ABSTRACT
Large-scale electronic health record (EHR) suites have the potential to cover a broad range of use needs across various healthcare domains. However, a challenge that must be solved is the distributed governance structure of public healthcare: Regional health authorities regulate hospitals, municipalities are responsible for first-line healthcare services, and general practitioners (GPs) have an independent entrepreneurial role. In such settings, EHR program owners cannot enforce municipalities and GPs to come on board. Thus, we examine what tactics owners of large-scale EHR suite programs apply to persuade municipalities to participate, how strongly these tactics are enforced, and the consequences. Empirically, we focus on the Health Platform program in Central Norway where the goal is to implement the U.S. Epic EHR suite in 2022. Theoretically, the paper is positioned in the socio-technical literature.
Subject(s)
Electronic Health Records , Persuasive Communication , Computer Systems , Delivery of Health Care , HospitalsABSTRACT
PURPOSE OF THE STUDY: Financial fraud is estimated to cost consumers approximately $50 billion annually. To examine how new hires are trained to engage in fraud, this study analyzed a sales training transcript from Alliance for Mature Americans (Alliance). In 1996, Alliance was charged with using deception and misrepresentation to sell more than $200 million worth of living trusts and annuities to 10,000 older adults in California. DESIGN AND METHODS: Transcribed recordings from a 2-day Alliance sales training seminar were analyzed using NVivo10, coded inductively, and examined to identify emergent themes. RESULTS: Predominant themes were as follows: (a) indoctrination using incentives and neutralization techniques and (b) training on persuasion tactics targeted at older adults. Findings suggest that sales training focuses on establishing the company's legitimacy, normalizing unethical sales practices, and refining trainees' knowledge about how to influence older consumers. IMPLICATIONS: Predatory and fraudulent businesses peddling ill-suited products threaten the economic security of older Americans. Improved insights into sales manipulation strategies can guide the development of protective policies including educational approaches to help older adults detect scams and resist purchasing fraudulent products.
Subject(s)
Commerce/organization & administration , Decision Making, Organizational , Focus Groups/methods , Motivation , Aged , California , Female , Humans , MaleABSTRACT
Embora haja um forte debate sobre a ética e os efeitos da publicidade veiculada na mídia televisiva, ainda se conhece pouco sobre esses fenômenos em relação ao público infantil. Esta pesquisa teve como objetivo investigar o uso de estratégias persuasivas voltadas para o consumo infantil na mídia, com base na literatura científica de influência em psicologia social. A avaliação de 182 peças publicitárias veiculados nos intervalos comerciais de um programa infantil de elevada audiência da televisão aberta, duas semanas antes do Dia das Crianças, revelou como principais táticas dos anunciantes a definição de um critério de decisão pela criança, simular consenso social, contar história e modelagem social. O trabalho discute as implicações dos resultados para a realidade de consumo infantil no Brasil e para o subsídio de intervenções voltadas para a educação e para a promoção do consumo responsável.
Despite a strong debate on the ethics and effects of television advertising, little is known about how these phenomena operate among children as consumers. This research investigated the use of persuasive strategies in advertising to children, based on the psychosocial literature of social influence. An analysis of 182 television advertisements during commercial breaks aired two weeks before Children's Day revealed defining the decision criterion, simmulating social consensus, storytelling, and social modelling as the most frequent tactics used by advertisers. Implications for creating inputs to education in children's consumption in Brazil and the promotion of responsible consumption are discussed.
