General Consumer Preferences for Sleep-Tracking Wearables: The Role of Expert Validation

The goal of this report was to examine the behavioral economic demand for consumer sleep technologies with different levels of validation and endorsement. The value or importance consumers place in different validation methods and the organizations conducting the evaluations was also assessed. Survey data were collected from 113 participants on Amazon mTurk. Participants indicated their likelihood of purchasing devices that varied in level of validation across a series of increasing prices. Demand curves were analyzed to determine the relative value of each watch type. Participants also reported how valuable or important different aspects of device validation were to them. Devices that were both evaluated against laboratory measures and endorsed by sleep researchers had the most value, followed by those only evaluated against laboratory measures, and then those not evaluated against any laboratory measures. The unit price at which there was 50% probability of purchase was increased by $25 or $44 for evaluation or endorsement, respectively. Respondents indicated the most valuable features were a measure of sleep duration, that it was most important that devices were validated against measures of sleep from a laboratory or hospital, and that they would put a high value on sleep tracker endorsements from a university or academic institution. Consumer demand is greatest for a device that has been evaluated by an independent laboratory for accuracy in measuring sleep and is endorsed by an academic, medical, or government institution. These results indicate a role for scientific evaluation and endorsement in consumer preference for sleep trackers.