Abstract
In contrast to many other technologies, the adoption of energy efficiency measures is not only consumer-driven, but third parties such as, e.g., craftspeople, (so-called intermediaries) are usually involved too. More recently, research on the role of intermediaries for the diffusion of energy efficiency measures has come to the fore. This paper aims to add to this growing line of literature by presenting research results on two major “gates” for the diffusion of such measures from the intermediaries’ perspective: the portfolio of the intermediary and the consultation phase. In interviews, intermediaries (craftspeople, architects, energy advisors) were asked for their experience and personal views on the retrofitting process. The results show that intermediaries can have a positive influence on the diffusion of energy efficiency measures when they are convinced of the usefulness of these measures and have a trustful relationship with their clients, since their advice on retrofitting is (almost always) followed. This was especially the case for craftspeople. Nevertheless, personal convictions of intermediaries against (certain) measures can, for the same reason, hinder their diffusion. The results indicate a need for further research on intermediaries as change agents, particularly on their attitudes towards risks and innovations.
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