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Enablers of strong cookstove sales through a purchase offer approach in rural Senegal: An explorative analysis

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  • Bensch, Gunther
  • Peters, Jörg

Abstract

The use of well-designed improved cookstoves (ICS) in regions devoid of modern energy yields high private and social returns, mostly related to considerable woodfuel savings. Take-up rates are nonetheless often very low when people have to pay costcovering prices. This paper presents main results of a study in rural Senegal where households were individually invited to purchase ICS in their villages. Households' ICS purchases and willingness to pay levels turned out to be unexpectedly high. We therefore explore potential factors behind this surprisingly high adoption, particularly those features of our approach that deviate from common real-world ICS markets. We observe that especially the way we designed our personalized door-to-door sales offer is an important determinant. Based on our findings, we derive insights for the design of future ICS dissemination programs.

Suggested Citation

  • Bensch, Gunther & Peters, Jörg, 2016. "Enablers of strong cookstove sales through a purchase offer approach in rural Senegal: An explorative analysis," Ruhr Economic Papers 650, RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen.
    • Handle: RePEc:zbw:rwirep:650
    DOI: 10.4419/86788756
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    References listed on IDEAS

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    1. Karimu, Amin & Mensah, Justice Tei & Adu, George, 2016. "Who Adopts LPG as the Main Cooking Fuel and Why? Empirical Evidence on Ghana Based on National Survey," World Development, Elsevier, vol. 85(C), pages 43-57.
    2. Gunther Bensch & Jörg Peters, 2020. "One‐Off Subsidies and Long‐Run Adoption—Experimental Evidence on Improved Cooking Stoves in Senegal," American Journal of Agricultural Economics, John Wiley & Sons, vol. 102(1), pages 72-90, January.
    3. van der Kroon, Bianca & Brouwer, Roy & van Beukering, Pieter J.H., 2013. "The energy ladder: Theoretical myth or empirical truth? Results from a meta-analysis," Renewable and Sustainable Energy Reviews, Elsevier, vol. 20(C), pages 504-513.
    4. Bensch, Gunther & Grimm, Michael & Peters, Jörg, 2015. "Why do households forego high returns from technology adoption? Evidence from improved cooking stoves in Burkina Faso," Journal of Economic Behavior & Organization, Elsevier, vol. 116(C), pages 187-205.
    5. Bensch, Gunther & Peters, Jörg, 2015. "The intensive margin of technology adoption – Experimental evidence on improved cooking stoves in rural Senegal," Journal of Health Economics, Elsevier, vol. 42(C), pages 44-63.
    6. Beltramo, Theresa & Blalock, Garrick & Levine, David I. & Simons, Andrew M., 2015. "The effect of marketing messages and payment over time on willingness to pay for fuel-efficient cookstoves," Journal of Economic Behavior & Organization, Elsevier, vol. 118(C), pages 333-345.
    7. Semee Yoon & Johannes Urpelainen & Milind Kandlikar, 2016. "Willingness to Pay for Solar Lanterns: Does the Trial Period Play a Role?," Review of Policy Research, Policy Studies Organization, vol. 33(3), pages 291-315, May.
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    1. Gunther Bensch & Jörg Peters, 2020. "One‐Off Subsidies and Long‐Run Adoption—Experimental Evidence on Improved Cooking Stoves in Senegal," American Journal of Agricultural Economics, John Wiley & Sons, vol. 102(1), pages 72-90, January.

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    More about this item

    Keywords

    Energy access; technology adoption; willingness to pay; rural Africa;
    All these keywords.

    JEL classification:

    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis
    • D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search; Learning; Information and Knowledge; Communication; Belief; Unawareness
    • O13 - Economic Development, Innovation, Technological Change, and Growth - - Economic Development - - - Agriculture; Natural Resources; Environment; Other Primary Products
    • O33 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights - - - Technological Change: Choices and Consequences; Diffusion Processes
    • Q41 - Agricultural and Natural Resource Economics; Environmental and Ecological Economics - - Energy - - - Demand and Supply; Prices

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