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Electric vehicle procurement decisions in fleets: Results of a case study in South-West Germany

Presentation held at 30th International Electric Vehicle Symposium & Exhibition, EVS30, Stuttgart, October 9 - 11, 2017
: Guth, Daniel; Globisch, Joachim; Ensslen, Axel; Jochem, Patrick; Dütschke, Elisabeth; Fichtner, Wolf

Fulltext (PDF; )

2017, 12 pp.
International Electric Vehicle Symposium & Exhibition (EVS) <30, 2017, Stuttgart>
URN: urn:nbn:de:swb:90-758163
Presentation, Electronic Publication
Fraunhofer ISI ()
consumer; EV (electric vehicle); fleet; marketing; sales

In order to increase the market share of electric vehicles (EV) in Germany, further insights on actors and structures of EV specific procurement decisions for fleets are necessary. Our analysis focuses on vehicles registered by companies/organizations as they dominate new vehicle registrations in Germany. The following question is examined empirically: Which departments influence EV procurement decisions in small and medium-sized enterprises (SME), in large-scale enterprises (LSE) and in public organizations (PO) and what are the differences compared to these departments' influences on internal combustion engine vehicles (ICEV) procurement decisions? Our results show that EV procurement decisions of organizations in South-West Germany are decisively influenced by upper management levels and partly by organizations' fleet management departments. In small and medium-sized enterprises sales- and public relations departments have a major influence on EV procurement decisions. These findings are important for stakeholders interested in selling EVs or in designing policies that are more effective in influencing organizations' decision making concerning future EV procurement decisions.