Complementary and alternative medicine: shaping a marketing research agenda.

Vos, Lynn and Brennan, Ross (2010) Complementary and alternative medicine: shaping a marketing research agenda. Marketing intelligence and planning., 28 (3) . pp. 349-364. ISSN 0263-4503 [Article] (doi:10.1108/02634501011041462)

Abstract

Purpose – The paper has twin aims, one practical and one theoretical. From a practical point of view, the aim is to begin to identify appropriate marketing strategies and tactics for complementary and alternative therapists. From a theoretical point of view, the aim is to shape a research agenda for the exploration of marketing frameworks – such as service quality, consumer behaviour and relationship marketing – in the new and rather unusual context of complementary and alternative medicine (CAM).

Design/methodology/approach – The paper reviews the literature on CAM from a UK and a US perspective and provides the findings from a small online survey of users of CAM.

Findings – Initial research suggests that factors ancillary to the main therapeutic purpose of the medical treatment, particularly the level of personal care felt by the client, can have a substantial effect on client satisfaction. It is suggested that this is a sector in which marketing through relationships, networks and alliances is practised extensively and implicitly, and, therefore, that it would be a fruitful context in which to research and to apply relationship marketing principles.

Originality/value – The paper develops a research agenda for further inquiry into the emerging area of business and marketing in CAM.

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