Enhancing value creation of device vendors in the medical service industry: a relationship perspective

Tsuen-Ho Hsu, Hwan-Yann Su and Pin-Pin Liao

The Service Industries Journal, 2008, vol. 30, issue 11, 1787-1801

Abstract: Around the world, hospitals receiving government funding and insurance payments are under increasing pressure to cut costs. Based on the literature in relationship value and transaction cost economics, long-term relationships between suppliers and customers can be beneficial to cost reduction and value creation. This study explores the value of long-term relationships between medical device vendors and hospitals from the hospital perspective. In-depth interviews were conducted employing a grounded theory approach. The results show that in addition to product benefits/costs and supportive services, vendor reputation and sales personnel specificity are most influential towards the value of their long-term relationships.

Date: 2008
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DOI: 10.1080/02642060802624316

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The Service Industries Journal is currently edited by Eileen Bridges, Professor Domingo Ribeiro, Ronald Goldsmith, Barry Howcroft and Youjae Yi

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