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From 2001 to 2004, Research Into Action contributed to Market Progress and Evaluation Reports of appliance programs for five Massachusetts utilities. We reviewed secondary literature and conducted interviews, focusing on how other appliance programs approached marketing to hard-to-reach customers, including ethnic and linguistic minorities; reasons why ENERGY STAR clothes washer penetration was higher in five other states (Maine, New Hampshire, Oregon, Vermont, and Wisconsin) than it was in Massachusetts; and the effect of revised testing standards on the number of available models and penetration of ENERGY STAR dishwashers.