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. 2016 May;37(2):103-19.
doi: 10.1055/s-0036-1579706.

Application of the Consumer Decision-Making Model to Hearing Aid Adoption in First-Time Users

Amyn M Amlani  1
Affiliations

Application of the Consumer Decision-Making Model to Hearing Aid Adoption in First-Time Users

Amyn M Amlani. Semin Hear. 2016 May.

Abstract

Since 1980, hearing aid adoption rates have remained essentially the same, increasing at a rate equal to the organic growth of the population. Researchers have used theoretical models from psychology and sociology to determine those factors or constructs that lead to the adoption of hearing aids by first-time impaired listeners entering the market. In this article, a theoretical model, the Consumer Decision-Making Model (CDM), premised on the neobehavioral approach that considers an individual's psychological and cognitive emphasis toward a product or service, is described. Three theoretical models (i.e., transtheoretical, social model of disability, Health Belief Model), and their relevant findings to the hearing aid market, are initially described. The CDM is then presented, along with supporting evidence of the model's various factors from the hearing aid literature. Future applications of the CDM to hearing health care also are discussed.

Keywords: Adoption; consumer decision-making model; first-time users; hearing aids; purchase intent.

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Figures

Figure 1
Figure 1
Diagram of the stages of change processes within the transtheoretical model of intentional behavior.
Figure 2
Figure 2
Diagram of the stages and constructs of the Health Belief Model.
Figure 3
Figure 3
Diagram of the Consumer Decision-Making Model.
Figure 4
Figure 4
Diagram and decision-making process associated with the need recognition stage of the Consumer Decision-Making Model.
Figure 5
Figure 5
Diagram of the search for information stage of the Consumer Decision-Making Model.
Figure 6
Figure 6
Mean Consumer Emotional Intelligence Scale (CEIS) responses from impaired listeners who are nonadopters of hearing aids (First-Time), impaired listeners who adopted then returned hearing aids (Ret HA), impaired listeners who adopted and use hearing aids (Exp HA), and audiologists (Aud).
Figure 7
Figure 7
Diagram of the information-processing stage of the Consumer Decision-Making Model.
Figure 8
Figure 8
Illustration of the prepurchase alternative decision stage of the Consumer Decision-Making Model.
See this image and copyright information in PMC

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