Healthcare decision making and choice: an empirical model of patient confusion

Purpose Consumer confusion is an emerging phenomenon of interest that significantly drives choice behaviour. Considering the dearth of scholarly focus on confusion faced by consumers in a healthcare setting, this paper aims to conceptualize and validate a patient confusion model consisting of its drivers and outcomes. Design/methodology/approach Drawing upon adaptive decision-making framework and consumer confusion literature, patient confusion model has been developed. Empirical data of 310 patients from three private sector hospitals in India was collected through pen and paper survey administration. The hypothesized patient confusion model was tested using partial least squares structural equation modelling (PLS-SEM) to derive confirmatory results. Findings The results confirm the role of decision-making variables such as information overload, information similarity, information ambiguity, information asymmetry, patient involvement and physician-patient communication in the occurrence of patient confusion. A significant impact of confusion on switching intention was also confirmed, providing insights for healthcare managers. Practical implications The effect of confusion on switching intention of consumers found through the present study holds significant implications from a healthcare management standpoint. Dissemination of credible information, improved communication between doctors and patients and creation of organized channels of health information provision also represent some of the notable implications for healthcare managers to mitigate patient confusion. Originality/value This study presents an empirically validated model of patient confusion creating a research agenda for theory development in this emerging area. Consumer confusion represents a core consumer behaviour problem that is of utmost significance in the healthcare sector. This paper is one of the first and early attempts to address this research problem.