The literature review allowed us to notice that despite the increased interest in medical tourism research, especially in the last two decades, there are still not many studies that synthetically refer to the participation of marketing factors in the process of exchanging medical tourism offers between the patient–tourist and the supply entities of the medical tourism market. Leading researchers have hinted at the role of marketing in medical tourism, but these have usually been superficial reflections of discursive nature of empirical studies results relating to single instruments of marketing composition, especially the medical tourism product. To date, no attempt has been made to analyse this issue in an in-depth manner that would allow for a detailed definition of marketing composition from the perspective of the customer and their experiences and the insights of other stakeholders. Furthermore, due to the focus on inbound and outbound patients, the participation of domestic buyers and their opinion relating to marketing incentives coming from private healthcare facilities and medical tourism destinations have often been overlooked. Furthermore, the existing terminological difficulties related to the concept of ‘medical tourism’ – which is still ambiguous, often used interchangeably with ‘health tourism,’ ‘therapeutic tourism,’ or ‘ (spa &/medical) wellness tourism’ – does not allow for a full understanding of the marketing decisions made in commercial clinics/hospitals and tourist offices, including understanding them by medical tourism intermediaries and other representatives of entities directly or indirectly related to the medical tourism market. There is a clear cognitive gap in theoretical and empirical considerations on the implementation of marketing orientation with the use of marketing mix instruments in medical tourism supply entities from the perspective of consumers and other stakeholders.
The research problem of this book results from the growing popularity of health trips as part of medical tourism in Poland (and elsewhere), which gives rise to a demand for in-depth recognition of behaviours and measurement of experiences of medical tourists, which are the basis of customer segmentation in this sub-market. The growing supply of these services results in an increased interest in marketing activities, the main objective of which is to control (influence) the attitudes, behaviours, and assessments of domestic and foreign (especially German, British, and Scandinavian) buyers and meet their needs in a way that guarantees satisfaction.
This study aims to identify marketing mix instruments in medical tourism supply entities and their perception by consumers. It is important to identify the importance of marketing factors influencing behaviour, including the experience of consumers (medical tourists). The research process was divided into three stages, each of which constituted a separate research project with complementary objectives to the main aim of the study. The following specific objectives were identified:
§ the conceptualisation of the term ‘medical tourism,’
§ identification of marketing factors (marketing mix instruments) constituting incentives for consumption behaviours of medical tourists,
§ identification of typical purchasing behaviours (domestic and foreign) of medical tourists,
§ to identify in-depth consumer behaviour in the market of (outbound) medical tourism and its relation to marketing factors against personal and financial factors related to the medical tourists,
§ recognition of the essence of ex-post medical tourism experience (MTEX) by redefining the dimensions of this experience,
§ characteristics and selection of consumer segmentation criteria on the medical tourism market,
§ in the context of marketing factors and formation of marketing mix instruments, identification of challenges faced by representatives of medical tourism supply entities, i.e., managers of private healthcare facilities, destination managers, and other stakeholders of the medical tourism market functioning in conditions of variability, uncertainty, complexity, and ambiguity (VUCA), taken as a random factor.
For each of the projects, research methods of quantitative (CAWI technique) or qualitative (individual in-depth interviews and in-depth online interviews) nature were applied, respectively. To achieve the main objective and complementary (specific) objectives in the first stage of quantitative research conducted among domestic and foreign medical tourists, the following hypotheses were adopted:
H1: Consumer behaviour in the Polish medical tourism market is determined by marketing mix instruments.
H2: Evaluation of ex-post experience of medical tourists form an index for measuring their experience (MTEX).
H3.1: For the ex-post experience of medical tourists in Poland, the dimension of the MTEX indicator related to the infrastructure of the private healthcare facility is of particular importance.
H3.2: For the ex-post experience of medical tourists in Poland, the dimension of the MTEX indicator related to customer satisfaction is of particular importance.
H4: The evaluation of marketing mix instruments used in private healthcare facilities differs according to consumer segments in the Polish medical tourism market.
Then, two subsequent stages of qualitative research conducted among outbound medical tourists outside Poland (second stage) and Polish and foreign experts representing selected stakeholders of the medical tourism market (third stage) were the basis of posing the following two research questions:
RQ1: What factors particularly influence the behaviour and experiences of medical tourists participating in outbound medical tourism and what is their relationship with marketing factors (marketing mix instruments)?
RQ2: How do marketing factors in relation to the random factor (VUCA conditions) influence the formation of marketing mix instruments in medical tourism supply entities
The monograph consists of an introduction, a conclusion, and six chapters. The first two chapters refer to theoretical considerations resulting from the analysis of literature, the next ones describe the methodological and empirical parts.
The first chapter presents different concepts of international and Polish researchers in terms of explication of the concept of medical tourism and their approach to individual buyers. Due to the wide range of customer needs, the sometimes controversial (sub)categories of medical tourism were presented and their negative effects of development were critically addressed. The patient, as one of the key actors in the medical tourism market, was defined and characterised. In the context of consumer behaviour and partly within the marketing analysis, selected external factors of medical tourism development in terms of domestic, inbound, and outbound tourism were presented. The chapter ends with the conceptualisation of two proposed perspectives of defining medical tourism, relating to business and the customer, in this case, medical tourists.
The second chapter reviews marketing theory/concepts, including marketing composition and directions of change in line with one of the basic paradigms – marketing orientation referring to experience as a manifestation of a new paradigm in marketing. The marketing mix instruments were discussed, which were to a greater or lesser extent the area of interest of other researchers related to medical tourism. Given the turbulent environment of medical tourism entities in the market, special attention was paid to the linking of marketing decisions and the use of individual marketing mix instruments under VUCA conditions. The theoretical framework of the marketing mix in medical tourism under VUCA conditions became a reference point for the qualitative research carried out among experts.
In turn, the third chapter presents methodological problems of research on consumers’ perception of the marketing mix in the medical tourism market. The research model was presented and the multifaceted research methods (along with their limitations) used to achieve the adopted research aim and specific objectives were described.
The fourth, fifth, and sixth chapters constitute the analysis of the original, empirical research. Each chapter is preceded by the characteristics of the research sample and ends with a summary. In these parts of the work, the author tries not only to refer to the results in a synthetic way but also to indicate the essence of marketing orientation shaped by five marketing mix instruments in medical tourism supply entities.
The fourth chapter refers to the results concerning the behaviour and experiences of domestic and foreign medical tourists and their perception of marketing mix instruments. It discusses the differentiation of purchasing behaviour resulting from the influence of socio-demographic factors. Ex post customer experiences were measured and based on the assumed dimensions of such experiences and assessments of the marketing mix, which are strong behavioural factors; additionally, consumers in the medical tourism market in Poland were segmented. Five segments were distinguished: the ‘Optimal medical tourist,’ ‘Typical medical tourist,’ ‘Inertial medical tourist,’ ‘Native medical tourist,’ and ‘Dental tourist.’ The profile of each of them is described, showing significant differences between them.
The fifth chapter is a reference point for the evaluation of marketing activities and service quality of medical tourism supply entities in Poland. It provides in-depth information on the behaviours and experiences of Polish medical tourists and their opinions related to marketing activities of private healthcare facilities outside Poland.
The content of the sixth chapter is an analysis of marketing factors used in medical tourism entities from the perspective of Polish and foreign experts. In the light of their opinions, there were indicated directions in the formation of marketing mix instruments, taking into account the nature of the entities (a medical centre, medical tourism intermediary, and medical tourism destination). In the summary of this chapter, particular attention was paid to the challenges in shaping the marketing component of the above-mentioned entities operating under the conditions of VUCA.