• J Health Care Mark · Sep 1991

    Comparative Study

    Personal selling in health care organizations: a status report.

    • M R Bowers and T L Powers.
    • Graduate School of Management, University of Alabama, Birmingham.
    • J Health Care Mark. 1991 Sep 1; 11 (3): 19-27.

    AbstractThe authors report the state of the art of personal selling in health care organizations in the United States. The research was conducted through the use of a previously validated sales orientation index, administered to various types of health care organizations. The findings indicate that personal selling is far from being a fully integrated promotional tool in the health care industry. Differences in the sales orientation of health care organizations are found to be related to environmental and organizational factors.

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