Consumer behaviour and the purchasing of dental services : Influences on selection and evaluation of health care services

Laing, Angus Wallace and Brown, Alison J. (1997) Consumer behaviour and the purchasing of dental services : Influences on selection and evaluation of health care services. International Journal of Nonprofit and Voluntary Sector Marketing, 2 (4). pp. 342-352. ISSN 1465-4520

Abstract

This paper examines the process of interaction between consumers and providers of dental services in terms of the key selection and evaluation criteria employed by consumers. Focusing on the United Kingdom, it examines the impact of changes in both pricing and provision on the utilisation and evaluation of dental services. Based on a questionnaire survey of dental patients, in the context of the evolving body of literature concerned with consumer behaviour in respect of services, the paper attempts to improve the current understanding of the key factors shaping consumer choice in respect of professional services. Specifically, it argues that the highly complex nature of professional services impacts on patterns of consumer behaviour, resulting in the relationship between the individual service professional and the consumer being the focus of consumer evaluation. This in turn has significant implications for the effective marketing of such professional services.