关于下沉市场纯电汽车家庭推广的研究
摘要我国新能源汽车产业目前进入高质量快速发展阶段，下沉市场（三四线及以下城市、县城、乡镇与农村地区）成为纯电汽车市场增长的核心潜力区域。家庭用户作为下沉市场消费主力，他们的购车决策、使用场景与一二线城市存在显著差异。本文针对下沉市场纯电汽车家庭推广这一核心议题，系统梳理国内外相关研究文献，基于消费者行为理论、市场细分理论与渠道管理理论，对下沉市场纯电汽车家庭推广进行分析。围绕6家主流车企的渠道布局案例，详细的分析下沉市场家庭用户纯电汽车消费特征、推广现状及存在的核心问题。研究发现，产品适配性不足、充电基础设施薄弱、渠道覆盖不均、信任体系缺失是制约推广的关键因素。基于研究结果，从产品策略、渠道优化、基础设施建设、信任构建四个维度提出针对性推广建议，为车企开拓下沉市场、扩大纯电汽车家庭渗透率提供理论支撑与实践参考。关键词：下沉市场；纯电汽车；家庭用户；推广策略；基础设施
Abstracts China's new energy vehicle industry has currently entered a stage of high-quality rapid development, with lower-tier markets (third- and fourth-tier cities and below, counties, townships, and rural areas) becoming the core potential areas for growth in the pure electric vehicle market. Household users, as the main consumers in these lower-tier markets, have car purchase decisions and usage scenarios that differ significantly from those in first- and second-tier cities. This paper focuses on the key topic of promoting pure electric vehicles among households in lower-tier markets, systematically reviews relevant domestic and international research literature, and, based on consumer behavior theory, market segmentation theory, and channel management theory, analyzes the promotion of pure electric vehicles in these markets. Centered on the channel layout cases of six mainstream car companies, it provides a detailed analysis of the consumption characteristics of household users in lower-tier markets, the current status of promotion, and the core issues present. The study finds that insufficient product adaptability, weak charging infrastructure, uneven channel coverage, and a lack of trust systems are key factors restricting promotion. Based on these findings, targeted promotion recommendations are proposed from four dimensions: product strategy, channel optimization, infrastructure construction, and trust building, providing theoretical support and practical reference for car companies to develop lower-tier markets and expand household penetration of pure electric vehicles.
Keywords: lower-tier markets; pure electric vehicles; household users; promotion strategy; infrastructure 目录1 绪论 1.1 研究背景 1.2 研究意义 1.3 文献综述 1.4 研究方法与结构安排 2 相关理论基础 2.1 消费者行为理论 2.2 市场细分与目标市场理论 2.3 渠道管理理论 2.4 基础设施经济学理论 3 下沉市场纯电汽车家庭消费现状分析 3.1 下沉市场界定与特征 3.2 纯电汽车家庭消费需求特征 3.3 纯电汽车家庭推广现状 4 下沉市场纯电汽车家庭推广存在的问题 4.1 产品适配性不足 4.2 充电基础设施薄弱 4.3 渠道覆盖与服务体系不完善 4.4 信任体系与认知偏差 5 下沉市场纯电汽车家庭推广优化策略 5.1 产品精准适配策略：聚焦家庭需求痛点 5.2 充电基础设施完善路径：破解“充电焦虑” 5.3 渠道与服务体系升级：降低购车与用车成本 5.4 信任体系构建与认知引导：化解“可靠性焦虑” 5.5 政策协同支持：强化推广保障 6 结论与展望 6.1 研究结论 6.2 未来展望 参考文献
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