Faculty Publications

Healthcare Marketing: The Synergistic And Mediatory Impact Of Positivity And Negativity Factors On Channel Members’ Satisfaction

Document Type

Article

Keywords

Health care, Marketing, Negativity, Pharmaceutical, Positivity, Satisfaction

Journal/Book/Conference Title

International Journal of Pharmaceutical and Healthcare Marketing

Volume

13

Issue

4

First Page

469

Last Page

488

Abstract

Purpose: The purpose of this study was to examine the process of the use of management’s positivity and negativity sources and their mediation on pharmaceutical members’ satisfaction that, in turn, enable a health-care organization to meet its business objectives with more agility. Design/methodology/approach: Data were obtained from a survey of 106 pharmaceutical members regarding their relationships with management. Findings: The results of LISREL analysis revealed that the use of positivity variables such as reward enhanced each of referent, expert and positive conflict; in addition, referent boosted satisfaction. However, the use of negativity variables such as opportunism enhanced power, but weakened each of referent, expert and legitimate power sources. The use of coercion enhanced power too, but produced dissatisfaction. Further, the prevalence of negative conflict caused dissatisfaction. Originality/value: This study also reported major contributions when it examined the effect of the mediation of the use of positivity intrinsic power sources on satisfaction. It found that referent power functioned as a full mediator by dropping the amount of the relationship between the use of reward and satisfaction to zero and as a partial mediator by dropping the amount of the relationship between the use of coercion and satisfaction. In addition, the use of referent power mediated the joint effect of both the use of coercion and reward power sources, triggering a positive effect on satisfaction. Several managerial implications were discussed.

Department

Department of Marketing and Entrepreneurship

Department

Department of Marketing

Original Publication Date

10-4-2019

DOI of published version

10.1108/IJPHM-10-2018-0057

Repository

UNI ScholarWorks, Rod Library, University of Northern Iowa

Language

en

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