Pub Date : 2018-11-19DOI: 10.1108/978-1-78714-555-920181008
Satyam, Rajesh K. Aithal
Abstract This chapter examines a periodic market at the bottom of the pyramid. This study has made an attempt to improve the understanding of rural periodic markets and associated issues of infrastructure, information, etc. A qualitative case research method was adopted to collect rich and contextual information about a rural periodic market in a capital city of north India. Themes related to the market background, market characteristics, market functions, etc., were identified and discussed. This study also brings out some of the issues and challenges associated with rural periodic markets. This chapter takes the bottom-up approach to understand challenges of periodic markets. Findings of this research are expected to be helpful in framing the policy for informal markets embedded in social systems. Implications for businesses which are interested in having access to rural periodic markets are also brought out.
{"title":"Chapter 7 Reflections from a Periodic Market in Rural India","authors":"Satyam, Rajesh K. Aithal","doi":"10.1108/978-1-78714-555-920181008","DOIUrl":"https://doi.org/10.1108/978-1-78714-555-920181008","url":null,"abstract":"Abstract \u0000This chapter examines a periodic market at the bottom of the pyramid. This study has made an attempt to improve the understanding of rural periodic markets and associated issues of infrastructure, information, etc. A qualitative case research method was adopted to collect rich and contextual information about a rural periodic market in a capital city of north India. Themes related to the market background, market characteristics, market functions, etc., were identified and discussed. This study also brings out some of the issues and challenges associated with rural periodic markets. This chapter takes the bottom-up approach to understand challenges of periodic markets. Findings of this research are expected to be helpful in framing the policy for informal markets embedded in social systems. Implications for businesses which are interested in having access to rural periodic markets are also brought out.","PeriodicalId":213722,"journal":{"name":"Bottom of the Pyramid Marketing: Making, Shaping and Developing BoP Markets","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-11-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122138526","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2018-11-19DOI: 10.1108/978-1-78714-555-920181009
Ogechi Adeola, Yetunde Anibaba
Abstract The predominance of certain adverse factors has historically de-motivated firms seeking to enter into the bottom-of-the-pyramid (BoP) markets due to the perception that BoP markets are impoverished and therefore unable to afford their products. However, Prahalad’s seminal study on BoP markets as potential sources of wealth may have influenced the mindset of marketers around the world to view the demographic at the BoP as prodigious product markets waiting to be mined. This chapter, therefore, explores how some multinational corporations (MNCs) may have successfully implemented BoP marketing in Nigeria against the backdrop of diffusion of innovation (DoI) theory. The DoI theory tries to explain how and why new ideas, product, structures, or phenomena (innovations), spread across users and social systems. It posits among other things that there are at least five conditions that define the rate of adoption of an innovation, including relative advantage, compatibility, complexity, trialability, and observability. The authors find in the context of case companies, MTN Communications, Promasidor (Cowbell), and Dufil Prima Foods (Indomie) Nigeria that these elements contribute to building a viable explanation for the wide adoption of their products in the Nigerian BoP markets. Regarding the economic viability of BoP markets, the authors find that MNCs may have to embrace a commitment to long-term profitability, focus on economies of scale as a basis for competitiveness, and realize that in BoP markets, defining a marketing model is a continuous process.
历史上，某些不利因素的主导地位使寻求进入金字塔底部(BoP)市场的公司失去了动力，因为他们认为BoP市场是贫困的，因此无法负担他们的产品。然而，普拉哈拉德对国际收支市场作为潜在财富来源的开创性研究可能影响了世界各地营销人员的心态，他们将国际收支市场的人口统计视为等待挖掘的巨大产品市场。因此，本章探讨了在创新扩散理论的背景下，一些跨国公司(MNCs)如何在尼日利亚成功实施防喷器营销。DoI理论试图解释新的想法、产品、结构或现象(创新)如何以及为什么在用户和社会系统中传播。它假设至少有五个条件可以定义创新的采用率，包括相对优势、兼容性、复杂性、可试验性和可观察性。作者在案例公司MTN Communications、Promasidor (Cowbell)和Dufil Prima Foods (Indomie)尼日利亚的背景下发现，这些因素有助于为尼日利亚防喷器市场广泛采用他们的产品建立一个可行的解释。关于BoP市场的经济可行性，作者发现跨国公司可能不得不接受长期盈利的承诺，将规模经济作为竞争力的基础，并意识到在BoP市场中，定义营销模式是一个持续的过程。
{"title":"Chapter 8 Bottom of the Pyramid Marketing: Examples from Selected Nigerian Companies","authors":"Ogechi Adeola, Yetunde Anibaba","doi":"10.1108/978-1-78714-555-920181009","DOIUrl":"https://doi.org/10.1108/978-1-78714-555-920181009","url":null,"abstract":"Abstract \u0000The predominance of certain adverse factors has historically de-motivated firms seeking to enter into the bottom-of-the-pyramid (BoP) markets due to the perception that BoP markets are impoverished and therefore unable to afford their products. However, Prahalad’s seminal study on BoP markets as potential sources of wealth may have influenced the mindset of marketers around the world to view the demographic at the BoP as prodigious product markets waiting to be mined. This chapter, therefore, explores how some multinational corporations (MNCs) may have successfully implemented BoP marketing in Nigeria against the backdrop of diffusion of innovation (DoI) theory. The DoI theory tries to explain how and why new ideas, product, structures, or phenomena (innovations), spread across users and social systems. It posits among other things that there are at least five conditions that define the rate of adoption of an innovation, including relative advantage, compatibility, complexity, trialability, and observability. The authors find in the context of case companies, MTN Communications, Promasidor (Cowbell), and Dufil Prima Foods (Indomie) Nigeria that these elements contribute to building a viable explanation for the wide adoption of their products in the Nigerian BoP markets. Regarding the economic viability of BoP markets, the authors find that MNCs may have to embrace a commitment to long-term profitability, focus on economies of scale as a basis for competitiveness, and realize that in BoP markets, defining a marketing model is a continuous process.","PeriodicalId":213722,"journal":{"name":"Bottom of the Pyramid Marketing: Making, Shaping and Developing BoP Markets","volume":"16 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-11-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132839264","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2018-11-19DOI: 10.1108/978-1-78714-555-920181001
{"title":"Prelims","authors":"","doi":"10.1108/978-1-78714-555-920181001","DOIUrl":"https://doi.org/10.1108/978-1-78714-555-920181001","url":null,"abstract":"","PeriodicalId":213722,"journal":{"name":"Bottom of the Pyramid Marketing: Making, Shaping and Developing BoP Markets","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-11-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129389129","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2018-11-19DOI: 10.1108/978-1-78714-555-920181006
J. Pels, J. Sheth
Abstract This chapter adopts the midrange theories schema to expand Pels and Sheth (2017) matrix on business models to serve the low-income consumers (LIC): market adaptation, mission focus, radical innovation, and inclusive ecosystems. To this end, it identifies the underlying general business theories (systems theory and neo-classical economics) and ontological theories (positivism and interpretivist) nested in each of the matrix’s four cells. Understanding the general theories from which concepts and guidelines are drawn allows a two-way contribution. On one hand, it comprehends which other concepts can be integrated into the LIC literature. Alternatively, it highlights what insights generated from the study of the LIC markets bring to these theories.
{"title":"Chapter 5 Designing Solutions for the Low Income Consumer Markets: Four Schools of Thought","authors":"J. Pels, J. Sheth","doi":"10.1108/978-1-78714-555-920181006","DOIUrl":"https://doi.org/10.1108/978-1-78714-555-920181006","url":null,"abstract":"Abstract \u0000This chapter adopts the midrange theories schema to expand Pels and Sheth (2017) matrix on business models to serve the low-income consumers (LIC): market adaptation, mission focus, radical innovation, and inclusive ecosystems. To this end, it identifies the underlying general business theories (systems theory and neo-classical economics) and ontological theories (positivism and interpretivist) nested in each of the matrix’s four cells. \u0000 \u0000Understanding the general theories from which concepts and guidelines are drawn allows a two-way contribution. On one hand, it comprehends which other concepts can be integrated into the LIC literature. Alternatively, it highlights what insights generated from the study of the LIC markets bring to these theories.","PeriodicalId":213722,"journal":{"name":"Bottom of the Pyramid Marketing: Making, Shaping and Developing BoP Markets","volume":"117 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-11-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124144977","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2018-11-19DOI: 10.1108/978-1-78714-555-920181007
Ben Lowe, Md Rajibul Hasan, Saju Jose
Abstract Pro-poor innovations are innovations targeted at economically poor consumers. These innovations have the potential to improve consumer wellbeing. However, while take up of some such innovations has been rapid (e.g., mobile phones) take up of others has been slower (e.g., fuel efficient stoves). What explains why some pro-poor innovations fail and some succeed? While the literature on consumer innovation adoption in economically wealthy countries is vast, there is very little literature in the context of the “bottom-of-the-pyramid” (BoP) and subsistence marketplaces. This chapter aims to begin answering this question through a review of the extant literature in the area of consumer innovation adoption, which is integrated with literature in the area of consumption within subsistence marketplaces and the BoP. A conceptual model is proposed which outlines key parameters for marketers and managers. The chapter closes by outlining implications and a future research agenda.
{"title":"Chapter 6 A Conceptual Model of Pro-poor Innovation Adoption in the BOP and Subsistence Marketplaces","authors":"Ben Lowe, Md Rajibul Hasan, Saju Jose","doi":"10.1108/978-1-78714-555-920181007","DOIUrl":"https://doi.org/10.1108/978-1-78714-555-920181007","url":null,"abstract":"Abstract \u0000Pro-poor innovations are innovations targeted at economically poor consumers. These innovations have the potential to improve consumer wellbeing. However, while take up of some such innovations has been rapid (e.g., mobile phones) take up of others has been slower (e.g., fuel efficient stoves). What explains why some pro-poor innovations fail and some succeed? While the literature on consumer innovation adoption in economically wealthy countries is vast, there is very little literature in the context of the “bottom-of-the-pyramid” (BoP) and subsistence marketplaces. This chapter aims to begin answering this question through a review of the extant literature in the area of consumer innovation adoption, which is integrated with literature in the area of consumption within subsistence marketplaces and the BoP. A conceptual model is proposed which outlines key parameters for marketers and managers. The chapter closes by outlining implications and a future research agenda.","PeriodicalId":213722,"journal":{"name":"Bottom of the Pyramid Marketing: Making, Shaping and Developing BoP Markets","volume":"48 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-11-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130857532","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2018-11-19DOI: 10.1108/978-1-78714-555-920181003
R. Chakrabarti, K. Mason
Abstract This chapter draws on the concept of orders of worth to generate understanding into how sustainable, good markets might be enabled at the bottom of the pyramid (BoP). Through an ethnographic study of the efforts of a non-government organisation (NGO) to create spaces where values and value at the BoP are unearthed, articulated, contested and translated into market-making practices. Insights are generated into how interventions to make-markets in sites of extreme poverty become ‘worth the effort’. In keeping with the market studies literature, the authors explore how multiple, contested and reframed needs generate insights into the efforts (and practices) that shape orders of worth in economic life. Orders of worth are the everyday practice of social values that constitute economic value and are framed through the moral values of social worlds as these values are put to work to calculate economic value. This work provides a contribution to the market studies literature through our understanding of the relationship between social and economic values in the creation of orders of worth, by showing how this happens at the BoP. Second, the authors contribute to the BoP literature by showing how places and spaces can be created and used to enable markets to unfold and happen. Finally, the findings contribute to our understanding of the types of practices and market-making devices that interventions might adopt and adapt in order to prod potential actors into action. The chapter identifies three types of enabling practices that make markets possible: connecting, integrating and reclassifying.
{"title":"Chapter 2 Making Markets ‘Worth the Effort’ at the Bottom of the Pyramid","authors":"R. Chakrabarti, K. Mason","doi":"10.1108/978-1-78714-555-920181003","DOIUrl":"https://doi.org/10.1108/978-1-78714-555-920181003","url":null,"abstract":"Abstract \u0000This chapter draws on the concept of orders of worth to generate understanding into how sustainable, good markets might be enabled at the bottom of the pyramid (BoP). Through an ethnographic study of the efforts of a non-government organisation (NGO) to create spaces where values and value at the BoP are unearthed, articulated, contested and translated into market-making practices. Insights are generated into how interventions to make-markets in sites of extreme poverty become ‘worth the effort’. In keeping with the market studies literature, the authors explore how multiple, contested and reframed needs generate insights into the efforts (and practices) that shape orders of worth in economic life. Orders of worth are the everyday practice of social values that constitute economic value and are framed through the moral values of social worlds as these values are put to work to calculate economic value. This work provides a contribution to the market studies literature through our understanding of the relationship between social and economic values in the creation of orders of worth, by showing how this happens at the BoP. Second, the authors contribute to the BoP literature by showing how places and spaces can be created and used to enable markets to unfold and happen. Finally, the findings contribute to our understanding of the types of practices and market-making devices that interventions might adopt and adapt in order to prod potential actors into action. The chapter identifies three types of enabling practices that make markets possible: connecting, integrating and reclassifying.","PeriodicalId":213722,"journal":{"name":"Bottom of the Pyramid Marketing: Making, Shaping and Developing BoP Markets","volume":"16 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-11-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115588782","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2018-11-19DOI: 10.1108/978-1-78714-555-920181002
M. Viswanathan, Arun Sreekumar, Roland Gau
Abstract The authors look back and forward in terms of challenges and opportunities for marketing, viewed from the vantage point of the subsistence marketplaces stream. The authors discuss how marketing can evolve and expand to address the scale and scope of challenges that lie ahead. By way of challenges, the authors discuss the confluence of uncertainties, such as inherent in the Base of the Pyramid (BoP) contexts, in environmental issues, and in the arena of technological solutions, as well as the confluence of unfamiliarities among managers, students, and researchers. The authors discuss opportunities for marketing through a bottom-up approach and argue for evolving marketing with rapidly changing reality in BoP markets, a harbinger and an innovation laboratory for all contexts.
{"title":"Chapter 1 Evolving and Expanding Marketing to Address Challenges and Opportunities in BoP Markets: Looking Back and Forward","authors":"M. Viswanathan, Arun Sreekumar, Roland Gau","doi":"10.1108/978-1-78714-555-920181002","DOIUrl":"https://doi.org/10.1108/978-1-78714-555-920181002","url":null,"abstract":"Abstract \u0000The authors look back and forward in terms of challenges and opportunities for marketing, viewed from the vantage point of the subsistence marketplaces stream. The authors discuss how marketing can evolve and expand to address the scale and scope of challenges that lie ahead. By way of challenges, the authors discuss the confluence of uncertainties, such as inherent in the Base of the Pyramid (BoP) contexts, in environmental issues, and in the arena of technological solutions, as well as the confluence of unfamiliarities among managers, students, and researchers. The authors discuss opportunities for marketing through a bottom-up approach and argue for evolving marketing with rapidly changing reality in BoP markets, a harbinger and an innovation laboratory for all contexts.","PeriodicalId":213722,"journal":{"name":"Bottom of the Pyramid Marketing: Making, Shaping and Developing BoP Markets","volume":"978 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-11-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132685129","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2018-11-19DOI: 10.1108/978-1-78714-555-920181010
W. Jayawickramarathna, K. Rahman, R. Mulye, T. Fry
Abstract The market-based approach to catering for the poor mainly focusses on companies making profits while helping the poor enhance their lives. This concept presented the possibility of there being a ‘fortune’ to make at the Bottom of the Pyramid (BoP) market that was an opportunity for both businesses and consumers. The notion of the BoP market has been widely studied using urban and rural contexts as distinct classifications; yet many argue that the opportunity does not in fact exist in the rural BoP markets. In this chapter the authors examine the prospects in the rural BoP in Sri Lanka through a qualitative study using insights provided by industry practitioners who operate at the BoP level. Findings show that a large percentage of the income of multinational companies is derived from rural BoP markets. Compared to the urban sector, the rural BoP market indicates relatively higher disposable income and is viewed as an attractive market segment by industry practitioners. The findings also show that rural BoP people have more resources and skills than their urban counterparts, although the former commonly have lower levels of education. Moreover, the youth segment in both the urban and rural BoP markets was found to heavily consume social media. The authors conclude their discussion by providing several key proposals for organisations looking to seize opportunities in this market.
{"title":"Chapter 9 Profitability in Rural Bottom of the Pyramid (BoP) Markets from a Business Perspective: Evidence from Sri Lanka","authors":"W. Jayawickramarathna, K. Rahman, R. Mulye, T. Fry","doi":"10.1108/978-1-78714-555-920181010","DOIUrl":"https://doi.org/10.1108/978-1-78714-555-920181010","url":null,"abstract":"Abstract \u0000The market-based approach to catering for the poor mainly focusses on companies making profits while helping the poor enhance their lives. This concept presented the possibility of there being a ‘fortune’ to make at the Bottom of the Pyramid (BoP) market that was an opportunity for both businesses and consumers. The notion of the BoP market has been widely studied using urban and rural contexts as distinct classifications; yet many argue that the opportunity does not in fact exist in the rural BoP markets. In this chapter the authors examine the prospects in the rural BoP in Sri Lanka through a qualitative study using insights provided by industry practitioners who operate at the BoP level. Findings show that a large percentage of the income of multinational companies is derived from rural BoP markets. Compared to the urban sector, the rural BoP market indicates relatively higher disposable income and is viewed as an attractive market segment by industry practitioners. The findings also show that rural BoP people have more resources and skills than their urban counterparts, although the former commonly have lower levels of education. Moreover, the youth segment in both the urban and rural BoP markets was found to heavily consume social media. The authors conclude their discussion by providing several key proposals for organisations looking to seize opportunities in this market.","PeriodicalId":213722,"journal":{"name":"Bottom of the Pyramid Marketing: Making, Shaping and Developing BoP Markets","volume":"106 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-11-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131994797","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2018-11-19DOI: 10.1108/978-1-78714-555-920181005
A. Khare
Abstract This chapter argues for looking into alternative domains, beyond the narrow confines of the base of the pyramid narrative, to develop a comprehensive and meaningful understanding of marginalised consumers and markets. In gaining deep and nuanced understanding of these markets and consumption behaviour, scholar may draw theoretical resources from varied disciplines such as economics, political theory, literary theory, sociology and anthropology. This chapter reviews three such scholarly perspectives on consumption and markets under poverty.
{"title":"Chapter 4 Beyond the BoP: A Look into Alternative Domain","authors":"A. Khare","doi":"10.1108/978-1-78714-555-920181005","DOIUrl":"https://doi.org/10.1108/978-1-78714-555-920181005","url":null,"abstract":"Abstract \u0000This chapter argues for looking into alternative domains, beyond the narrow confines of the base of the pyramid narrative, to develop a comprehensive and meaningful understanding of marginalised consumers and markets. In gaining deep and nuanced understanding of these markets and consumption behaviour, scholar may draw theoretical resources from varied disciplines such as economics, political theory, literary theory, sociology and anthropology. This chapter reviews three such scholarly perspectives on consumption and markets under poverty.","PeriodicalId":213722,"journal":{"name":"Bottom of the Pyramid Marketing: Making, Shaping and Developing BoP Markets","volume":"35 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-11-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"134167629","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2018-11-19DOI: 10.1108/978-1-78714-555-920181004
D. Sarkar, K. Kundu, Himadri Roy Chaudhuri
Abstract The present study is aimed at understanding the survival strategies of Subsistence-type Rural Independent retailers, henceforth called SRIs, in the Bottom-of-the-Pyramid (BoP) markets of developing economies through a qualitative study. SRIs constitute a pivotal channel of distribution of goods to BoP consumers living in the rural areas of developing economies. A process of long interviews was chosen for data gathering to allow SRIs to go into details to allow them to expound upon their beliefs, life-situations, and societal norms. Narratives were collected verbatim from SRIs. The concept of socio-economic embeddedness is used as the central concept to interpret and connect the elements, discerned from the narratives, into a conceptual framework. The aforesaid theory combines the neo-classical economic concept of utility maximization with behavioral economics and economic sociology. The analysis of the narratives is interpretive against the identified elements of the concept of economic embeddedness. The survival strategies of SRIs seem to stem from sociological, psychological, and utility-maximizing behaviors. The elements of SRIs’ responses to its environment provide valuable insights into their purchase motivations.
{"title":"Chapter 3 A Qualitative Study on the Survival Strategies of Retailers in BoP Markets","authors":"D. Sarkar, K. Kundu, Himadri Roy Chaudhuri","doi":"10.1108/978-1-78714-555-920181004","DOIUrl":"https://doi.org/10.1108/978-1-78714-555-920181004","url":null,"abstract":"Abstract \u0000The present study is aimed at understanding the survival strategies of Subsistence-type Rural Independent retailers, henceforth called SRIs, in the Bottom-of-the-Pyramid (BoP) markets of developing economies through a qualitative study. SRIs constitute a pivotal channel of distribution of goods to BoP consumers living in the rural areas of developing economies. A process of long interviews was chosen for data gathering to allow SRIs to go into details to allow them to expound upon their beliefs, life-situations, and societal norms. Narratives were collected verbatim from SRIs. The concept of socio-economic embeddedness is used as the central concept to interpret and connect the elements, discerned from the narratives, into a conceptual framework. The aforesaid theory combines the neo-classical economic concept of utility maximization with behavioral economics and economic sociology. The analysis of the narratives is interpretive against the identified elements of the concept of economic embeddedness. The survival strategies of SRIs seem to stem from sociological, psychological, and utility-maximizing behaviors. The elements of SRIs’ responses to its environment provide valuable insights into their purchase motivations.","PeriodicalId":213722,"journal":{"name":"Bottom of the Pyramid Marketing: Making, Shaping and Developing BoP Markets","volume":"18 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-11-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"134351599","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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