Gendered Beliefs and Referral Behavior

2021 ◽  
Author(s):  
Kristine Koutout
Keyword(s):  
Referral Behavior

Stigma and Knowledge as Determinants of Recommendation and Referral Behavior of General Practitioners and Internists

2016 ◽  
Vol 26 (10) ◽  
pp. 2393-2401 ◽  
Author(s):  
Franziska U. C. E. Jung ◽  
Claudia Luck-Sikorski ◽  
Hans-Helmut König ◽  
Steffi G. Riedel-Heller
Keyword(s):  
General Practitioners ◽  
Referral Behavior

The role of customer engagement facets on the formation of attitude, loyalty and price perception

2019 ◽  
Vol 33 (7) ◽  
pp. 890-903 ◽  
Author(s):  
Maxi Bergel ◽  
Phillip Frank ◽  
Christian Brock
Keyword(s):  
Purchase Behavior ◽  
Customer Engagement ◽  
Future Research ◽  
Content Type ◽  
Price Perception ◽  
Forest Park ◽  
Affective Attitude ◽  
Set Up ◽  
Price Perceptions ◽  
Referral Behavior

Purpose This study aims to investigate the influence of customer satisfaction on four facets of customer engagement: customer influencer behavior, knowledge behavior, referral behavior and purchase behavior. Furthermore, its (in)direct influence on affective attitude, price perception and loyalty is investigated. Design/methodology/approach Two studies were conducted. First, an experimental scenario design was set up to investigate the hypothesized relations between customer engagement; customers’ affective attitude and their loyalty; and their price perceptions. Second, a survey at a national forest park center helped to secure external validity. Findings The results indicate that engaged customers develop a more positive affective attitude, which leads to increased future loyalty and positive price perceptions. In addition, the results suggest that assessing cognitive approaches exclusively is not sufficient for understanding customers’ price perceptions. Research limitations/implications Future research should investigate antecedents of customer engagement behaviors (CEBs) other than satisfaction, and extend this research by taking into account further mediators that might be cognitive rather than affective. Practical implications The results are of superior importance for services or tourism destinations. Fostering CEB can help in improving a destinations’ performance. Originality/value This research expands the current state of literature by investigating several dimensions of CEB at one time, as well as by examining customers’ affective attitude toward the organization as a potential mediator, extending previous research approaches.

scholarly journals GENERALIST PHYSICIANS’ REFERRAL BEHAVIOR ON PRE-IMPLANTATION GENETIC TESTING (PGT) FOR SINGLE GENE DISORDERS: DO WE NEED TO PLAY CATCH UP?

2020 ◽  
Vol 114 (3) ◽  
pp. e429
Author(s):  
Sarah M. Capelouto ◽  
Melanie Evans ◽  
Jennifer Shannon ◽  
Katelyn Jetelina ◽  
Orhan Bukulmez ◽  
...  
Keyword(s):  
Genetic Testing ◽  
Single Gene ◽  
Single Gene Disorders ◽  
Catch Up ◽  
Referral Behavior

The effect of social relationships on the rates of referral to specialists

2016 ◽  
Vol 36 (4) ◽  
pp. 384-407 ◽  
Author(s):  
Rosa Hendijani ◽  
Diane P. Bischak
Keyword(s):  
Social Relationships ◽  
Service System ◽  
Healthcare Systems ◽  
Referral System ◽  
Referral Process ◽  
High Confidence ◽  
Content Type ◽  
Close Relationship ◽  
Referral Systems ◽  
Referral Behavior

Purpose – In order to decrease patient waiting time and improve efficiency, healthcare systems in some countries have recently begun to shift away from decentralized systems of patient referral from general practitioners (GPs) to specialists toward centralized ones. From a queueing theory perspective, centralized referral systems can decrease waiting time by reducing the variation in the referral process. However, from a social psychological perspective, a close relationship between referring physician and specialist, which is characteristic of decentralized referral systems, may safeguard against high referral rates; since GPs refer patients directly to the specialists whom they know, they may be reluctant to damage that relationship with an inappropriate referral. The purpose of this paper is to examine the effect upon referral behavior of a relationship between physicians, as is found in a decentralized referral system, vs a centralized referral system, which is characterized by an anonymous GP-specialist relationship. In a controlled experiment where family practice residents made decisions concerning referral to specialists, physicians displaying high confidence referred significantly fewer patients in a close relationship condition than in a centralized referral system, suggesting that for some physicians, referral behavior can be affected by the design of the service system and will, in turn, affect system performance. Design/methodology/approach – The authors used a controlled experiment to test the research hypotheses. Findings – Physicians displaying high confidence referred significantly fewer patients in a close relationship condition than in a centralized referral system, suggesting that for some physicians, referral behavior can be affected by system attributes and will, in turn, affect system performance. Research limitations/implications – The current study has some limitations, however. First, the sample consisted only of family practice residents and did not have the knowledge and experience of GPs regarding the referral process. Second, the authors used hypothetical patient case descriptions instead of real-world patients. Repeating this experiment with primary care physicians in real setting would be beneficial. Practical implications – The study indicates that decentralized referral systems may act (rightly or wrongly) as a restraint on the rate of referrals to specialists. Thus, an implementation of a centralized referral system should be expected to produce an increase in referrals simply due to the change in the operational system setup. Even if centralized referral systems are more efficient and can facilitate the referral process by creating a central queue rather than multiple single queues for patients, the removal of social ties such as long-term social relationships that are developed between GPs and specialists in decentralized referral systems may act to counterbalance these theoretical gains. Social implications – This study provide support for the idea that non-clinical factors play an important role in referrals to specialists and hence in the quality of provided care, as was suggested by previous studies in this area (Hajjaj et al., 2010; Reid et al., 1999). The design of the service system may inadvertently influence some doctors to refer too many patients to specialists when there is no need for a specialist visit. In high-utilization health systems, this may cause some patients to be delayed (or even denied) in obtaining specialist access. Healthcare systems may be able to implement behavioral-based techniques in order to mitigate the negative consequences of a shift to centralized referral systems. One approach would be to try to create a feeling of close relationship among doctors in centralized referral systems. High communication and frequent interaction among GPs and specialists can boost the feelings of teamwork and personal efficacy through social comparison (Schunk, 1989, 1991) and vicarious learning (Zimmerman, 2000), which can in turn motivate GPs to take control of the patient care process when appropriate, instead of referring patients to specialists. Originality/value – The authors’ study is the first examining the effect of social relationships between GPs and specialists on the referral patterns. Considering the significant implications of referral decisions on patients, doctors, and the healthcare systems, the study can shed light into a better understanding of the social and behavioral aspects of the referral process.

The Role of Referrals in Diagnosing Dementia at the Primary Care Level

1999 ◽  
Vol 11 (3) ◽  
pp. 251-262 ◽  
Author(s):  
Steffi G. Riedel-Heller ◽  
Astrid Schork ◽  
Herbert Matschinger ◽  
Matthias C. Angermeyer
Keyword(s):  
Primary Care ◽  
Care Level ◽  
Primary Care Level ◽  
Diagnosis And Management ◽  
Cooperative Relationships ◽  
Therapeutic Orientation ◽  
Diagnosis Of Dementia ◽  
Self Help Groups ◽  
Referral Behavior

Background: Demographic changes indicating a general aging of the population suggest that the key role of general practitioners (GPs) in the diagnosis and management of dementia becomes more salient. The encouragement of GPs to collaborate with specialists is one chance to support GPs in performing a variety of functions associated with the diagnosis and management of dementia. Method: We used a questionnaire to investigate the role of referrals in diagnosing dementia at the primary care level and variables potentially influencing the referral behavior of German GPs (n = 563). Results: Only 31% of the GPs stated that the diagnosis of dementia was made predominantly in the context of referral to a specialist. The chance that referrals were made was increased for those GPs who entertained extensive cooperative relationships with self-help groups, psychologists, or the “Alzheimer Society”/“Brain League” (odds ratio [OR] 1.74) and for those GPs who perceived a great preparedness on the part of the relatives of the patient to comply with a referral (OR 2.29) as well as who noticed a great readiness among specialists to accept patients for the diagnosis of dementia (OR 2.55). GPs whose therapeutic orientation was shaped by further training and scientific literature were more likely to refer (OR 3.54). Discussion: Enhancing the liaison between GPs and specialist physicians by improving the psychogeriatric competence of GPs as well as the connection to nonmedical services is discussed.

scholarly journals Referrals for new client acquisition in professional services

2017 ◽  
Vol 20 (1) ◽  
pp. 28-42 ◽  
Author(s):  
Stuart Grierson ◽  
Ross Brennan
Keyword(s):  
Service Providers ◽  
Research Question ◽  
Qualitative Interviews ◽  
Professional Services ◽  
Professional Service ◽  
Business Success ◽  
Content Type ◽  
Starting Point ◽  
Client Referral ◽  
Referral Behavior

Purpose The purpose of this paper is to address the following research question: What are the perceptions of professionals and consumers regarding the antecedents of client referrals in the financial advice sector? Design/methodology/approach A total of 61 qualitative interviews were conducted, with the following three key groups: independent financial advisers (IFAs; 20 interviews), clients of IFAs (26 interviews) and consumers who manage their own financial affairs and do not use the services of an IFA (15 interviews). Findings The financial advisers interviewed believe that client referrals are important to their business success, that they can influence clients to become ambassadors who will consciously seek out new clients and that excellent service will motivate clients to provide referrals. However, the interviews with the clients painted a different picture. While advisers believe that they can influence client referral behavior, the clients did not believe that they were influenced by the adviser to make referrals. Research limitations/implications The sampling method was non-random and relied on the professional contacts of the principal researcher as a starting point, from which a network of contacts was established to identify interviewees. The study casts doubt on the ability of professional service providers to influence client referral behavior. This novel finding deserves further research investigation. Practical implications There is clearly scope for greater measurement in connection with referrals in professional service businesses. The propensity for clients to refer should be included as a metric in the performance measurement of professional service providers, in addition to standard financial measures. This would encourage the service provider to consider referrals during client interactions. Originality/value The study reports on a substantial qualitative study involving both professional service providers and their clients. While the providers believe that client referrals are critical to their business success, the evidence collected provides little or no support for this belief. Clients report they are not motivated to refer. Advisers do not explicitly measure referrals. The reality of referrals seems not to match the mythology.

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