Factors affecting the acquisition of energy-efficient durable goods

Hannu Kuusela*, Mark T. Spence

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingChapterResearchpeer-review


This chapter starts by presenting several broad methods that can be used to prompt pro-environment behaviours. It focuses on one of these methods: encouraging consumers to investment in energy-saving durable goods—those that are costly and intended to last multiple years. A Canadian appliance-labelling programme did have the desirable effect of prompting producers to manufacture more energy-efficient models even though few consumers claimed they read the labels. The chapter aims to share with marketers work that addresses how purchasing decisions are made and focuses on expensive durable goods purchases, specifically household appliances. It focuses on factors affecting energy-saving investments in durable goods. The chapter provides highlights from a field survey which reflect the extent to which the decision-making paradigms are being supported and suggests how marketers can use the insights concerning how purchases are made when designing promotion campaigns.
Original languageEnglish
Title of host publicationGreener Marketing: A Global Perspective on Greening Marketing Practice
EditorsMartin Charter, Michael Jay Polonsky
Place of PublicationLondon
Number of pages9
ISBN (Electronic)9781351283076, 9781351283083
ISBN (Print)9781874719144
Publication statusPublished - 29 Sept 2017
Externally publishedYes


Dive into the research topics of 'Factors affecting the acquisition of energy-efficient durable goods'. Together they form a unique fingerprint.

Cite this