Something is wrong
The ‘chainsaw’ Al Dunlop approach
Mergers don’t seem to be the answer

Market-based view
Resource-based view
‘Tried and true’: Mainstream approaches to competing based on product orientation

What is strategy and what is not strategy (tactics)
Strategy
The three generic strategies

Ethnic and minority market segments
Benefits segmentation
Psychographics/lifestyle

The roots of servicification of product

The decile approach

Physicians need help
Hospitals need help
Minority physicians need help
Nursing homes need help
Nurses need help
HMOs need help
The role of equity in consumer-driven marketing strategy: The ties that bind
The ‘boutiquising’ of healthcare
HEDIS / NCQA: A ‘value added’ opportunity
Margin management and capital/asset management
Assumption of risk: A ‘value added’ opportunity
Focusing on the numbers
‘Value added’ in action
The ‘value added’ physician
The ultimate ‘value added’ question

Bibliography

Table 4.1: Equity cost of two firms in comparison
Table 5.1: Segmenting a multiple-purpose vitamin
Table 5.2: Segmenting vision correction surgery
Table 5.3: Segmenting vision correction surgery (conducted on the physician segments)
Table 5.4: Segmenting vision correction surgery (psychographic components)
Table 7.1: Brand loyalty and brand switching
Table 7.2: Brand loyal versus second choice
Table 7.3: Brand switching risk potential
Table 7.4: Most recognised pharmaceutical products and companies
Table 8.1: Advertising in the pharmaceutical industry
Table 8.2: Spending and awareness of advertising
Table 8.3: Relationship between advertising spend by brand sales and by company sales (1997)
Table 8.4: Relationship between advertising spend by brand sales and by company sales (1998)
Table 8.5: Relationship between advertising spend by brand sales and by company sales (1999)
Table 8.6: Spend for 2000 as of 21st March 2000
Table 8.7: DTC by office and hospital spend, by journal advertisement, total professional spend and by company sales volume (1999)
Table 8.8: Advertising/promotion research design
Table 8.9: 1998 spend for DTC and promotion
Table 8.10: Advertising (in 1998) versus no advertising (in 1999) for certain drugs
Table 9.1: Control versus test
Table 9.2: Customer decile analysis
Table 9.3: Visit by spend
Table 9.4: Defection analysis
Table 9.5: Customer value ranking report
Table 9.6: Healthcare mail order catalogue
Table 10.1: Performance measure for practices
Table 10.2: Records for licensure
Table 10.3: Impact of structural changes – analysis framework
Table 10.4: DuPont long-run return on investment model
Table 10.5: MGMA better practice benchmarks
Table 10.6: Rating of pharmaceutical companies

Figure 4.1: Generalised product life cycle (PLC)
Figure 5.1: Attitude towards healthcare in Hispanics and Whites
Figure 7.1: Taste perceptions of six beer brands when the drinker knows what he is drinking
Figure 7.2: Taste perceptions of six beer brands when the drinker does not know what he is drinking