Social Intermediation in Base‐of‐the‐Pyramid Markets

36 Pages Posted: 19 Dec 2012

See all articles by Geoffrey M. Kistruck

Geoffrey M. Kistruck

Ohio State University (OSU) - Fisher College of Business

Israr Ahmed Qureshi

IE Business School - Department of Entrepreneurship; Department of Information Systems and Technology

Paul W. Beamish

University of Western Ontario - Asian Management Institute

Christopher J. Sutter

affiliation not provided to SSRN

Date Written: January 2013

Abstract

Our study explores the structuring decisions made by intermediaries seeking to alleviate poverty by connecting base‐of‐the‐pyramid markets with more developed markets. Using intermediation theory to ground our study, we collected qualitative data on 29 social intermediation projects located within Latin America, Africa, and Asia. Our findings suggest that ‘socializing’ intermediation theory to more accurately explain and predict structural outcomes across more diverse contexts requires three key modifications: (1) the attenuation of opportunism, which creates an internalizing social force; (2) the accommodation of non‐monetary objectives, which creates an externalizing social force; and (3) the perception of transaction capabilities as tractable, which serves as a guidepost for reconciling these two opposing social forces.

Keywords: base‐of‐the‐pyramid, intermediation, poverty alleviation, social enterprise, structuring

Suggested Citation

Kistruck, Geoffrey M. and Qureshi, Israr Ahmed and Beamish, Paul W. and Sutter, Christopher J., Social Intermediation in Base‐of‐the‐Pyramid Markets (January 2013). Journal of Management Studies, Vol. 50, Issue 1, pp. 31-66, 2013, Available at SSRN: https://ssrn.com/abstract=2191398 or http://dx.doi.org/10.1111/j.1467-6486.2012.01076.x

Geoffrey M. Kistruck

Ohio State University (OSU) - Fisher College of Business ( email )

2100 Neil Avenue
Columbus, OH 43210-1144
United States

Israr Ahmed Qureshi

IE Business School - Department of Entrepreneurship; Department of Information Systems and Technology ( email )

Calle Maria de Molina 12, Bajo
Madrid, Madrid 28006
Spain

Paul W. Beamish

University of Western Ontario - Asian Management Institute ( email )

Richard Ivey School of Business
London, Ontario N6A 3K7
Canada
519-661-3237 (Phone)
519-661-3700 (Fax)

Christopher J. Sutter

affiliation not provided to SSRN ( email )

No Address Available

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