Download PDF
Semin Hear 2016; 37(02): 103-119
DOI: 10.1055/s-0036-1579706
Thieme Medical Publishers 333 Seventh Avenue, New York, NY 10001, USA.

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

Amyn M. Amlani
1   Department of Speech and Hearing Sciences, University of North Texas, Denton, Texas
› Author Affiliations
Further Information

Publication History

Publication Date:
08 April 2016 (online)

Also available at
    Permissions and Reprints

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
 

  • References

  • 1 Hear-It. More and more hearing-impaired people. Available at: http://www.hear-it.org/More-and-more-hearing-impaired-people . Accessed December 18, 2014
    PubMedGoogle Scholar
  • 2 Kochkin S. MarkeTrak VIII: 25-year trends in the hearing health market. Hear Rev. 2009; 16 (11) 12-31
    PubMedGoogle Scholar
  • 3 Amlani AM. Missed opportunities in the adoption of hearing aids. Paper presented at: The Academy of Doctors of Audiology; November 7, 2013; Bonita Springs, FL
    PubMedGoogle Scholar
  • 4 Strom K. US Regional Private-Sector Hearing Aid Sales. The Hearing Review. 2013 Available at: http://www.hearingreview.com/2013/05/us-regional-private-sector-hearing-aid-sales-2012-2/ . Published May 7, 2013. Accessed December 18, 2014
    PubMedGoogle Scholar
  • 5 Amlani AM, De Silva DG. Effects of economy and FDA intervention on the hearing aid industry. Am J Audiol 2005; 14 (1) 71-79
    CrossrefPubMedGoogle Scholar
  • 6 Traynor B. Are baby boomer patients a world-wide phenomenon? Hearing Health and Technology Matters. 2011. Available at: http://hearinghealthmatters.org/hearinginternational/2011/are-baby-boomer-patients-a-world-wide-phenomenon/ . Accessed December 18, 2014
    PubMedGoogle Scholar
  • 7 Martin LG, Freedman VA, Schoeni RF, Andreski PM. Health and functioning among baby boomers approaching 60. J Gerontol B Psychol Sci Soc Sci 2009; 64 (3) 369-377
    PubMedGoogle Scholar
  • 8 Rice DP, Fineman N. Economic implications of increased longevity in the United States. Annu Rev Public Health 2004; 25: 457-473
    CrossrefPubMedGoogle Scholar
  • 9 Sturm R, Ringel JS, Andreyeva T. Increasing obesity rates and disability trends. Health Aff (Millwood) 2004; 23 (2) 199-205
    CrossrefPubMedGoogle Scholar
  • 10 Fischer ME, Cruickshanks KJ, Wiley TL, Klein BEK, Klein R, Tweed TS. Determinants of hearing aid acquisition in older adults. Am J Public Health 2011; 101 (8) 1449-1455
    CrossrefPubMedGoogle Scholar
  • 11 Zhan W, Cruickshanks KJ, Klein BEK , et al. Generational differences in the prevalence of hearing impairment in older adults. Am J Epidemiol 2010; 171 (2) 260-266
    CrossrefPubMedGoogle Scholar
  • 12 Kochkin S. MarkeTrak VIII: the key influencing factors in hearing aid purchase intent. Hear Rev 2012; 19 (3) 12-25
    PubMedGoogle Scholar
  • 13 Pacala JT, Yueh B Hearing deficits in the older patient: “I didn't notice anything”. JAMA 2012; 307 (11) 1185-1194
    CrossrefPubMed
  • 14 Alcock C. Trigger happy hearing: using social triggers to promote regular hearing checks. Audiol Prac 2014; 6 (2) 8-15
    PubMedGoogle Scholar
  • 15 Amlani AM, Taylor B, Levy C, Robbins C. Utility of smartphone hearing aid applications as a substitute to traditional hearing aids. Hear Rev 2013; 20 (13) 16-22
    PubMedGoogle Scholar
  • 16 Amlani AM. Will federal subsidies increase the US hearing aid market penetration rate?. Audiol Today 2010; 22 (2) 40-46
    PubMedGoogle Scholar
  • 17 Gagné JP, Southall H, Jennings MB. Stigma and self-stigma associated with acquired hearing loss in adults. Hear Rev 2011; 18 (8) 16-22
    PubMedGoogle Scholar
  • 18 Meyer C, Hickson L. What factors influence help-seeking for hearing impairment and hearing aid adoption in older adults?. Int J Audiol 2012; 51 (2) 66-74
    CrossrefPubMedGoogle Scholar
  • 19 Knudsen LV, Öberg M, Nielsen C, Naylor G, Kramer SE. Factors influencing help seeking, hearing aid uptake, hearing aid use and satisfaction with hearing aids: a review of the literature. Trends Amplif 2010; 14 (3) 127-154
    CrossrefPubMedGoogle Scholar
  • 20 Saunders GH, Chisolm TH, Wallhagen MI. Older adults and hearing help-seeking behaviors. Am J Audiol 2012; 21 (2) 331-337
    CrossrefPubMedGoogle Scholar
  • 21 Babeu LA, Kricos PB, Lesner SA. Application of the stages-of-changes model in audiology. J Acad Rehab Audiol 2004; 37: 41-56
    PubMedGoogle Scholar
  • 22 Erdman SA, Wark DJ, Monytano JJ. Implications of service delivery models in audiology. J Acad Rehab Audiol 1994; 27: 45-60
    PubMedGoogle Scholar
  • 23 Noh S, Gagné JP, Kaspar V. Models of health behaviors and compliance: applications to audiological rehabilitation research. Research in audiological rehabilitation: current trends and future directions. J Acad Rehab Audiol 1994; 27: 375-389
    PubMedGoogle Scholar
  • 24 Manchaiah VK. Health behavior change in hearing healthcare: a discussion paper. Audiol Res 2012; 2 (1) e4
    PubMedGoogle Scholar
  • 25 Prochaska JO, DiClemente CC. Stages and processes of self-change of smoking: toward an integrative model of change. J Consult Clin Psychol 1983; 51 (3) 390-395
    Google Scholar
  • 26 Levesque DA, Van Marter DF, Schneider RJ , et al. Randomized trial of a computer-tailored intervention for patients with depression. Am J Health Promot 2011; 26 (2) 77-89
    CrossrefPubMedGoogle Scholar
  • 27 Prochaska JO, Velicer WF, Fava JL, Rossi JS, Tsoh JY. Evaluating a population-based recruitment approach and a stage-based expert system intervention for smoking cessation. Addict Behav 2001; 26 (4) 583-602
    CrossrefPubMedGoogle Scholar
  • 28 Johnson SS, Paiva AL, Cummins CO , et al. Transtheoretical model-based multiple behavior intervention for weight management: effectiveness on a population basis. Prev Med 2008; 46 (3) 238-246
    CrossrefPubMedGoogle Scholar
  • 29 McConnaughy EA, Prochaska JO, Velicer WF. Stages of change in psychotherapy—measurement and sample profiles. Psychotherap Theory Res Prac 1983; 20 (3) 368-375
    PubMedGoogle Scholar
  • 30 Prochaska JO, DiClemente CC, Norcross JC. In search of how people change. Applications to addictive behaviors. Am Psychol 1992; 47 (9) 1102-1114
    CrossrefPubMedGoogle Scholar
  • 31 Laplante-Lévesque A, Hickson L, Worrall L. Stages of change in adults with acquired hearing impairment seeking help for the first time: application of the transtheoretical model in audiologic rehabilitation. Ear Hear 2013; 34 (4) 447-457
    CrossrefPubMedGoogle Scholar
  • 32 Milstein D, Weinstein BE. Effects of information sharing on follow-up care after hearing screening for older adults. J Acad Rehab Audiol 2002; 35: 43-58
    PubMedGoogle Scholar
  • 33 Laplante-Lévesque A, Brännström KJ, Ingo E, Andersson G, Lunner T. Stages of change in adults who have failed an online hearing screening. Ear Hear 2015; 36 (1) 92-101
    CrossrefPubMedGoogle Scholar
  • 34 Oliver M. The Politics of Disablement. London, UK: MacMillan; 1994
    Google Scholar
  • 35 Winter JA. The Development of the disability rights movement as a social problem solver. Dis Stud Quart 2003; 23 (1) 33-61
    PubMedGoogle Scholar
  • 36 Americans with Disabilities Act of 1990. Public Law No. 101–336, 104 Stat. 328. 1990
    PubMed
  • 37 World Health Organization. International Classification of Functioning, Disability and Health (ICF). Geneva, Switzerland: World Health Organization; 2001
    Google Scholar
  • 38 Rosenstock IM. Why people use health services. Milbank Mem Fund Q 1966; 44 (3) 94-127
    CrossrefPubMedGoogle Scholar
  • 39 Taylor B, Tysoe B. Interventional audiology: partnering with physicians to deliver integrative and preventive hearing care. Hear Rev 2013; 20 (12) 16-22
    PubMedGoogle Scholar
  • 40 Taylor B, Tysoe B. Forming strategic alliances with primary care medicine: interventional audiology in practice: how to leverage peer-reviewed health science to build a physician referral base. Hear Rev 2014; 21 (7) 22-27
    PubMedGoogle Scholar
  • 41 Janz NK, Becker MH. The Health Belief Model: a decade later. Health Educ Q 1984; 11 (1) 1-47
    CrossrefPubMedGoogle Scholar
  • 42 Rosenstock IM, Strecher VJ, Becker MH. Social learning theory and the health belief model. Health Educ Q 1988; 15 (2) 175-183
    CrossrefPubMedGoogle Scholar
  • 43 Amlani AM. Improving Patient Compliance to Hearing Healthcare Services and Treatment Through Self-Efficacy. Hear Rev 2015;
    PubMedGoogle Scholar
  • 44 van den Brink RH, Wit HP, Kempen GI, van Heuvelen MJ. Attitude and help-seeking for hearing impairment. Br J Audiol 1996; 30 (5) 313-324
    CrossrefPubMedGoogle Scholar
  • 45 Saunders GH, Frederick MT, Silverman S, Papesh M. Application of the health belief model: development of the hearing beliefs questionnaire (HBQ) and its associations with hearing health behaviors. Int J Audiol 2013; 52 (8) 558-567
    CrossrefPubMedGoogle Scholar
  • 46 Rosenstock IM, Kirscht JP. The health belief model and personal health behavior. Health Educ Monogr 1974; 2: 470-473
    CrossrefPubMedGoogle Scholar
  • 47 Hindhede AL. Negotiating hearing disability and hearing disabled identities. Health (London) 2012; 16 (2) 169-185
    CrossrefPubMedGoogle Scholar
  • 48 Moorthy S, Ratchford BT, Talukdar D. Consumer information search revisited: theory and empirical analysis. J Consum Res 1997; 23: 263-277
    CrossrefPubMedGoogle Scholar
  • 49 Aaker D, Myers JG. Advertising Management. 2nd ed. Englewood Cliffs, NJ: Prentice-Hall; 1982
    Google Scholar
  • 50 Blackwell RD, Miniard PW, Engel JF. Consumer Behavior. Fort Worth, TX: Harcourt Brace College; 2001
    Google Scholar
  • 51 Cox RM, Alexander GC, Gray GA. Personality, hearing problems, and amplification characteristics: contributions to self-report hearing aid outcomes. Ear Hear 2007; 28 (2) 141-162
    CrossrefPubMedGoogle Scholar
  • 52 Antonides G, van Raaij WF. Consumer Behaviour. A European Perspective. Chichester, UK: John Wiley & Sons; 1998
    Google Scholar
  • 53 Gatehouse S. Components and determinants of hearing aid benefit. Ear Hear 1994; 15 (1) 30-49
    CrossrefPubMedGoogle Scholar
  • 54 Gussekloo J, de Bont LEA, von Faber M , et al. Auditory rehabilitation of older people from the general population—the Leiden 85-plus study. Br J Gen Pract 2003; 53 (492) 536-540
    PubMedGoogle Scholar
  • 55 Zajonc RB. Feeling and thinking: closing the debate over the independence of affect. In: Forgas JP, ed. Feeling and Thinking: The Role of Affect in Social Cognition. Studies in Emotion and Social Interaction. New York, NY: Cambridge University Press; 2000
    Google Scholar
  • 56 Amlani AM. Influence of perceived value on hearing aid adoption and re-adoption intent. Hear Rev Prod 2013; 20 (3) 8-12
    PubMedGoogle Scholar
  • 57 Kelly-Campbell RJ, Parry DC. Relationship between cognitive anxiety level and client variables at initial consultation for adults with hearing impairment. J Commun Disord 2014; 47: 47-56
    CrossrefPubMedGoogle Scholar
  • 58 Salovey P, Rothman AJ, Rodin J. Health behavior. In: Gilbert DT, Fiske ST, , et al ed. The Handbook of Social Psychology. New York, NY: McGraw-Hill; 1998
    Google Scholar
  • 59 Wallhagen MI. The stigma of hearing loss. Gerontologist 2010; 50 (1) 66-75
    CrossrefPubMedGoogle Scholar
  • 60 Garstecki DC, Erler SF. Hearing loss, control, and demographic factors influencing hearing aid use among older adults. J Speech Lang Hear Res 1998; 41 (3) 527-537
    CrossrefPubMedGoogle Scholar
  • 61 Rauterkus EP, Palmer CV. The hearing aid effect in 2013. J Am Acad Audiol 2014; 25 (9) 893-903
    Article in Thieme ConnectPubMedGoogle Scholar
  • 62 Duijvestijn JA, Anteunis LJ, Hoek CJ, Van Den Brink RH, Chenault MN, Manni JJ. Help-seeking behaviour of hearing-impaired persons aged > or = 55 years; effect of complaints, significant others and hearing aid image. Acta Otolaryngol 2003; 123 (7) 846-850
    CrossrefPubMedGoogle Scholar
  • 63 Wilson TD, Lindsey S, Schooler TY. A model of dual attitudes. Psychol Rev 2000; 107 (1) 101-126
    CrossrefPubMedGoogle Scholar
  • 64 Kirande K, Merchant A, Sivakumar K. Relationship among time orientation, consumer innovativeness, and innovative behavior: the moderating role of product characteristics. Acad Market Sci 2011; 1: 99-116
    PubMedGoogle Scholar
  • 65 Amlani AM, Taylor B, Weinberg T. Increasing hearing aid adoption rates through value-based advertising and price unbundling. Hear Rev 2011; 18 (13) 10-17
    PubMedGoogle Scholar
  • 66 Amlani AM, Taylor B. Three known factors that impede hearing aid adoption rates. Hear Rev 2012; 19 (5) 28-37
    PubMedGoogle Scholar
  • 67 Zichur K, Madden M. Older Adults and Internet Use. Available at: http://www.pewinternet.org/2012/06/06/older-adults-and-internet-use/ . Accessed February 25, 2016
    Google Scholar
  • 68 McCloskey DW. The importance of ease of use, usefulness, and trust to online consumers: an examination of the technology acceptance model with older customers. J Organ End User Comput 2006; 18: 47-65
    CrossrefPubMedGoogle Scholar
  • 69 Parving A, Christensen B, Sørensen MS. Primary physicians and the elderly hearing-impaired. Actions and attitudes. Scand Audiol 1996; 25 (4) 253-258
    CrossrefPubMedGoogle Scholar
  • 70 Kidwell B, Hardesty DM, Childers TL. Consumer emotional intelligence: conceptualization, measurement, and the prediction of consumer decision making. J Consum Res 2008; 25: 154-166
    PubMedGoogle Scholar
  • 71 Blocker CP. The emotionally intelligent salesperson. Keller Center Res Report 2009; xx: 1-7
    PubMedGoogle Scholar
  • 72 Fiddes K. Emotional Intelligence among Impaired Listeners and Their Audiologist. [Doctor of Audiology Capstone Project] Denton, TX: University of North Texas; 2014
    Google Scholar
  • 73 Balaji MS, Raghavan S, Jha S. Role of tactile and visual inputs in product evaluation: a multisensory perspective. Asia Pac J Mark Log 2011; 234: 513-530
    PubMedGoogle Scholar
  • 74 Burke MC, Edell JA. The impact of feelings on ad-based affect and cognition. J Mark Res 1987; 26: 69-83
    PubMedGoogle Scholar
  • 75 Stayman DM, Batra R. Encoding and retrieval of ad effect in memory. J Mark Res 1991; 28: 232-239
    CrossrefPubMedGoogle Scholar
  • 76 Solomon MR. Consumer Behavior: Buying, Having, and Being, 11th ed. Upper Saddle River, NJ: Prentice Hall; 2014
    Google Scholar
  • 77 Dodds WB, Monroe KB. The effect of brand and price information on subjective product evaluations. Adv Consum Res 1985; 12: 85-90
    PubMedGoogle Scholar
  • 78 Zeithaml VA. Consumer perceptions of price, quality, and value: A means–end model and synthesis of evidence. J Mark 1988; 52: 2-22
    CrossrefPubMedGoogle Scholar