Which is the most efficient agent for the diffusion of a high-performance technology? Study of the gas-burning condensing boilers'market in four European countries

The diffusion of technology is often confronted to numerous barriers (market, economical, social...). The combination of strategies along the partners' chain - equipment manufacturer, utility, government, retailer, installer and customer - contributes to the success or the failure of a diffusion. For a given technology, the comparison of different national markets can help to understand why diffusion programs are successful in a country and not in another one. The gas-burning condensing boilers is a good example. It is theoretically the post efficient boiler with LHV efficiency above 100 %, which guarantee an attractive pay-back period for an individual unit (below 10 years) or for a collective equipment (below 5 years). It also induces lower CO2 and NOx emissions. But the success on the market of this highly-efficient technology, designed in the seventies, has been dramatically different according to the country. The authors reconstitute these market evolutions for the four countries (France, Germany, Great Britain and Netherlands). Furthermore, the link between sales and strategy of main parties involved ( equipment maker, utility, government, retailer, installer and customer - is analysed throughout the past and current promoting methods implemented for their development (R and D supports by utility, subsidies to customers, subsidies to installers...). Finally, the authors prove the role of the involved partners' chain and of the management of subsidies as determining factors for any market development. (authors)