Researchers analyze the role of the business developer in health care

2/11/2016

During the next three years, researchers at the University of Skövde and the University of Borås will analyze and assess the role of the business developer in health care.

The challenges that health care is facing in terms of health-care needs combined with a lack of resources are one of the greatest challenges for the whole welfare society. Many hospitals have as a result of that engaged business developers in order to facilitate and streamline improvement efforts, but this role has shown to be complex and has had difficulties in having an impact. Researchers at the University of Skövde and the University of Borås will now analyze the reason for this.

“The role as business developer could be a part of the solution to making health care more efficient, but what we can see is that this role has had difficulties in having an impact. One of the reasons might be that the business developer is facing another kind of knowledge base than, for example, the medical profession,” says Thomas Andersson, assistant professor in economics at the University of Skövde.

With evidence-based research as a basis, the researchers want to increase the understanding of the role as business developer in health care; the prerequisites of the role that exist and which the factors are that make a difference. When does the role as business developer function well and when less well?

“The debate about the role of the business developer easily becomes black and white. What we want to contribute with in this research project is a more nuanced approach to how a business developer can contribute to solutions in the complexity of health care,” says Thomas Andersson.

In the research project, case studies will be carried out at 3–4 hospitals in different county councils. The case studies include interviews, observations during meetings, and constructive “shadowing” of the business developers in their work.

Facts

The full name of the project is “The role of the business developer in health-care development work: identity and competing logics” and it started on January 1, 2016. The project will continue until December 31, 2018, and will be financed by FORTE. Participating researchers are Thomas Andersson, assistant professor in economics at the University of Skövde, and Roy Liff, at the University of Borås. The project is linked to the research group Followership and Organizational Resilience at the University of Skövde.Thomas Andersson

Thomas Andersson

Thomas Andersson

Thomas Andersson
Associate Professor of Business Administration

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