From experimentation to learning and routinization: A long-term trial framework for cargo bike and light electric vehicle integration in Germany

• 12-month trial framework for cargo bike and LEV integration in commercial fleets. • Evidence from 42 companies in Germany reveals non-linear utilization trajectories. • Long-term trials enable cognitive, relational and normative organizational learning. • Five stylized company cases show sector-specific barriers and adaptation strategies. • Three learning-based pathways: expansion, substitution, and avoided vehicle purchase. In light of rising sustainability demands in commercial transport, cargo bikes and light electric vehicles (LEV) offer promising alternatives to conventional fleets. However, despite increasing vehicle diversity and supportive policies, adoption remains limited due to organizational inertia, sunk costs, and resistance to change. Short-term pilot projects, while useful for testing feasibility, often fail to capture the evolving and context-specific dynamics of fleet integration. To address this gap, we introduce and evaluate a novel long-term trial framework implemented across multiple German regions over a 12-month period. The framework embeds vehicle trials into daily operations and combines tailored onboarding, sustained engagement, and structured reflection phases. This article makes three core contributions. First, it advances both academic and practical understanding by introducing a reliable and transferable framework for long-term fleet transformation that functions as an organizational learning device. Second, it uncovers context-specific and time-sensitive challenges of integrating LEVs and cargo bikes, as shown through five stylized cases across logistics, manufacturing, services, and craft sectors. Third, it conceptualizes three learning-based pathways of organizational commitment to fleet transformation: fleet expansion, vehicle substitution, and purchase prevention, through which long-term trials can support learning-based fleet reconfiguration, including normative learning reflected in the strategic reframing of alternative vehicles. The findings highlight the value of long-term trials in supporting adaptive and real-world transitions that extend beyond the scope of short-term studies. By fostering deeper organizational learning and aligning vehicle solutions with operational realities, the framework establishes critical conditions for sustained adoption and contributes to the broader transition toward more sustainable transport practices.