This paper investigates the relevance of external determinants for the adoption of stationary fuel cells (FCs) by different user groups with respect to the marketability of this innovative technology. FCs allow electricity and heat to be decentrally generated in an energy-efficient and potentially environmentally friendly manner. European energy policy is undertaking efforts to increase the proportion of combined heat and power (CHP) plants. A series of studies have spoken of their considerable market potential. A qualitative study was conducted with six focus groups consisting of 49 commercial users and six focus groups with 54 private consumers. The results of the study show that the specific infrastructure required for decentralisation and policy issues are highly relevant for the user adoption of FCs. Security of supply when energy generation is more strongly decentralised, reliable maintenance of the system, and clear political objectives are examples of factors that are considered essential prerequisites for the adoption of this technology. (C) 2007 Elsevier Ltd. All rights reserved.