Transformation: acceptance factors for electrifying corporate fleets in service companies—an extension of the UTAUT and an empirical study with decision-makers

Abstract From 2035 onwards, the European Union will no longer register any new vehicles that are not powered in a climate-neutral way. In alignment with this policy, Germany aims to perceived carbon neutrality by 2045, with the electrification of transport playing a central role. Corporate fleets are particularly well-suited for electrification due to their relatively short ownership cycles and frequent vehicle renewals. However, the pace of adoption in organizations remains slow. The success of such technological transitions depends largely on acceptance at the decision-making level. This study investigates the determinants of organizational decision-makers’ behavioral intention to electrify their corporate fleets prior to implementation. To this end, the newly developed Acceptance Model for Electrification (eAM) integrates the two-stage innovation decision-making process within companies. The model accounts for 60% of the variance in behavioral intention. Drawing on the findings, this paper proposes practical recommendations for policy development.