| 1. |
- Gebauer, Heiko, et al.
(författare)
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Business model innovation in base of the pyramid markets
- 2017
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Ingår i: Journal of Business Strategy. - : Emerald Group Publishing Limited. - 0275-6668 .- 2052-1197. ; 38:4, s. 38-46
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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.
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| 2. |
- Gebauer, Heiko, et al.
(författare)
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Business model innovation in the water sector in developing countries
- 2014
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Ingår i: SCIENCE OF THE TOTAL ENVIRONMENT. - : Elsevier. - 0048-9697. ; 488, s. 516-524
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Tidskriftsartikel (refereegranskat)abstract
- Various technologies have been deployed in household devices or micro-water treatment plants for mitigating fluoride and arsenic, and thereby provide safe and affordable drinking water in low-income countries. While the technologies have improved considerably, organizations still face challenges in making them financially sustainable. Financial sustainability questions the business models behind these water technologies. This article makes three contributions to business models in the context of fluoride and arsenic mitigation. Firstly, we describe four business models: A) low-value devices given away to people living in extreme poverty, B) high-value devices sold to low-income customers, C) communities as beneficiaries of micro-water treatment plants and D) entrepreneurs as franchisees for selling water services and highlight the emergence of hybrid business models. Secondly, we show current business model innovations such as cost transparency & cost reductions, secured & extended water payments, business diversification and distribution channels. Thirdly, we describe skills and competencies as part of capacity building for creating even more business model innovations. Together, these three contributions will create more awareness of the role of business models in scaling-up water treatment technologies. (C) 2014 Elsevier B.V. All rights reserved.
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| 3. |
- Gebauer, Heiko, et al.
(författare)
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Business model innovations for overcoming barriers in the base-of-the-pyramid market
- 2017
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Ingår i: Industry and Innovation. - Oxon, UK : Taylor & Francis. - 1366-2716 .- 1469-8390. ; 24:5, s. 543-568
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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.
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| 4. |
- Gebauer, Heiko, et al.
(författare)
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Capabilities for providing socially beneficial services to consumers in low-income markets
- 2018
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Ingår i: SMR - Journal of Service Management Research. - : Nomos Verlag. - 2511-8676. ; 2:1, s. 16-27
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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.
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| 5. |
- Gebauer, Heiko, et al.
(författare)
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Competing in business-to-business sectors through pay-per-use services
- 2017
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Ingår i: Journal of Service Management. - : Emerald Group Publishing Limited. - 1757-5818 .- 1757-5826. ; 28:5, s. 914-935
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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.
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| 6. |
- Gebauer, Heiko, et al.
(författare)
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Organizational capabilities for pay-per-use services in product-oriented companies
- 2017
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Ingår i: International Journal of Production Economics. - Amsterdam : Elsevier. - 0925-5273 .- 1873-7579. ; 192, s. 157-168
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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.
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| 7. |
- Gebauer, Heiko, et al.
(författare)
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When one business model is not enough for a social business
- 2017
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Ingår i: Strategic Direction. - : Emerald Group Publishing Limited. - 0258-0543 .- 1758-8588. ; 33:1, s. 10-12
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Tidskriftsartikel (refereegranskat)abstract
- Purpose This paper aims to illustrate how managing multiple business models can become a key factor for succeeding in base-of-the-pyramid markets.Design/methodology/approach Case study was conducted through an engaged scholarship approach.Findings The authors highlight that companies can manage multiple business models, if they are following these three steps: recognition of costs-and-benefits, improvement and growth and creation of synergies.Practical implications The study provides guidance on how to manage multiple business models.Social implications This paper discusses Sustainable Organic Integrated Livelihoods, a social enterprise, which provides basic sanitation in bade-of-the-pyramid markets.Originality/value Operating more than one business model could cause often strategic failures. Sustainable Organic Integrated Livelihoods explored the advantages of having multiple business models in following three steps: recognition of costs-and-benefits, improvement and growth and creation of synergies.
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| 8. |
- Jennings Saul, Caroline, et al.
(författare)
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Born solution providers Dynamic capabilities for providing solutions : Dynamic capabilities for providing solutions
- 2018
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Ingår i: Industrial Marketing Management. - : Elsevier. - 0019-8501 .- 1873-2062. ; 73, s. 31-46
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Tidskriftsartikel (refereegranskat)abstract
- Our investigation draws on a qualitative study, which explores the anomaly of Born Solution Providers. Compared to the traditional assumption that product companies shift toward solutions during the maturity phase, companies can already offer solutions in the market development phase. We investigate the dynamic capabilities for providing solutions in the market development phase. Our findings reveal a microfoundation of dynamic capabilities. This microfoundation is structured into 10 dimensions along sensing, seizing, and reconfiguring activities. Within these 10 dimensions, we disaggregate the dynamic capabilities into individual skills and organizational routines. Interestingly, organizations utilize routines underlying the options for each dimension (e.g., routines for sensing internal and external opportunities, seizing standardization, and customization), but they tend to stick to routines for one of these options. Individual skills enable organizations to balance the options. Our results suggest that these individual skills evolve through higher-order processes, namely, single- and double-loop learning activities.
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| 9. |
- Jennings Saul, Caroline, et al.
(författare)
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Digital transformation as an enabler for advanced services in the sanitation sector
- 2018
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Ingår i: Sustainability. - : MDPI AG. - 2071-1050. ; 10:3
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Tidskriftsartikel (refereegranskat)abstract
- People in Base of the Pyramid markets still face difficulties when it comes to sanitation. Container-based Sanitation (CBS) services represent a promising advanced sanitation service. Despite the observed outcomes of CBS services, organizations face obstacles when providing these services. To overcome these obstacles, digital transformations of these services are being carried out. We rely on multiple case studies to understand these digital transformations. Our findings highlight (1) the challenges these case organizations faced before engaging in the digital transformation, (2) their individual digital transformation pathways, and (3) a general framework for digital transformations in BoP markets.
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| 10. |
- Jennings Saul, Caroline
(författare)
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Extending Access : Perspectives on Business Model Innovation in Water and Sanitation Service Provision
- 2019
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Doktorsavhandling (övrigt vetenskapligt/konstnärligt)abstract
- Many organizations are attempting to improve the well-being of people living in poverty, whether it be philanthropic, through offering transformative services, or buying into the doing well by doing good ethos of corporate Base of the Pyramid (BoP) strategies. Some of these efforts are being directed towards extending access to safely managed water and sanitation services to everyone. There are many factors that contribute to the complexity of reaching universal water and sanitation coverage including limited finance, cultural practices, and localized effects of climate change. Once a community has access, sustaining it can be hindered by poor design, maintenance, or governance.The aim of this dissertation is to examine the roles of business models and business model innovation in providing and later scaling water and sanitation services in low-income countries. In doing so, it brings together poverty alleviation and business model theories to address barriers specific to the water and sanitation sectors. This dissertation is a compilation of seven different papers that follow a case study approach. The cases used in these studies are of non-governmental organizations, social businesses, small and medium-sized enterprises, and multinational enterprises that work in the water and sanitation sector in low-income countries.The findings of this dissertation span theoretical levels: business models, business model innovation, and capability development and sectors: water and sanitation. Each paper contributes to the intersection of at least two of these factors, e.g., by classifying business models and business model innovations in water service providers or examining the multiple business models used by a single sanitation service provider.Overall, this dissertation has analysed key theories in market-based approaches to poverty alleviation with regard to business model thinking and provides insights into offering services and expanding social impact in BoP markets.
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