pharmacist - patient relationship. In past decades, the pharmacist and his role in the health care setting has shifted from a product oriented approach, where the primary focus was the production and compound of medicines, to a more patient oriented approach, with main focus becoming the understanding and caring for clients and the problems they bring to their health care providers. As a consequence, research in the health communication field, with a focus on community pharmacy settings needs to examine strategies to get the pharmacist closer to the clients, developing a long – term relationship, and adopting a more patient- oriented information approach to move closer to the needs of the client. The main purpose of my doctoral thesis is to examine the pharmacist - client relationship focusing in particular on the attempt to integrate the Stages of Change Model (Prochaska and DiClemente, 1983), with two models currently in use to describe relationship development in the pharmacy context, in order to identify strategies that can support the pharmacists in building a relationship of loyalty with their clients in the future. I hypothesized that targeting health information according to the level of the relationship clients are in could produce the necessary loyalty to commit to the pharmacist and to enhance the long run acceptance and effectiveness of the health message. In particular, the empirical section is devoted to understanding how to produce the necessary loyalty that can lead to better future response for the therapeutic and health needs of the client. The hypothesis was tested in the context of Tessin pharmacist – client relationship by means of a three phase study: an explorative study, a descriptive study, and finally an intervention study. Using the data collected in the descriptive study, two models of relationship development were tested: one static and one dynamic. The static model treats the perceived relational benefits, relationship selling behaviours, perceived expertise and stages of change constructs as antecedents of trust. The dynamic model adds the Stages of Change moderating effect on perceived benefits, perceived expertise, perceived relationship selling behaviours, as antecedents of trust. In the dynamic model, trust is directly influenced by the perceived expertise of the pharmacist, relationship selling behaviours, and perceived relational benefits. The Stages of Change Model moderated the relationship between perceived relational benefits and trust, and approached significance in moderating the relationship between perceived expertise and trust. The moderated relationship influences the way to structure an intervention to increase client intention to frequent the pharmacy in the future: in particular, it suggests tailoring the message depending on the stage of the relationship. The analysis of the data shows that targeting health messages according to the level of client relationship (developmental stage/maintenance stage) and building the messages focusing on the variables most influential to the particular relationship stage should bring to a more “loyal client” in the future. Furthermore, results in the intervention study show that for people in the developmental stage, a targeted message, that is a message focused on relational benefits, was more effective than either no message, or a stage mismatched message

Translating shared decision-making into health care clinical practices: Proof of concepts

Background: There is considerable interest today in shared decision-making (SDM), defined as a decision-making process jointly shared by patients and their health care provider. However, the data show that SDM has not been broadly adopted yet. Consequently, the main goal of this proposal is to bring together the resources and the expertise needed to develop an interdisciplinary and international research team on the implementation of SDM in clinical practice using a theory-based dyadic perspective. Methods: Participants include researchers from Canada, US, UK, and Netherlands, representing medicine, nursing, psychology, community health and epidemiology. In order to develop a collaborative research network that takes advantage of the expertise of the team members, the following research activities are planned: 1) establish networking and on-going communication through internet-based forum, conference calls, and a bi-weekly e-bulletin; 2) hold a two-day workshop with two key experts (one in theoretical underpinnings of behavioral change, and a second in dyadic data analysis), and invite all investigators to present their views on the challenges related to the implementation of SDM in clinical practices; 3) conduct a secondary analyses of existing dyadic datasets to ensure that discussion among team members is grounded in empirical data; 4) build capacity with involvement of graduate students in the workshop and online forum; and 5) elaborate a position paper and an international multi-site study protocol. Discussion: This study protocol aims to inform researchers, educators, and clinicians interested in improving their understanding of effective strategies to implement shared decision-making in clinical practice using a theory-based dyadic perspective

The Comparison of Three Attitude Models for The Prediction of Blood Donation Behavior

142 p.Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 1979.U of I OnlyRestricted to the U of I community idenfinitely during batch ingest of legacy ETD

Solving Complex Problems: Enduring Solutions through Social Entrepreneurship, Community Action, and Social Marketing

Three distinct literatures address social change: social entrepreneurship, community action research, and social marketing. While these activities have a shared goal to create social change, each orientation approaches their activities from a different perspective. The current work explores how macro-social marketing efforts can benefit from alternative orientations to enhance enduring social change. Social entrepreneurship highlights the importance of enduring resources and considering scalability. Community action highlights the importance of obtaining legitimacy and buy-in from multiple entities in the social change system. Social marketing highlights the importance of an end-user perspective and the application of behavioral theories to create systematic change. This work describes a case study in the Kenyan education context to highlight the value of this approach

It\u27s About Our Values: How Founder\u27s Stories Influence Brand Authenticity

Companies increasingly share the stories behind their brand’s founding to engage consumers. The current studies explore how the motives that underlie business formation in founder’s stories influence consumer brand perceptions. Specifically, stories that highlight self-transcendence (versus self-enhancement) founder values enhance the perceived authenticity of the focal brand. We examine narrative fidelity (Fisher, 1984) as a mechanism of narrative persuasion through which the audience judges whether the motives underlying character actions represent “good reasons” for action. Across three studies, we show that the values underlying a founder’s motivation to start a business influence the perceived authenticity of the associated brand, and this relationship is mediated by narrative fidelity. Further, reader’s personal values moderate the influence of founder’s values on narrative fidelity judgments, and the relationship between narrative fidelity and brand authenticity is attenuated by a merger between the original company and another company, demonstrating a boundary condition of the observed relationships

Emergent leadership structures in informal groups: A dynamic, cognitively informed network model

This paper advances novel theory and evidence on the emergence of informal leadership networks in groups that feature no formally designated leaders or authority hierarchies. Integrating insights from relational schema and network theory, we develop and empirically test a 3-step process model. The model’s first hypothesis is that people use a “linear-ordering schema” to process information about leadership relations. Taking this hypothesis as a premise, the second hypothesis argues that whenever an individual experiences a particular leadership attribution to be inconsistent with the linear-ordering schema, s/he will tend to reduce the ensuing cognitive inconsistency by modifying that leadership attribution. Finally, the third hypothesis builds on this inconsistency-reduction mechanism to derive implications about a set of network-structural features (asymmetry, a-cyclicity, transitivity, popularity, and inverse-popularity) that are predicted to endogenously emerge as a group’s informal leadership network evolves. We find broad support for our proposed theoretical model using a multi-method, multi-study approach combining experimental and empirical data. Our study contributes to the organizational literature by illuminating a socio-cognitive dynamics underpinning the evolution of informal leadership structures in groups where formal authority plays a limited role

L'évaluation de l'importance des attributs Comparaison de six méthodes

International audienceSix méthodes de mesure de l'importance des attributs ont été évaluées du point de vue de la validité convergente. Ces méthodes sont: 1) Une approche déclarative directe; 2) Une approche par la recherche d'information fondée sur la méthode du processus comportemental de Jacoby; 3) La notation directe de l'importance; 4) La méthode des mesures conjointes; 3) Des indices basés sur l'approche de la probabilité subjective de Jaccard; et 6) Une approche de comparaisons par paires. La validité convergente des méthodes de mesure d'importance a été étudiée pour deux catégories de produits: les contraceptifs et les voitures. Les résultats ont montré des niveaux plutôt bas de convergence des mesures