Dtc Presentation 2010 HealthCentral

Christopher M. Schroeder CEO, HealthCentral James E. Burroughs Associate Professor of Commerce, University of Virginia Thursday, April 8, 2010 All information within this presentation is confidential. Copyright © 2010 HealthCentral. All rights reserved. The Empowered Patient

The Empowered Patient Need for cognition drives the empowered patient. This group is the most demanding but the most loyal. Traditional patients can be elevated into this group by intellectual arguments and social influence.

Need for cognition Energized and engaged when faced with learning new tasks or mastering new subjects. Also more likely to have strong self-efficacy.

Education, income, and source of health insurance had no effect on a patient’s ownership of his or her health.
Makes $25,000 or $200,000 a year
Has a high school diploma or a graduate degree
Uses private insurance or Medicare
We did find that younger people were slightly more likely to take charge of their health care.
Income and education aren’t important

Everyone is online Little difference between empowered and more traditional patients doing passive internet activities.

They are proactive online Much more likely to be seeking out other patients’ experiences and sharing their own. Influencers

Leading in social media
Made a health care-related blog post
Made a healthcare post via social media such as Facebook
“ Tweeted” on a healthcare issue

More likely to fire doctors? Yes No Traditional Empowered

More likely to reward with loyalty *Statistically significant at p < .05 Significantly* more likely to “fire” their doctors, but quicker to reward. Rely on traditional medical authorities to help improve their health, just not willing to cede all control.

Activating Traditional Consumers CONSUMER EMPOWERMENT Empowered Traditional Mainstream Traditional Resistant [30%] [50%] [20%] Rational Appeal (appeal to intellect) Social Appeal (influence through empowered) High NFC/ High Self-efficacy Low NFC/ High Self-efficacy Low NFC/ Low Self-efficacy

Recruit and test this group
Find a group of high need for cognition* consumers in your target market. Use them to evaluate your marketing materials.
1. Look at the ratio of quantity and return on information.
Watch out for:
Complexity
Redundancy
2. Then consider the style of these communications.
Watch out for:
Patronizing tone
Fit with personal experience
* Visit our methodology page for scale

In Summary… Need for cognition drives the empowered patient. This group is the most demanding but the most loyal. Traditional patients can be elevated into this group by intellectual arguments and social influence.

The Study: Identifying the Empowered Patient
To find out:
How we conducted our study
When we did it
How we determined empowerment
And more details of our study, please visit:
http://www.healthcentral.com/about/study-methodology/

Thank you! On Twitter: @cmschroed @healthcentral @JimatUVA

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Dtc Presentation 2010 HealthCentral

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