Patients’ prevention program commitment: the role of psychological reactance and relationship proneness

Isabelle Prim-Allaz () and Denis Darpy ()
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Isabelle Prim-Allaz: COACTIS - COnception de l'ACTIon en Situation - UL2 - Université Lumière - Lyon 2 - UJM - Université Jean Monnet - Saint-Étienne
Denis Darpy: DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique

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Abstract: Prevention programs are critical in the health sector but require voluntary commitment from patients. In this sense, prevention programs share some attributes with relationship marketing programs. Indeed, all patients are not willing to commit and, when they are, they may want to do it via different ways. To better understand the fact that prevention programs are not always successful, a literature review has been conducted and stresses the importance of two key concepts: the psychological reactance (i.e., reluctance to enter a formal contract) and relationship proneness (i.e., willingness to maintain a relationship). A field study dedicated to a dental network proposing an experimental prevention program demonstrates the benefit of simultaneously accounting for these two concepts to better explain commitment to a prevention program. Psychological reactance reduces the propensity to commit to a prevention program, while anxiety and relationship proneness increase commitment. Trust in the practitioner mediates the effect of relationship proneness on commitment to the prevention program.

Keywords: health prevention program; relationship proneness/orientation; commitment.; réactance; programme de prévention santé; propension/orientation relationnelle; engagement. (search for similar items in EconPapers)
Date: 2016
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Published in Journal de gestion et d’économie médicales, 2016, 34 (8), pp.467-481. ⟨10.3917/jgem.168.0467⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-01646480

DOI: 10.3917/jgem.168.0467

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