Department of Business Development and Technology

Gerardo Zarazua de Rubens

Dismissive and deceptive car dealerships create barriers to electric vehicle adoption at the point of sale

Research output: Contribution to journal/Conference contribution in journal/Contribution to newspaperJournal articleResearchpeer-review

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Dismissive and deceptive car dealerships create barriers to electric vehicle adoption at the point of sale. / Zarazua de Rubens, Gerardo; Noel, Lance; Sovacool, Benjamin.

In: Nature Energy, Vol. 3, 2018, p. 501-507.

Research output: Contribution to journal/Conference contribution in journal/Contribution to newspaperJournal articleResearchpeer-review

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@article{bc0934f51f56411c908283aeb437e106,
title = "Dismissive and deceptive car dealerships create barriers to electric vehicle adoption at the point of sale",
abstract = "As most consumers do not have pre-existing knowledge of electric vehicles (EVs), and current market conditions favour petrol and diesel vehicles, car dealership experiences may strongly influence EV purchasing decisions. Here, we show that car dealerships pose a significant barrier at the point of sale due to a perceived lack of business case viability in relation to petrol and diesel vehicles. In 126 shopping experiences at 82 car dealerships across Denmark, Finland, Iceland, Norway and Sweden, we find that dealers were dismissive of EVs, misinformed shoppers on vehicle specifications, omitted EVs from the sales conversation and strongly oriented customers towards petrol and diesel vehicle options. Dealers' technological orientation, willingness to sell and displayed knowledge of EVs were the main contributors to likely purchase intentions. These findings combined with expert interviews suggest that government and industry signalling affect sales strategies and purchasing trends. Policy and business strategies that address barriers at the point of sale are needed to accelerate EV adoption.",
author = "{Zarazua de Rubens}, Gerardo and Lance Noel and Benjamin Sovacool",
year = "2018",
language = "English",
volume = "3",
pages = "501--507",
journal = "Nature Energy",
issn = "2058-7546",
publisher = "Nature Publishing Group",

}

RIS

TY - JOUR

T1 - Dismissive and deceptive car dealerships create barriers to electric vehicle adoption at the point of sale

AU - Zarazua de Rubens, Gerardo

AU - Noel, Lance

AU - Sovacool, Benjamin

PY - 2018

Y1 - 2018

N2 - As most consumers do not have pre-existing knowledge of electric vehicles (EVs), and current market conditions favour petrol and diesel vehicles, car dealership experiences may strongly influence EV purchasing decisions. Here, we show that car dealerships pose a significant barrier at the point of sale due to a perceived lack of business case viability in relation to petrol and diesel vehicles. In 126 shopping experiences at 82 car dealerships across Denmark, Finland, Iceland, Norway and Sweden, we find that dealers were dismissive of EVs, misinformed shoppers on vehicle specifications, omitted EVs from the sales conversation and strongly oriented customers towards petrol and diesel vehicle options. Dealers' technological orientation, willingness to sell and displayed knowledge of EVs were the main contributors to likely purchase intentions. These findings combined with expert interviews suggest that government and industry signalling affect sales strategies and purchasing trends. Policy and business strategies that address barriers at the point of sale are needed to accelerate EV adoption.

AB - As most consumers do not have pre-existing knowledge of electric vehicles (EVs), and current market conditions favour petrol and diesel vehicles, car dealership experiences may strongly influence EV purchasing decisions. Here, we show that car dealerships pose a significant barrier at the point of sale due to a perceived lack of business case viability in relation to petrol and diesel vehicles. In 126 shopping experiences at 82 car dealerships across Denmark, Finland, Iceland, Norway and Sweden, we find that dealers were dismissive of EVs, misinformed shoppers on vehicle specifications, omitted EVs from the sales conversation and strongly oriented customers towards petrol and diesel vehicle options. Dealers' technological orientation, willingness to sell and displayed knowledge of EVs were the main contributors to likely purchase intentions. These findings combined with expert interviews suggest that government and industry signalling affect sales strategies and purchasing trends. Policy and business strategies that address barriers at the point of sale are needed to accelerate EV adoption.

M3 - Journal article

VL - 3

SP - 501

EP - 507

JO - Nature Energy

JF - Nature Energy

SN - 2058-7546

ER -