O impacto da interação entre vendedor e comprador na decisão de compra

: caso dos veículos elétricos

Abstract

Thanks to economic expansion, the transportation sector plays a significant role in global energy consumption. To achieve emission reduction goals, electric vehicles are becoming increasingly prevalent worldwide. The interaction between EV sellers and buyers is crucial in driving sales. The direct influence of sellers can be decisive in encouraging the adoption of these vehicles, thus contributing to increased sales and a quicker transition to more sustainable mobility. Thus, this study aims to analyze the impact of the interaction between seller and buyer on the intention to purchase electric vehicles, as well as to investigate the most relevant factors for buyers during the purchasing process. To achieve this, research was conducted through interviews. The obtained sample consisted of 9 participants, of which 5 were sellers and 4 buyers. This approach allowed for capturing perspectives from both sides regarding the electric vehicle acquisition process. The results showed a positive evolution in the adoption of electric vehicles, albeit with some aspects to improve, notably the revision of tax incentives for private customers. Additionally, it was mentioned that the sales process for an electric vehicle is longer and more demanding compared to that of combustion vehicles. As for buyers, they stated that the high purchase price and long delivery time are the biggest obstacles to purchasing these vehicles.

Date of Award	12 Jul 2024
Original language	Portuguese
Awarding Institution	Universidade Católica Portuguesa
Supervisor	Jorge Julião (Supervisor) & Luís Serrano (Co-Supervisor)