Developing a marketing framework for the bottom of the pyramid consumers
Journal of Advances in Management Research
ISSN: 0972-7981
Article publication date: 1 May 2020
Issue publication date: 22 June 2020
Abstract
Purpose
This paper develops a comprehensive marketing framework that firms could use as a foundation for developing a successful business model that ensures sustainability in BOP markets.
Design/methodology/approach
The study employs a qualitative research approach based on semi-structured in-depth interviews with founders or senior managers of Indian firms who have been successfully operating in the Indian BOP market. The data is then systematically coded and categorized with the help of software to get better insights.
Findings
The findings of the paper indicate that although the traditional 4As of marketing are important, they do not explain the success of firms adequately. Based on the findings of the interviews, we propose an 8A model that comprises the original 4As along with adaptability, assistance, action innovation and accelerating scale.
Practical implications
The proposed 8A framework would be useful for domestic and multi-national firms aiming to make a foray into the Indian BOP market.
Originality/value
The paper contributes to the literature on the BOP market by identifying the factors important for succeeding in the BOP market. It builds on the 4A model to propose 8As marketing framework in the context of BOP markets.
Keywords
Citation
Mathur, M., Mehta, R. and Swami, S. (2020), "Developing a marketing framework for the bottom of the pyramid consumers", Journal of Advances in Management Research, Vol. 17 No. 3, pp. 455-471. https://doi.org/10.1108/JAMR-01-2020-0015
Publisher
:Emerald Publishing Limited
Copyright © 2020, Emerald Publishing Limited