Resistance to Change and Purchase Intention of Electric Vehicles: Empirical evidence from Vietnam

Abstract

On the grounds that psychological factors are increasingly used to better explain the purchase intention of customers towards electric vehicles (EVs), this study aims to examine the critical but less explored roles of resistance to change and the need for uniqueness in the purchase intention of EVs besides other conventional factors such as perceived value or personal norms. In doing so, this study would help governments and managers introduce effective measures to persuade customers to change from traditional internal combustion engine vehicles (ICEVs) to EVs. Data was collected from 175 respondents in Vietnam and PLS-SEM was utilized to analyze the theoretical model. The results illustrate that resistance to change has a significant impact on the purchase intention of EVs. In addition, perceived value has the most significant effects on willingness to pay and purchase intention of EVs. The need for uniqueness also impacts purchase intention through the willingness to pay.