Getting doctors to spill their guts

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Author(s): Patricia Sabena, Nicole Sabena
Collection: Global Healthcare 2006
Keywords: Projective Techniques, Storytelling

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Physicians are notoriously difficult to interview deeply about their decision-making because they are extremely literal and left-brained. They are typically unable to explain their professional and emotional engagement in the disease process and treatment beyond medical training, clinical studies, comfort and habit, and sales rep inducements.

This paper reveals how interview set-up and innovative projective techniques help uncover physicians' deeper beliefs and values, including symbols, priorities, memories, stories, emotions, metaphors, analogies, patient segmentations and archetypes.

These techniques are useful for other executive decision-makers, as well as all respondents, depending on the research objectives.

Date of publication: 06.02.2006
ISBN: 92-831-0291
Order Code: S307_13_Sabena-Feagin
Number of pages: 11

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