Navigating the BOP business landscape : a framework for strategically engaging the BOP

Tendai Chikweche, Richard Fletcher

    Research output: Chapter in Book / Conference PaperConference Paperpeer-review

    Abstract

    ![CDATA[There is a growing body of literature on the importance of marketing to the (BOP) and on the challenges faced by firms that either serve or intend to serve this market. There is a consensus on the potential that exists for firms to serve the market at the base of the pyramid (BOP). However, there is a gap in the literature on how firms should effectively engage the BOP that involves identifying supporting structures and systems that need to be put in place to serve the market given the constraints that firms and their potential customers face when conducting business in that market. Whilst these constraints are well documented in previous literature, there is a need to revisit these constraints. This is because they impact on consumers, require firms to adjust their approaches when marketing to the BOP and influence the coping strategies of both firms and consumers when doing business at the BOP. We conclude by proposing a framework that firms can implement to effectively serve the BOP market.]]
    Original languageEnglish
    Title of host publicationProceedings of ANZMAC 2012: 3-5 December 2012, University of South Australia, Adelaide, S.A.
    PublisherANZMAC
    Number of pages7
    ISBN (Print)9780646563305
    Publication statusPublished - 2012
    EventAustralian & New Zealand Marketing Academy. Conference -
    Duration: 3 Dec 2012 → …

    Conference

    ConferenceAustralian & New Zealand Marketing Academy. Conference
    Period3/12/12 → …

    Keywords

    • bottom of the pyramid
    • strategic frameworks
    • marketing
    • developing countries

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