{"title":"品类队长管理:医疗保健供应商与其医院客户合作的新方法。","authors":"Bill Trombetta","doi":"10.1300/J375v17n02_06","DOIUrl":null,"url":null,"abstract":"<p><p>Hospitals represent a substantial market for pharmaceutical and medical device companies. The typical approach by healthcare manufacturers and suppliers to hospitals is to send representatives or detailers to hospitals and meet with representatives of hospital formularies and purchasing officials. Classic channels systems, and specifically, Category Captain Management (\"CCM\") may provide more of a sustainable competitive advantage than traditional hospital detailing. The purpose of this article is to discuss how CCM might apply as an approach for healthcare suppliers to truly partner with their hospital customers.</p>","PeriodicalId":84996,"journal":{"name":"Journal of hospital marketing & public relations","volume":"17 2","pages":"61-9"},"PeriodicalIF":0.0000,"publicationDate":"2007-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1300/J375v17n02_06","citationCount":"5","resultStr":"{\"title\":\"Category Captain Management: a new approach for healthcare suppliers to partner with their hospital customers.\",\"authors\":\"Bill Trombetta\",\"doi\":\"10.1300/J375v17n02_06\",\"DOIUrl\":null,\"url\":null,\"abstract\":\"<p><p>Hospitals represent a substantial market for pharmaceutical and medical device companies. The typical approach by healthcare manufacturers and suppliers to hospitals is to send representatives or detailers to hospitals and meet with representatives of hospital formularies and purchasing officials. Classic channels systems, and specifically, Category Captain Management (\\\"CCM\\\") may provide more of a sustainable competitive advantage than traditional hospital detailing. The purpose of this article is to discuss how CCM might apply as an approach for healthcare suppliers to truly partner with their hospital customers.</p>\",\"PeriodicalId\":84996,\"journal\":{\"name\":\"Journal of hospital marketing & public relations\",\"volume\":\"17 2\",\"pages\":\"61-9\"},\"PeriodicalIF\":0.0000,\"publicationDate\":\"2007-01-01\",\"publicationTypes\":\"Journal Article\",\"fieldsOfStudy\":null,\"isOpenAccess\":false,\"openAccessPdf\":\"https://sci-hub-pdf.com/10.1300/J375v17n02_06\",\"citationCount\":\"5\",\"resultStr\":null,\"platform\":\"Semanticscholar\",\"paperid\":null,\"PeriodicalName\":\"Journal of hospital marketing & public relations\",\"FirstCategoryId\":\"1085\",\"ListUrlMain\":\"https://doi.org/10.1300/J375v17n02_06\",\"RegionNum\":0,\"RegionCategory\":null,\"ArticlePicture\":[],\"TitleCN\":null,\"AbstractTextCN\":null,\"PMCID\":null,\"EPubDate\":\"\",\"PubModel\":\"\",\"JCR\":\"\",\"JCRName\":\"\",\"Score\":null,\"Total\":0}","platform":"Semanticscholar","paperid":null,"PeriodicalName":"Journal of hospital marketing & public relations","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1300/J375v17n02_06","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
Category Captain Management: a new approach for healthcare suppliers to partner with their hospital customers.
Hospitals represent a substantial market for pharmaceutical and medical device companies. The typical approach by healthcare manufacturers and suppliers to hospitals is to send representatives or detailers to hospitals and meet with representatives of hospital formularies and purchasing officials. Classic channels systems, and specifically, Category Captain Management ("CCM") may provide more of a sustainable competitive advantage than traditional hospital detailing. The purpose of this article is to discuss how CCM might apply as an approach for healthcare suppliers to truly partner with their hospital customers.
求助内容：
应助结果提醒方式：
京公网安备 11010802042870号
