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Home > Disease Management
Behavior Modification Set -- Motivating Resistant Patients: Influencing Behaviors to Improve Outcomes & Modifying Patients' Behaviors to Optimize Disease Management Outcomes
Behavior Modification Set -- Motivating Resistant Patients: Influencing Behaviors to Improve Outcomes & Modifying Patients' Behaviors to Optimize Disease Management Outcomes
Behavior Modification Set -- Motivating Resistant Patients: Influencing Behaviors to Improve Outcomes & Modifying Patients' Behaviors to Optimize Disease Management Outcomes
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A powerful component of a health plan’s disease management toolkit is the Health Risk Assessment (HRA), which evaluates the population’s health status and targets actionable programs to address identified risks. Implementing effective HRAs and mining the resulting data is a strategic means of harnessing healthcare costs and promoting consumer awareness.

Patients' health behaviors often contribute to the onset of their diseases, and their continued behavior can either help or hinder their progress. Healthcare providers need motivational strategies that respect the individual's state of mind but result in behavior changes that improve the patient's outcomes.

In this special report, "Motivating Resistant Patients: Influencing Behaviors to Improve Outcomes," HIN's panel of experts described how their organizations meet the challenges of motivating patients who are resistant to change.

You'll hear from Rick Botelho, MD, professor of family medicine at the University of Rochester Family Medicine Center, Richard Citrin, PhD, vice president of EAP solutions at UPMC Health Plan and former vice president of Integrated Care Management, Corphealth Inc. and Barbara Rutkowski, EdD, medical manager, St. Mary’s Managed Care Services on the strategies that their organizations have developed to meet these challenges.

This 40-page report is based on the February 2, 2005 audio conference "Beyond Giving Information & Advice: Motivating Resistant Patients" during which Botelho, Citrin and Rutkowski described their organizations' initiatives and program results.

You'll get details on:

  • A stepped approach to behavior change;
  • Strategies that get through to resistant patients;
  • Sustaining participation;
  • Tips for engaging patients; and
  • Involving patients in change.

Table of Contents

  • What It Means to Change
    • The Benefits Continuum
    • The Risk Continuum
    • Understanding Patient Resistance
    • Metaphors to Motivate Practitioners
    • A Model for Continuing Professional Development
    • Dissecting the PARE Improvement Cycle
    • A Stepped Approach to Micro-skills Development: Defining Motivational Practices and Skills
    • Motivational Principles
    • Clarifying Issues About Change
  • Integrated Disease Management: A User-Friendly Model Targeting Resistant Patients
    • SMART Strategies That Get Through to Resistant Individuals
    • Valuing Individual Patient Perspective
    • What We've Learned About Individual Patient Perspective
    • Setting SMART Goals
    • Adding Predictive Modeling to the Mix
    • Components of Healthy Lives Plan
    • Program Builds on Population Model Management Process
    • Improved Outcomes in Diabetes
    • Ideas to Sustain Participation
    • DM Program Stratification by Age
    • Healthy Lives Member Survey Results 2004
    • Member Survey Finds Overall Satisfaction, Improved Outcomes
  • Beyond Giving Advice: Motivating Resistant Patients
    • Six-month Mean/Median Costs for High-Risk Coached Group
    • Predictability Results
    • Reaping Savings in Healthcare Costs, Leaps in Patient Satisfaction
    • Member Health Perception Driving Force for Change
    • Four Key Questions to Determine Change Potential
    • Tips for Engaging Patients
    • Involving Patients in Change
  • Q&A: Ask the Experts
    • Engaging Identified Plan Members
    • Motivating Metaphors
    • Breaking Down Patients' Resistance
    • Approaches for Larger Populations
    • Customized Solutions for Chronic Ilnesses
    • Health Coach Training
    • How Behaviorists Communicate with PCPs
    • Recognizing Readiness to Change
    • When an Employer Mandates HRAs

One of the greatest roadblocks to effective disease management is getting patients to comply with doctors' orders. By using a combination of technology and psychology, healthcare providers, health plan administrators and employers can work to modify patients' behaviors to optimize disease management outcomes.

But to be successful, these programs require active patient engagement that emphasizes self-care, self-monitoring, and self-education. In short, programs that empower and motivate members to participate in their own healthcare. But how do you get patients to invest in themselves?

In this special report, "Modifying Patients' Behaviors to Optimize Disease Management Outcomes," based on two recent audio conferences, expert speakers described results-oriented strategies that healthcare organizations can use to bring about the appropriate attitude and behavior adjustment in patients.

You'll hear from Richard Citrin, former vice president of health and productivity at Corphealth Inc., Gregg Lehman, former president and CEO, Gordian Health Solutions, Michael Montijo, MD, MPH, FACP, senior vice president, government relations at American Healthways, Fred Navarro, president and founder, PATH Institute, Scott Smith, MD, vice president and chief medical officer, First Health and Sean Sullivan, president and CEO, Institute for Health and Productivity Management on theories, application and results of behavior modification and patient engagement strategies.

This 60-page report is based on the July 28, 2004 audio conference "The Role of Behavior Modification in Disease Management: How You Can Maximize your Program's Effectiveness" and the November 3, 2004 audio conference "Patient Engagement Strategies in Disease Management" during which Citrin, Lehman, Montijo, Navarro, Smith and Sullivan described which strategies healthcare organizations are using to modify behaviors to increase the effectiveness of disease management programs and strategies that are most successful at engaging members in disease management programs.

You'll get details on:

  • Effective tools for behavior modification;
  • Using technology to impact behaviors;
  • Getting physicians on board with disease management programs to help effectiveness of programs;
  • Recruiting patients into disease management programs;
  • Patient profiles that indicate a willingness to change; and
  • The real story on incentives.

Table of Contents

  • Health and Productivity Management Go Hand in Hand
    • Payoffs of Preventative Maintenance
    • Managing Health, Disease and Disability
    • Average Hours Lost Per Week From Health Problems
    • Modifying Physician Behavior
    • Work Limitations Questionnaire© Sample Items
  • Maximizing the Effectiveness of a Behavior Modification Program
    • Changing the Emphasis to Prevention
    • The Burden of Chronic Illness in America
    • Population Risk Statistics
    • Empowering the Patient
    • Increasing a Health Coach’s Credibility Quotient
    • Healthcare Consumerism on the Rise
    • Measuring the Value of Incentives
  • Patient Profiles Indicate Readiness to Engage in Healthy Behavior
    • Archetype Profiles
    • Identifying Archetypes
    • High-Risk Archetypes
    • Focus of Disease Management Interventions
    • Gauging Propensity to Learn
    • Gauging Likelihood to Engage in Healthy Behaviors
    • Health Priorities and Their Relationship to DM Fitness
    • The Power of Persuasion
  • Strategies to Engage Patients in Disease Management Programs
    • Enrollment vs. Engagement
    • Mailings as Marketing Tools
    • Cold Calls vs. Clinical Calls
    • Program Accountability
    • Best Time of Day for Engagement
    • Engagement Maintenance
    • Incentives and Outcomes
  • The Payoff of Proactive Patient Engagement Strategies
    • First Health® Care Support Program
    • Maximizing Consumer Engagement
    • Effectiveness of High-Touch Approach
  • Behavior Modification: Theories and Practice
    • Health Perception Theory: Brenda Lyon
    • Phases of the Change Experience
    • Health Belief Theory: Irwin Rosenstock
    • Planned Behavior Theory: Icek Ajzen
    • Studying Effect of Opt-Out vs. Opt-In Approaches
    • Scaring Off Members with Fear Appeals
  • Q&A: Ask the Experts
    • Recommended Timeframes for Follow-Up
    • Transplant Patient Retention Issues
    • Calculating and Evaluating ROI
    • The Media and Disease Management
    • Determining Optimal Case Loads
    • Role of In-House Medical Directors
    • Coaching the Health Coach
    • Grading Effective Educational Materials
    • Behavior Modification for Specific Diseases
    • Rating Physician Behavior
    • Participant Challenges as Motivators
    • Management Support for Prevention Programs
    • Assessing Readiness to Change
Publication Date: February 2005
Number of Pages: 100
Frequently Bought Together
Health Coach Set -- Health Coaches: Scoring Big Gains in Disease Management ROI & Training Health Coaches: Fielding a Team of Behavior Change Agents
Health Coach Set -- Health Coaches: Scoring Big Gains in Disease Management ROI & Training Health Coaches: Fielding a Team of Behavior Change Agents
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