Relationship marketing in the NHS: will it bring the buyers and suppliers together again?

Relationship marketing in the NHS: will it bring the buyers and suppliers together again? Working for Patients (1989), implemented in 1991, introduced into the National Health Service (NHS) the purchaser‐provider split, which created an “internal market” for health care. The key feature of this internal market was the concept of buying and selling of health services, with competition between provider units for the “business” of purchasers. Turning to industry where buying and selling has always been normal practice between organizations, this paper looks at a strategy that may help provider units to survive in this new marketplace. An examination of buyer‐supplier relationships focuses on the specific organizational strategy of relationship marketing as a potential way forward. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Marketing Intelligence & Planning Emerald Publishing

Relationship marketing in the NHS: will it bring the buyers and suppliers together again?

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Publisher
Emerald Publishing
Copyright
Copyright © 1996 MCB UP Ltd. All rights reserved.
ISSN
0263-4503
DOI
10.1108/02634509610110796
Publisher site
See Article on Publisher Site

Abstract

Working for Patients (1989), implemented in 1991, introduced into the National Health Service (NHS) the purchaser‐provider split, which created an “internal market” for health care. The key feature of this internal market was the concept of buying and selling of health services, with competition between provider units for the “business” of purchasers. Turning to industry where buying and selling has always been normal practice between organizations, this paper looks at a strategy that may help provider units to survive in this new marketplace. An examination of buyer‐supplier relationships focuses on the specific organizational strategy of relationship marketing as a potential way forward.

Journal

Marketing Intelligence & PlanningEmerald Publishing

Published: Apr 1, 1996

Keywords: Channel relationships; National Health Service; Relationship marketing

References

  • Relationship marketing
    Berry, L.L.

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