| 1. |
- Gebauer, Heiko, et al.
(författare)
-
Business model innovation in base of the pyramid markets
- 2017
-
Ingår i: Journal of Business Strategy. - : Emerald Group Publishing Limited. - 0275-6668 .- 2052-1197. ; 38:4, s. 38-46
-
Tidskriftsartikel (refereegranskat)abstract
- Purpose: This paper aims to highlight how initial business models can be converted into a larger-scale solution for tapping into the emerging base-of-the-pyramid markets. Design/methodology/approach: This study uses a qualitative, multi-case research design with 20 organizations tapping into the water market at the base-of-the-pyramid. Findings: This paper explores three business models innovations: fostering value-in-context, allowing for modifiability and embracing organizational ambidexterity. Research limitations/implications: Due to our qualitative research approach, generalizability of our findings is limited. Practical implications: The description of the three business model innovations offers guidance for executives to make their business models financially more sustainable in base-of-the-pyramid markets. Social implications: The water sector represents one especially interesting sector to examine business model innovations. For, among social goods, safe water remains a huge challenge to date where 700 million people remain without access to an improved water source. Originality/value: Previous business model discussion in base-of-the-pyramid markets focuses on commercial goods. The authors focus on water as a social good. They demonstrate that the existing recommendations that business models in base-of-the-pyramid markets should be inclusive, complex, collaborative and scalable are mandatory, but not sufficient. In addition, business models should foster value-in-context, allow for modifiability and embrace organizational ambidexterity. © 2017, © Emerald Publishing Limited.
|
|
| 2. |
- Gebauer, Heiko, et al.
(författare)
-
Business model innovations for overcoming barriers in the base-of-the-pyramid market
- 2017
-
Ingår i: Industry and Innovation. - Oxon, UK : Taylor & Francis. - 1366-2716 .- 1469-8390. ; 24:5, s. 543-568
-
Tidskriftsartikel (refereegranskat)abstract
- Many barriers must be overcome when entering the base-of-the-pyramid (BoP) market. Firms facing these barriers need to innovate new business models and reinvent existing ones to suit the BoP context. While previous literature has focused on the innovations of particular components of business models in BoP markets, we investigate the reconfigurations in the business model components that underpin the successful business model innovations. This study is based on multiple case studies in the water sector that we carried out in several different countries. Our findings suggest five business model innovations: (a) design, (b) renewal, (c) expansion, (d) diversification and (e) replication. Each business model innovation is a specific response to the barriers met in the BoP market and requires consistent configuration between its various components (i.e. value proposition, value creation and profit equation). These findings add, in two important aspects, to the academic realm of the business model domain: by contributing to the debate of business models in BoP markets and by advancing the configurational view of business models.
|
|
| 3. |
- Gebauer, Heiko, et al.
(författare)
-
Capabilities for providing socially beneficial services to consumers in low-income markets
- 2018
-
Ingår i: SMR - Journal of Service Management Research. - : Nomos Verlag. - 2511-8676. ; 2:1, s. 16-27
-
Tidskriftsartikel (refereegranskat)abstract
- Providing socially beneficial services to people living close to the poverty line is an exceptionally complex task, due to limited disposable income for such services and little knowledge to understand the actual service benefits. In addition, service providers face capability constraints to provide these types of services. This article examines capabilities for providing services to consumers in low-income markets. Based on a multiple case study on providing drinking water as a service, we show that service providers require three capabilities: (a) adapting the service operation model, (b) converting latent customer needs into value-added services, and (c) extending the customer portfolio. These capability descriptions advance previous capability descriptions about services for low-income consumers.
|
|
| 4. |
- Gebauer, Heiko, et al.
(författare)
-
Competing in business-to-business sectors through pay-per-use services
- 2017
-
Ingår i: Journal of Service Management. - : Emerald Group Publishing Limited. - 1757-5818 .- 1757-5826. ; 28:5, s. 914-935
-
Tidskriftsartikel (refereegranskat)abstract
- Purpose - Despite the opportunities provided by pay-per-use (PPU) services, product companies in business-to-business sectors often fail to compete systematically by using them. The purpose of this paper is to explain how companies can avoid failures when it comes to PPU services. The paper describes the "seizing" capabilities needed to achieve the strategic objectives of PPU services. Design/methodology/approach - The research process is divided into a pilot and an in-depth study. Altogether, 17 companies participated in the study. Findings - The findings reveal that the seizing capabilities depend on the strategic objectives of PPU services. To expand the market share with PPU services, companies need to broaden the customer portfolio for PPU services, to align individual services within the entire service portfolio and to balance profits made by PPU services and other business lines. For strategic objectives such as rapid sales growth early in the market development and new market creation other seizing capabilities are required. Research limitations/implications - The findings are not generalizable, due to the use of a qualitative study. The study is restricted to product companies in the business-to-business sector. Practical implications - Managers often believe that extending and modularizing the service portfolio is beneficial. When achieving sales growth during the market development phase, these capabilities are in fact sometimes counterproductive. Practitioners have to look into the costs and benefits of setting-up their own financing company and working with banks. Social implications - PPU services contribute to a more sustainable consumption and make product design more resource-efficient. Originality/value - The study is original by virtue of systematically studying PPU services, providing a microfoundation for seizing capabilities and developing testable propositions for future research.
|
|
| 5. |
- Gebauer, Heiko, et al.
(författare)
-
Organizational capabilities for pay-per-use services in product-oriented companies
- 2017
-
Ingår i: International Journal of Production Economics. - Amsterdam : Elsevier. - 0925-5273 .- 1873-7579. ; 192, s. 157-168
-
Tidskriftsartikel (refereegranskat)abstract
- Pay-per-use services are an interesting phenomenon, both empirically and theoretically. Despite the alleged benefits, companies still struggle to succeed with pay-per-use services. Theoretically, it is common sense that existing service capabilities cannot easily be converted into organizational capabilities for pay-per-use services. Based on multiple case studies, the present article narrows down the existing empirical and theoretical gaps through an inductive research approach. Our findings make the following contributions to the field of services in product-oriented companies and to the servitization literature. We describe the organizational capabilities necessary for pay-per-use services (e.g., financing such services, aligning costs with equipment usage, and collaborating with customers). We reveal that companies should convert these capabilities into three core competencies (strategizing pay-per-use services, utilizing technologies for pay-per-use services, and de-risking pay-per-use services), in order to achieve competitive advantages.
|
|
| 6. |
- Lindsay Haldimann, Mirella, 1990-
(författare)
-
Business Model Design for Social Goods and Services in Developing Economies
- 2019
-
Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- Over the past decade there have been increasing calls for alternative ways of tackling poverty problems in developing economies. Rather than aid or charity approaches that have traditionally dominated this area, an alternative line of discussion around base-of-the-pyramid approaches has emerged which emphasizes the role of innovation and pro-poor entrepreneurship. These developments are consequently reshaping our current views on organizational sectors, vulnerable communities, and sources of value creation.Social businesses trailblazing these approaches however may find it difficult to provide customers at the very base of the economic pyramid with products and services in financially sustainable ways. Markets in remote rural areas are characterized by severe resource scarcity and pervasive institutional voids which make the pursuit of designing adequate value creation and appropriation mechanisms a challenging undertaking. Additionally, the commercialization of social goods further compounds these challenges, because hybrid missions demand the simultaneous generation of social and commercial value.In this dissertation, I aim to shed light on these issues and examine how successful social businesses have emerged in the context of the unfolding pro-poor informal water market. This setting lent itself especially well to such study because the lack of safe and affordable water access prominently affects severely poor and secluded geographies to which sustainable solutions in profit, non-profit or governmental form have not yet emerged; yet successful solutions by social businesses have.Building on the emergent research on social businesses, I suggest that these organizations established viable business ventures by designing a type of business model that caters to the needs of socially constrained base-of-the-pyramid communities despite the afore-mentioned managerial challenges. With a focus on theory development, I employ a multi-qualitative approach consisting of multiple case studies to develop a conceptual framework of these social business models and various propositions as to what may underpin their successful development.The empirical foundation for these elaborations consists of five studies. These highlight distinct value creation and appropriation mechanisms as well as capabilities that social businesses employ to circumnavigate resource scarcity and institutional voids. Consequently, focusing on the design of value creation and appropriation mechanisms, we gain deeper insights as to why some social businesses may outperform other organizations. The thesis concludes with implications for base-of-the-pyramid, social entrepreneurship and business model literature, as well as avenues for future research.
|
|
