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Fleet purchase behavior: decision processes and implications for new vehicle technologies and fuels

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  • Nesbitt, Kevin
  • Sperling, Dan

Abstract

Vehicle fleets are a poorly understood part of the economy. They are important, though, in that they purchase a large share of light-duty vehicles and are often targeted by governments as agents of change. We investigate fleet purchase behavior, using focus groups, interviews, and mail and telephone surveys. We categorize fleets into four different decision-making structures (autocratic, bureaucratic, hierarchic, and democratic) , determine what share of the market sector each represents, describe salient features of each behavioral model, and explore implications of that behavior for industry investment and public policy.

Suggested Citation

  • Nesbitt, Kevin & Sperling, Dan, 2000. "Fleet purchase behavior: decision processes and implications for new vehicle technologies and fuels," University of California Transportation Center, Working Papers qt8fn924xs, University of California Transportation Center.
    • Handle: RePEc:cdl:uctcwp:qt8fn924xs
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    References listed on IDEAS

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    1. Nesbitt, Kevin & Sperling, Daniel, 1998. "Myths Regarding Alternative Fuel Vehicle Demand by Light-Duty Vehicle Fleets," University of California Transportation Center, Working Papers qt0q6053j9, University of California Transportation Center.
    2. Liam Fahey, 1981. "On strategic management decision processes," Strategic Management Journal, Wiley Blackwell, vol. 2(1), pages 43-60, January.
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