TY - JOUR
T1 - Improving Cancer Outreach Effectiveness Through Targeting and Economic Assessments
T2 - Insights from a Randomized Field Experiment
AU - Chen, Yixing
AU - Lee, Ju Yeon
AU - Sridhar, Shrihari
AU - Mittal, Vikas
AU - McCallister, Katharine
AU - Singal, Amit G.
N1 - Funding Information:
The authors would like to thank Len Berry for his feedback on an earlier draft. The author(s) disclosed receipt of the following financial support for the research, authorship, and/or publication of this article: This study was supported by National Cancer Institute R01 CA222900 and AHRQ R24HS022418. The content is solely the responsibility of the authors and does not necessarily represent the official views of the NIH or AHRQ.
Funding Information:
The author(s) disclosed receipt of the following financial support for the research, authorship, and/or publication of this article: This study was supported by National Cancer Institute R01 CA222900 and AHRQ R24HS022418. The content is solely the responsibility of the authors and does not necessarily represent the official views of the NIH or AHRQ.
Publisher Copyright:
© American Marketing Association 2020.
PY - 2020/5/1
Y1 - 2020/5/1
N2 - Patients at risk for hepatocellular carcinoma or liver cancer should undergo semiannual screening tests to facilitate early detection, effective treatment options at lower cost, better recovery prognosis, and higher life expectancy. Health care institutions invest in direct-to-patient outreach marketing to encourage regular screening. They ask the following questions: (1) Does the effectiveness of outreach vary among patients and over time?; (2) What is the return on outreach?; and (3) Can patient-level targeted outreach increase the return? The authors use a multiperiod, randomized field experiment involving 1,800 patients. Overall, relative to the usual-care condition, outreach alone (outreach with patient navigation) increases screening completion rates by 10–20 (13–24) percentage points. Causal forests demonstrate that patient-level treatment effects vary substantially across periods and by patients’ demographics, health status, visit history, health system accessibility, and neighborhood socioeconomic status, thereby facilitating the implementation of the targeted outreach program. A simulation shows that the targeted outreach program improves the return on the randomized outreach program by 74%–96% or $1.6 million to $2 million. Thus, outreach marketing provides a substantial positive payoff to the health care system.
AB - Patients at risk for hepatocellular carcinoma or liver cancer should undergo semiannual screening tests to facilitate early detection, effective treatment options at lower cost, better recovery prognosis, and higher life expectancy. Health care institutions invest in direct-to-patient outreach marketing to encourage regular screening. They ask the following questions: (1) Does the effectiveness of outreach vary among patients and over time?; (2) What is the return on outreach?; and (3) Can patient-level targeted outreach increase the return? The authors use a multiperiod, randomized field experiment involving 1,800 patients. Overall, relative to the usual-care condition, outreach alone (outreach with patient navigation) increases screening completion rates by 10–20 (13–24) percentage points. Causal forests demonstrate that patient-level treatment effects vary substantially across periods and by patients’ demographics, health status, visit history, health system accessibility, and neighborhood socioeconomic status, thereby facilitating the implementation of the targeted outreach program. A simulation shows that the targeted outreach program improves the return on the randomized outreach program by 74%–96% or $1.6 million to $2 million. Thus, outreach marketing provides a substantial positive payoff to the health care system.
KW - cancer screening
KW - causal forests
KW - machine learning
KW - personalized health care marketing
KW - randomized field experiment
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U2 - 10.1177/0022242920913025
DO - 10.1177/0022242920913025
M3 - Article
AN - SCOPUS:85083104359
SN - 0022-2429
VL - 84
SP - 1
EP - 27
JO - Journal of Marketing
JF - Journal of Marketing
IS - 3
ER -