title: The Influence of emotions on the attitude and willing-ness to buy hydrogen-powered cars in the B2C market
title: An empirical analysis to determine the relationship between attitudes toward hydrogen cars and actual purchase intention
titleType: Subtitle
Creators: name: Schwenold, Aleen
Publisher: name: FH Vorarlberg (Fachhochschule Vorarlberg)
Year: 2022

description: The presented master thesis of the study subject International Marketing and Sales at the Fachhochschule Vorarlberg in Dornbirn deals with the influence of emotions on the attitude toward hydrogen cars and their purchase intention. For this purpose, an empirical analysis with a correlation analysis was conducted in order to be able to determine the correlations of the individual parameters. At the beginning of the thesis the hydrogen technology was presented in more detail and by means of suitable criteria it was shown that the hydrogen car represents a certain potential, however, in comparison to the combustion cars and electric cars, the hydrogen car is currently in third place. The relatively long range, the fast-refueling and the sustainability were identified as advantages, while the current high price and the poorly developed refueling station network are currently the biggest ob-stacles to a hydrogen car. It can be seen that research and development of hydrogen cars is being driven forward in many countries around the world, including by the gov-ernment side through the provision of various subsidies. For this reason, the future development of the driving technology remains exciting and simultaneously uncertain. In the second step of the work, emotions were examined in more detail. The aim was to find out which emotions exist and which of them are predominant when buying a car, and then to find out what influence emotions have on the cognitive process, the attitude, and the purchase intention. It turned out that the majority of the population is highly involved in the purchase of a car and therefore tries to make rational decisions, which makes the influence of emotions more difficult, but not impossible. By presenting suitable marketing tools for measuring emotions, it was shown that measuring emotions is a difficult undertaking. Measurement is often difficult or expen-sive and involves a great deal of effort. For this reason, beside the presentation of marketing tools, the strategic approach for a marketing campaign was also presented. Based on the conducted empirical analysis, the influence of emotions on attitude and purchase intention could not be significantly confirmed but it could be proven that the knowledge about hydrogen cars is currently low. One inside is that an increase in awareness increases the purchase intention of hydrogen cars. Furthermore, a signifi-cant correlation between the sustainable attitude and the purchase intention could be proven. In addition, people who like to follow new trends are more likely to buy a hy-drogen car than others. This paper concludes with a brief summary of the findings and an outlook on the potential for improvement of the hydrogen car market. Keywords: Hydrogen Cars, Sustainability, Emotions in Marketing, Purchase Inten-tion, Attitude, Marketing Tool