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Fleet Purchase Behavior: Decision Processes and Implications for New Vehicle Technologies and Fuels

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  • Nesbitt, Kevin
  • Sperling, Daniel

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.

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  • Nesbitt, Kevin & Sperling, Daniel, 2001. "Fleet Purchase Behavior: Decision Processes and Implications for New Vehicle Technologies and Fuels," Institute of Transportation Studies, Working Paper Series qt15k63162, Institute of Transportation Studies, UC Davis.
    • Handle: RePEc:cdl:itsdav:qt15k63162
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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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    11. Demeulenaere, Xavier, 2019. "The use of automotive fleets to support the diffusion of Alternative Fuel Vehicles: A Rapid Evidence Assessment of barriers and decision mechanisms," Research in Transportation Economics, Elsevier, vol. 76(C).
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    16. van der Laak, W.W.M. & Raven, R.P.J.M. & Verbong, G.P.J., 2007. "Strategic niche management for biofuels: Analysing past experiments for developing new biofuel policies," Energy Policy, Elsevier, vol. 35(6), pages 3213-3225, June.
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    18. Gnann, Till & Plötz, Patrick & Funke, Simon & Wietschel, Martin, 2014. "What is the market potential of electric vehicles as commercial passenger cars? A case study from Germany," Working Papers "Sustainability and Innovation" S14/2014, Fraunhofer Institute for Systems and Innovation Research (ISI).
    19. Schücking, Maximilian & Jochem, Patrick, 2021. "Two-stage stochastic program optimizing the cost of electric vehicles in commercial fleets," Applied Energy, Elsevier, vol. 293(C).
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    21. Lebeau, Philippe & Macharis, Cathy & Van Mierlo, Joeri, 2016. "Exploring the choice of battery electric vehicles in city logistics: A conjoint-based choice analysis," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 91(C), pages 245-258.
    22. Kaplan, Sigal & Gruber, Johannes & Reinthaler, Martin & Klauenberg, Jens, 2016. "Intentions to introduce electric vehicles in the commercial sector: A model based on the theory of planned behaviour," Research in Transportation Economics, Elsevier, vol. 55(C), pages 12-19.
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    Keywords

    fleet; vehicles; technologies; fuels;
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