Consumer preferences for sleep-tracking wearables: The role of scientific evaluation and endorsement

Accuracy and relevance to health outcomes are important to researchers and clinicians who use consumer sleep technologies, but economic demand motivates consumer sleep technology design. This report quantifies the value of scientific relevance to the general consumer in a dollar amount to convey the importance of device accuracy in terms that consumer sleep technology manufacturers can appreciate.

Survey data were collected from 368 participants on Amazon mTurk. Participants ranked sleep metrics, evaluation methods, and scientific endorsement by perceived level of importance. Participants indicated their likelihood of purchasing a hypothetical consumer sleep technology that had either (1) not been evaluated or endorsed; (2) had been evaluated but not endorsed, and; (3) had been evaluated and endorsed by a sleep science authority. Demand curves determined the relative value of each consumer sleep technology.

Devices that were evaluated and endorsed had the most value, followed by those only evaluated, and then those with no evaluation. The unit price at which there was 50% probability of purchase increased by $30 or $48 for evaluation or endorsement, respectively, relative to a nonvalidated device. Respondents indicated the most valuable sleep metric was sleep duration, the most important evaluation method was against laboratory/hospital standards for sleep, and that the highest value of endorsement came from a medical institution.

Consumer demand is greatest for a device that has been evaluated by an independent laboratory and is endorsed by a medical institution. Consumer sleep technology manufacturers may be able to increase sales by partnering with sleep science authorities to produce a scientifically superior device.