Genevieve O'Connor - Academia.edu (original) (raw)

Papers by Genevieve O'Connor

Research paper thumbnail of Exploring the Interplay of Cognitive Style and Demographics in Consumers' Financial Knowledge

Journal of Consumer Affairs, 2018

Despite substantial research and advances in consumers' financial knowledge, many Americans still... more Despite substantial research and advances in consumers' financial knowledge, many Americans still lack basic financial skills. One overlooked research area is the relationships between consumers' cognitive style and subjective knowledge and objective knowledge and how these relationships vary by demographics. Based on a nationwide study (n=817), results indicate that consumers' perception of their subjective financial knowledge varies by cognitive style, with those consumers having an intuitive cognitive style having a higher perception of their subjective financial knowledge than those who are more analytical. More nuanced results suggest that subjective knowledge is related to the interplay of cognitive style with demographics, whereas objective knowledge is not dependent on this interplay. These and other results illustrate that understanding nuances of financial knowledge is still of pressing importance to ensure consumer well-being.

Research paper thumbnail of Investigating the significance of insurance and income on health service utilization across generational cohorts

Journal of Financial Services Marketing, 2016

is a services marketing strategist who specializes in health care, product and brand management a... more is a services marketing strategist who specializes in health care, product and brand management as well as relationship management. She has presented her research to organizations such as the American Marketing Association and INFORMS Marketing Science. Professor O'Connor has conducted research and provided expert consultation for health-care projects and has more than 10 years of industry experience with Fortune 500 companies, including 3M, US Surgical and Boston Scientific.

Research paper thumbnail of Reducing referral leakage: an analysis of health-care referrals in a service ecosystem

Journal of Services Marketing, 2020

PurposeThe purpose of this paper is to address a critical problem for health-care organizations: ... more PurposeThe purpose of this paper is to address a critical problem for health-care organizations: patient referral leakage. This paper explores the nature of patient referrals by examining how health-care providers’ breadth and depth of connectivity within a hospital network and identification with each other influence the likelihood of future patient referrals.Design/methodology/approachThe data was collected by using a multi-sourced data set from the health-care industry. The proposed model was tested by using logistic regression to determine the likelihood of a primary care physician’s (PCP) referral to a specialist within a hospital network.FindingsA model linking provider connectivity to examine co-creation practices in the form of patient referrals is tested. Results indicate that patient referrals are multidimensional. A PCP’s likelihood to refer to a specialist within the hospital network is influenced by the breadth and depth of connectivity of each provider.Research limitat...

Research paper thumbnail of The role of social psychological factors in vulnerability to financial hardship

Journal of Consumer Affairs

Research paper thumbnail of Exploring Antecedents of Unethical Business Decisions

American Journal of Business Education, 2020

Adhering to recent arguments that unethical decision making is driven by the underlying psycholog... more Adhering to recent arguments that unethical decision making is driven by the underlying psychological processes, the purpose of this study is to investigate the role of individual psychographics (i.e., cognitive style, decision confidence, emotional intelligence, and attitude toward risk) in ethical decision making within a business context. Using a novel approach, the researchers capture ethical decision making using a computer-simulated market context and couple the results with survey data. The results of the regression analysis reveal that an individual's cognitive style, decision confidence, emotional intelligence, and attitude toward risk play a significant role in ethical decision making. Participants with an analytical cognitive style were less likely to engage in unethical means to accomplish business objectives compared to those with intuitive or adaptive cognitive styles. Similarly, greater confidence in decision making, higher emotional intelligence, and a greater preference for risk were also found to increase the chances that an individual avoids engaging in unethical decision making. Finally, the effect of cognitive style was found to be stronger than the other factors examined in this research. Theoretical and practical implications are discussed.

Research paper thumbnail of Toward a Holistic Measure of Financial Wellness: The Relationship between Perceived Financial Well-Being and Financial Vulnerability

Social Science Research Network, Sep 14, 2018

Research paper thumbnail of Is Savings Automation Helpful to Liquid Savings? It Depends on Whether You Have a Savings Habit

Journal of Public Policy & Marketing, 2020

In general, Americans are not savers, which contributes to their inability to absorb even small f... more In general, Americans are not savers, which contributes to their inability to absorb even small financial shocks and increases their potential for financial hardship. Savings automation has been promoted as a solution to overcome the behavioral constraints (or limitations) that hinder individual savings behavior. The result has been a proliferation of automated savings programs with the goal of helping people save money without their notice as a way to overcome their tendency to consume. However, scant research has examined the efficacy of this “save people from themselves” approach. This article explores the importance of having a saver mindset, regardless of income, in the success of savings automation. Results from two studies demonstrate that the benefits of automation for liquid savings accrue at a higher rate for individuals with lower incomes and that this benefit depends on the presence of a personal savings orientation. The findings suggest that savings programs should try ...

Research paper thumbnail of An intersectional approach to evaluating consumer financial literacy

Journal of Financial Services Marketing, 2016

Connor is a services marketing strategist who specializes in consumer well-being with a focus on ... more Connor is a services marketing strategist who specializes in consumer well-being with a focus on health care and financial literacy. Drawing from her 10+ year's industry experience with Fortune 500 companies she conducts research and provides expert consultation for healthcare organizations. Mohammad G. Nejad and Genevieve O'Connor contributed equally to the manuscript.

Research paper thumbnail of Enhancing service usage by improving access: essays on service marketing

Research paper thumbnail of Cultural Drivers of Health Engagement

Journal of International Marketing

Given the well-documented relationship between lifestyle, disease burden, and health care costs, ... more Given the well-documented relationship between lifestyle, disease burden, and health care costs, there is a greater need to investigate individual factors in health-related attitudes and behaviors. This research extends the rich knowledge developed around engagement, in particular customer engagement, to a new, understudied setting—namely, public health—and establishes the concept of health engagement, defined as individuals’ cognitive, emotional, and behavioral investments in health-related interactions centered around managing and taking care of their health. In addition, the current work investigates cultural drivers of the health engagement construct. A multinational survey of 1,208 participants reveals that uncertainty avoidance, long-term orientation, and indulgence are positively related to the salience of one's health, which, in turn, motivates health engagement and, by extension, improves physical and psychological health outcomes. Finally, the authors provide actionabl...

Research paper thumbnail of Patient experience in the digital age: An investigation into the effect of generational cohorts

Journal of Retailing and Consumer Services, 2020

This research examines how patient experience is affected by various generational cohorts' percei... more This research examines how patient experience is affected by various generational cohorts' perceived ease of use and usefulness of healthcare patient portals and how this experience, in turn, shapes cohort technology use. Results suggest that digital technology needs to be designed and implemented with cohorts in mind. This study complements research in digital technology and customer experience by highlighting the relevance of generational cohort differences, that is whether they adopted digital technology (i.e., Generation X) or always had digital technology, (i.e., Millennials) on a patient's experience.

Research paper thumbnail of The Effects of Cognitive Style, Shopping Experience and Consumer Demographics on Consumer Reactions to Quantity Surcharges

Journal of Promotion Management, 2018

Quantity surcharges occur when large quantities of a product are sold at a higher unit price comp... more Quantity surcharges occur when large quantities of a product are sold at a higher unit price compared to smaller quantities. As such, quantity surcharges violate consumer beliefs that one should receive a discount for having purchased larger amounts of a product. Much of the existing research in this area has focused on the incidence of quantity surcharges, and less focus has been given to consumer reactions to quantity surcharge offers. Utilizing a national survey of 318 consumers, this paper explores the effects of quantity surcharges on consumer perceptions of sellers, and examines how these perceptions are affected by consumers' cognitive style, shopping experience and demographics.

Research paper thumbnail of Viewpoint: The impact of coronavirus on service ecosystems as service mega-disruptions

Journal of Services Marketing, 2020

Purpose This paper aims to synthesize the widespread economic impact of the outbreak of COVID-19 ... more Purpose This paper aims to synthesize the widespread economic impact of the outbreak of COVID-19 and presents a new concept, service mega-disruptions (SMDs), which refers to fast moving market disturbances at a massive scale caused by a pandemic. The purpose of this paper is to offer a framework to recognize the impact of SMDs on service ecosystems and a call to action for service researchers in light of the COVID-19 outbreak. Design/methodology/approach This paper presents an overview of massive market disturbances that is observed across multiple service sectors based on current news reports. It then develops themes for timely and actionable research for service scholars. Findings The outbreak of COVID-19 demonstrates that both service industries and the service research community face a new reality, something that we are not well-prepared to handle. A new framework is needed to understand the impact of such virus outbreaks, and current service marketing concepts need to be re-inv...

Research paper thumbnail of Examining Antecedents of Health Insurance Literacy: The Role of Locus of Control, Cognitive Style, and Financial Knowledge

Journal of Consumer Affairs, 2019

Today's consumer is expected to make health-care decisions that have serious implications for the... more Today's consumer is expected to make health-care decisions that have serious implications for their welfare. However, a major barrier to these decisions is a basic lack of understanding of health insurance. A critical first step is to examine drivers of health insurance literacy and in turn offer interventions that can have a positive impact on consumer welfare. This article explores the relationship between relevant consumer psychographics, financial knowledge, and demographics with health insurance literacy. Results indicate that while demographics play a role, the degree to which consumers believe a situation or event is under their own control (i.e., locus of control), how they process information (i.e., cognitive style), and consumer's financial confidence (i.e., subjective knowledge) is a critical indicator of their health insurance literacy. Cluster analysis reveals three "faces" of health insurance literacy. Health insurance is one of the most complex, costly, confusing products consumers purchase (Paez and Mallery 2014). In the United States, consumers' perplexity is driven by the product, which can be overwhelming when considering the number of plans to choose from that may differ on carrier brand names (e.g., Aetna, Blue Cross Blue Shield, etc.), coverage level (e.g., HMO, PPO, etc.), and estimated cost (e.g., deductibles, copays, coinsurance), as well as consumers' ability to effectively choose and use health insurance. The goal of this research is to focus on the latter; here we study consumers' health insurance literacy (HIL). HIL is defined as "the degree to which individuals have the knowledge, ability, and confidence to find and evaluate information about health plans, select the best plan for their own (or their family's) financial and health circumstances, and use the plan once enrolled" (Quincy 2012, 7). In the United States, the vast majority of Americans are required to have health insurance, or they are subjected to a penalty fee imposed by the US government. Regardless of where the insurance holder acquires insurance (e.g.,

Research paper thumbnail of Exploring the antecedents of financial well-being: where we are and where we go from here

International Journal of Bank Marketing, 2019

Research paper thumbnail of Emerging promotional and pricing approaches in the US pharmaceutical market

Journal of Product & Brand Management, 2014

Purpose – This paper aims to review the progression of the pharmaceutical industry through the le... more Purpose – This paper aims to review the progression of the pharmaceutical industry through the lens of government legislation in the USA. The goal of this paper is to provide a comprehensive review of pharmaceutical marketing practices while providing direction for emerging pricing and promotional approaches. Design/methodology/approach – This paper offers a comprehensive review of pharmaceutical marketing practices through an exhaustive review of the literature. Further, suggestions are made based on emerging marketing techniques found in the literature. Findings – Changes in government legislation will continue to play a significant role in promotional activities of the pharmaceutical industry. This study identifies specific pricing and promotional tools the pharmaceutical industry can use in response to these emerging changes. Specific actions such as enhancing public image, reconfiguring sales forces, outsourcing and optimizing the pricing mix are suggested. Practical implicatio...

Research paper thumbnail of Have I saved enough to social distance? The role of household financial preparedness in public health response

Behavioral responses such as social distancing are important in the fight to contain COVID‐19 tra... more Behavioral responses such as social distancing are important in the fight to contain COVID‐19 transmission, yet motivating such responses is an overwhelming, resource‐intensive task. Using multi‐wave data from 23,735 US adults collected in May/September 2020, and January 2021, this study examines how financial preparedness in the form of savings influences the relationship predicted by the Health Belief Model between the degree of concern for COVID‐19 and engagement in social distancing. Findings indicate that general concern for COVID‐19 is related to the decision to engage in social distancing for individuals who have less saved. Curiously, higher levels of financial preparedness are associated with a lower likelihood of social distancing at least among people who had been laid off during the pandemic. The findings suggest a tradeoff between protecting one's standard of living and their health. Government and public health agencies should consider financial preparedness in the...

Research paper thumbnail of The Relationships of Competition and Demographics to the Pricing of Health Insurance Premiums in Affordable Care Act–Era Health Insurance Markets

The Affordable Care Act (ACA) expands health insurance coverage to millions of Americans. Despite... more The Affordable Care Act (ACA) expands health insurance coverage to millions of Americans. Despite the act having been signed into law more than five years ago, health care affordability in the ACA era remains a topic of empirical inquiry, relevant to academicians and public policy makers. A primary concern, with implications for any future legislation, is whether all consumer groups have equitable access to health insurance options through ACA-mandated health insurance markets (HIMs). Utilizing pricing information and demographic data for states that adopted the Healthcare.gov platform, this study examines relationships between health insurance premiums, competition, and population characteristics. Results indicate that competition within HIMs is multifaceted. Although markets with a large number of insurance plans are associated with lower premiums, this effect is moderated by the concentration of insurers in the market and number of rating areas. Furthermore, population characteri...

Research paper thumbnail of The impact of insurance coverage on consumer utilization of health services

Purpose – The purpose of this paper is to identify how need for service, enabling factors and pre... more Purpose – The purpose of this paper is to identify how need for service, enabling factors and pre-disposing characteristics influences access to service. In addition, the authors seek to examine the moderating influence of pre-disposing variables on the relationship between insurance and health services utilization. Design/methodology/approach – The authors utilize data from a major metropolitan hospital in the USA to test and extend the behavioral model of health care. Findings – Results indicate that insurance and pre-disposing variables have a direct impact on type of health service utilization. However, the insurance effect is found to vary by demographic factors. Research limitations/implications – This paper is limited to secondary data. Future work can incorporate both attitudinal and behavioral measures to obtain a more comprehensive evaluation of services access. Practical implications – The research offers a tactical framework for management to segment consumer markets mor...

Research paper thumbnail of Conceptualizing the multiple dimensions of consumer financial vulnerability

Though the majority of Americans report they are financially stable, they do not have sufficient ... more Though the majority of Americans report they are financially stable, they do not have sufficient savings to handle an unplanned emergency. There appears to be a disconnect between an individual's perception of their financial situation and their actual financial state. Nevertheless, only scant research focuses on financial vulnerability from both a subjective and objective perspective, and a clear and consistent definition of this construct is missing in the literature. To fill this gap, this review draws across disciplines to consolidate extant knowledge on financial vulnerability. First, we propose a novel definition of financial vulnerability that includes both its subjective and objective dimensions. Next, we create a framework to assess a consumer's financial vulnerability. We then identify interventions for varying degrees of financial vulnerability that are tailored to the individual's fiscal situation. Finally, we present a research agenda to guide future researc...

Research paper thumbnail of Exploring the Interplay of Cognitive Style and Demographics in Consumers' Financial Knowledge

Journal of Consumer Affairs, 2018

Despite substantial research and advances in consumers' financial knowledge, many Americans still... more Despite substantial research and advances in consumers' financial knowledge, many Americans still lack basic financial skills. One overlooked research area is the relationships between consumers' cognitive style and subjective knowledge and objective knowledge and how these relationships vary by demographics. Based on a nationwide study (n=817), results indicate that consumers' perception of their subjective financial knowledge varies by cognitive style, with those consumers having an intuitive cognitive style having a higher perception of their subjective financial knowledge than those who are more analytical. More nuanced results suggest that subjective knowledge is related to the interplay of cognitive style with demographics, whereas objective knowledge is not dependent on this interplay. These and other results illustrate that understanding nuances of financial knowledge is still of pressing importance to ensure consumer well-being.

Research paper thumbnail of Investigating the significance of insurance and income on health service utilization across generational cohorts

Journal of Financial Services Marketing, 2016

is a services marketing strategist who specializes in health care, product and brand management a... more is a services marketing strategist who specializes in health care, product and brand management as well as relationship management. She has presented her research to organizations such as the American Marketing Association and INFORMS Marketing Science. Professor O'Connor has conducted research and provided expert consultation for health-care projects and has more than 10 years of industry experience with Fortune 500 companies, including 3M, US Surgical and Boston Scientific.

Research paper thumbnail of Reducing referral leakage: an analysis of health-care referrals in a service ecosystem

Journal of Services Marketing, 2020

PurposeThe purpose of this paper is to address a critical problem for health-care organizations: ... more PurposeThe purpose of this paper is to address a critical problem for health-care organizations: patient referral leakage. This paper explores the nature of patient referrals by examining how health-care providers’ breadth and depth of connectivity within a hospital network and identification with each other influence the likelihood of future patient referrals.Design/methodology/approachThe data was collected by using a multi-sourced data set from the health-care industry. The proposed model was tested by using logistic regression to determine the likelihood of a primary care physician’s (PCP) referral to a specialist within a hospital network.FindingsA model linking provider connectivity to examine co-creation practices in the form of patient referrals is tested. Results indicate that patient referrals are multidimensional. A PCP’s likelihood to refer to a specialist within the hospital network is influenced by the breadth and depth of connectivity of each provider.Research limitat...

Research paper thumbnail of The role of social psychological factors in vulnerability to financial hardship

Journal of Consumer Affairs

Research paper thumbnail of Exploring Antecedents of Unethical Business Decisions

American Journal of Business Education, 2020

Adhering to recent arguments that unethical decision making is driven by the underlying psycholog... more Adhering to recent arguments that unethical decision making is driven by the underlying psychological processes, the purpose of this study is to investigate the role of individual psychographics (i.e., cognitive style, decision confidence, emotional intelligence, and attitude toward risk) in ethical decision making within a business context. Using a novel approach, the researchers capture ethical decision making using a computer-simulated market context and couple the results with survey data. The results of the regression analysis reveal that an individual's cognitive style, decision confidence, emotional intelligence, and attitude toward risk play a significant role in ethical decision making. Participants with an analytical cognitive style were less likely to engage in unethical means to accomplish business objectives compared to those with intuitive or adaptive cognitive styles. Similarly, greater confidence in decision making, higher emotional intelligence, and a greater preference for risk were also found to increase the chances that an individual avoids engaging in unethical decision making. Finally, the effect of cognitive style was found to be stronger than the other factors examined in this research. Theoretical and practical implications are discussed.

Research paper thumbnail of Toward a Holistic Measure of Financial Wellness: The Relationship between Perceived Financial Well-Being and Financial Vulnerability

Social Science Research Network, Sep 14, 2018

Research paper thumbnail of Is Savings Automation Helpful to Liquid Savings? It Depends on Whether You Have a Savings Habit

Journal of Public Policy & Marketing, 2020

In general, Americans are not savers, which contributes to their inability to absorb even small f... more In general, Americans are not savers, which contributes to their inability to absorb even small financial shocks and increases their potential for financial hardship. Savings automation has been promoted as a solution to overcome the behavioral constraints (or limitations) that hinder individual savings behavior. The result has been a proliferation of automated savings programs with the goal of helping people save money without their notice as a way to overcome their tendency to consume. However, scant research has examined the efficacy of this “save people from themselves” approach. This article explores the importance of having a saver mindset, regardless of income, in the success of savings automation. Results from two studies demonstrate that the benefits of automation for liquid savings accrue at a higher rate for individuals with lower incomes and that this benefit depends on the presence of a personal savings orientation. The findings suggest that savings programs should try ...

Research paper thumbnail of An intersectional approach to evaluating consumer financial literacy

Journal of Financial Services Marketing, 2016

Connor is a services marketing strategist who specializes in consumer well-being with a focus on ... more Connor is a services marketing strategist who specializes in consumer well-being with a focus on health care and financial literacy. Drawing from her 10+ year's industry experience with Fortune 500 companies she conducts research and provides expert consultation for healthcare organizations. Mohammad G. Nejad and Genevieve O'Connor contributed equally to the manuscript.

Research paper thumbnail of Enhancing service usage by improving access: essays on service marketing

Research paper thumbnail of Cultural Drivers of Health Engagement

Journal of International Marketing

Given the well-documented relationship between lifestyle, disease burden, and health care costs, ... more Given the well-documented relationship between lifestyle, disease burden, and health care costs, there is a greater need to investigate individual factors in health-related attitudes and behaviors. This research extends the rich knowledge developed around engagement, in particular customer engagement, to a new, understudied setting—namely, public health—and establishes the concept of health engagement, defined as individuals’ cognitive, emotional, and behavioral investments in health-related interactions centered around managing and taking care of their health. In addition, the current work investigates cultural drivers of the health engagement construct. A multinational survey of 1,208 participants reveals that uncertainty avoidance, long-term orientation, and indulgence are positively related to the salience of one's health, which, in turn, motivates health engagement and, by extension, improves physical and psychological health outcomes. Finally, the authors provide actionabl...

Research paper thumbnail of Patient experience in the digital age: An investigation into the effect of generational cohorts

Journal of Retailing and Consumer Services, 2020

This research examines how patient experience is affected by various generational cohorts' percei... more This research examines how patient experience is affected by various generational cohorts' perceived ease of use and usefulness of healthcare patient portals and how this experience, in turn, shapes cohort technology use. Results suggest that digital technology needs to be designed and implemented with cohorts in mind. This study complements research in digital technology and customer experience by highlighting the relevance of generational cohort differences, that is whether they adopted digital technology (i.e., Generation X) or always had digital technology, (i.e., Millennials) on a patient's experience.

Research paper thumbnail of The Effects of Cognitive Style, Shopping Experience and Consumer Demographics on Consumer Reactions to Quantity Surcharges

Journal of Promotion Management, 2018

Quantity surcharges occur when large quantities of a product are sold at a higher unit price comp... more Quantity surcharges occur when large quantities of a product are sold at a higher unit price compared to smaller quantities. As such, quantity surcharges violate consumer beliefs that one should receive a discount for having purchased larger amounts of a product. Much of the existing research in this area has focused on the incidence of quantity surcharges, and less focus has been given to consumer reactions to quantity surcharge offers. Utilizing a national survey of 318 consumers, this paper explores the effects of quantity surcharges on consumer perceptions of sellers, and examines how these perceptions are affected by consumers' cognitive style, shopping experience and demographics.

Research paper thumbnail of Viewpoint: The impact of coronavirus on service ecosystems as service mega-disruptions

Journal of Services Marketing, 2020

Purpose This paper aims to synthesize the widespread economic impact of the outbreak of COVID-19 ... more Purpose This paper aims to synthesize the widespread economic impact of the outbreak of COVID-19 and presents a new concept, service mega-disruptions (SMDs), which refers to fast moving market disturbances at a massive scale caused by a pandemic. The purpose of this paper is to offer a framework to recognize the impact of SMDs on service ecosystems and a call to action for service researchers in light of the COVID-19 outbreak. Design/methodology/approach This paper presents an overview of massive market disturbances that is observed across multiple service sectors based on current news reports. It then develops themes for timely and actionable research for service scholars. Findings The outbreak of COVID-19 demonstrates that both service industries and the service research community face a new reality, something that we are not well-prepared to handle. A new framework is needed to understand the impact of such virus outbreaks, and current service marketing concepts need to be re-inv...

Research paper thumbnail of Examining Antecedents of Health Insurance Literacy: The Role of Locus of Control, Cognitive Style, and Financial Knowledge

Journal of Consumer Affairs, 2019

Today's consumer is expected to make health-care decisions that have serious implications for the... more Today's consumer is expected to make health-care decisions that have serious implications for their welfare. However, a major barrier to these decisions is a basic lack of understanding of health insurance. A critical first step is to examine drivers of health insurance literacy and in turn offer interventions that can have a positive impact on consumer welfare. This article explores the relationship between relevant consumer psychographics, financial knowledge, and demographics with health insurance literacy. Results indicate that while demographics play a role, the degree to which consumers believe a situation or event is under their own control (i.e., locus of control), how they process information (i.e., cognitive style), and consumer's financial confidence (i.e., subjective knowledge) is a critical indicator of their health insurance literacy. Cluster analysis reveals three "faces" of health insurance literacy. Health insurance is one of the most complex, costly, confusing products consumers purchase (Paez and Mallery 2014). In the United States, consumers' perplexity is driven by the product, which can be overwhelming when considering the number of plans to choose from that may differ on carrier brand names (e.g., Aetna, Blue Cross Blue Shield, etc.), coverage level (e.g., HMO, PPO, etc.), and estimated cost (e.g., deductibles, copays, coinsurance), as well as consumers' ability to effectively choose and use health insurance. The goal of this research is to focus on the latter; here we study consumers' health insurance literacy (HIL). HIL is defined as "the degree to which individuals have the knowledge, ability, and confidence to find and evaluate information about health plans, select the best plan for their own (or their family's) financial and health circumstances, and use the plan once enrolled" (Quincy 2012, 7). In the United States, the vast majority of Americans are required to have health insurance, or they are subjected to a penalty fee imposed by the US government. Regardless of where the insurance holder acquires insurance (e.g.,

Research paper thumbnail of Exploring the antecedents of financial well-being: where we are and where we go from here

International Journal of Bank Marketing, 2019

Research paper thumbnail of Emerging promotional and pricing approaches in the US pharmaceutical market

Journal of Product & Brand Management, 2014

Purpose – This paper aims to review the progression of the pharmaceutical industry through the le... more Purpose – This paper aims to review the progression of the pharmaceutical industry through the lens of government legislation in the USA. The goal of this paper is to provide a comprehensive review of pharmaceutical marketing practices while providing direction for emerging pricing and promotional approaches. Design/methodology/approach – This paper offers a comprehensive review of pharmaceutical marketing practices through an exhaustive review of the literature. Further, suggestions are made based on emerging marketing techniques found in the literature. Findings – Changes in government legislation will continue to play a significant role in promotional activities of the pharmaceutical industry. This study identifies specific pricing and promotional tools the pharmaceutical industry can use in response to these emerging changes. Specific actions such as enhancing public image, reconfiguring sales forces, outsourcing and optimizing the pricing mix are suggested. Practical implicatio...

Research paper thumbnail of Have I saved enough to social distance? The role of household financial preparedness in public health response

Behavioral responses such as social distancing are important in the fight to contain COVID‐19 tra... more Behavioral responses such as social distancing are important in the fight to contain COVID‐19 transmission, yet motivating such responses is an overwhelming, resource‐intensive task. Using multi‐wave data from 23,735 US adults collected in May/September 2020, and January 2021, this study examines how financial preparedness in the form of savings influences the relationship predicted by the Health Belief Model between the degree of concern for COVID‐19 and engagement in social distancing. Findings indicate that general concern for COVID‐19 is related to the decision to engage in social distancing for individuals who have less saved. Curiously, higher levels of financial preparedness are associated with a lower likelihood of social distancing at least among people who had been laid off during the pandemic. The findings suggest a tradeoff between protecting one's standard of living and their health. Government and public health agencies should consider financial preparedness in the...

Research paper thumbnail of The Relationships of Competition and Demographics to the Pricing of Health Insurance Premiums in Affordable Care Act–Era Health Insurance Markets

The Affordable Care Act (ACA) expands health insurance coverage to millions of Americans. Despite... more The Affordable Care Act (ACA) expands health insurance coverage to millions of Americans. Despite the act having been signed into law more than five years ago, health care affordability in the ACA era remains a topic of empirical inquiry, relevant to academicians and public policy makers. A primary concern, with implications for any future legislation, is whether all consumer groups have equitable access to health insurance options through ACA-mandated health insurance markets (HIMs). Utilizing pricing information and demographic data for states that adopted the Healthcare.gov platform, this study examines relationships between health insurance premiums, competition, and population characteristics. Results indicate that competition within HIMs is multifaceted. Although markets with a large number of insurance plans are associated with lower premiums, this effect is moderated by the concentration of insurers in the market and number of rating areas. Furthermore, population characteri...

Research paper thumbnail of The impact of insurance coverage on consumer utilization of health services

Purpose – The purpose of this paper is to identify how need for service, enabling factors and pre... more Purpose – The purpose of this paper is to identify how need for service, enabling factors and pre-disposing characteristics influences access to service. In addition, the authors seek to examine the moderating influence of pre-disposing variables on the relationship between insurance and health services utilization. Design/methodology/approach – The authors utilize data from a major metropolitan hospital in the USA to test and extend the behavioral model of health care. Findings – Results indicate that insurance and pre-disposing variables have a direct impact on type of health service utilization. However, the insurance effect is found to vary by demographic factors. Research limitations/implications – This paper is limited to secondary data. Future work can incorporate both attitudinal and behavioral measures to obtain a more comprehensive evaluation of services access. Practical implications – The research offers a tactical framework for management to segment consumer markets mor...

Research paper thumbnail of Conceptualizing the multiple dimensions of consumer financial vulnerability

Though the majority of Americans report they are financially stable, they do not have sufficient ... more Though the majority of Americans report they are financially stable, they do not have sufficient savings to handle an unplanned emergency. There appears to be a disconnect between an individual's perception of their financial situation and their actual financial state. Nevertheless, only scant research focuses on financial vulnerability from both a subjective and objective perspective, and a clear and consistent definition of this construct is missing in the literature. To fill this gap, this review draws across disciplines to consolidate extant knowledge on financial vulnerability. First, we propose a novel definition of financial vulnerability that includes both its subjective and objective dimensions. Next, we create a framework to assess a consumer's financial vulnerability. We then identify interventions for varying degrees of financial vulnerability that are tailored to the individual's fiscal situation. Finally, we present a research agenda to guide future researc...