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A literature review on entrepreneurship at the Base-of-the-Pyramid: how B2B entrepreneurs make a difference in customer communication and CRM
Entrepreneurial activities provide impoverished individuals with opportunities for participation by
means of employment, education, capacity and business building. This literature review focuses on the
domain of entrepreneurial activities at the base of the pyramid (BoP) in the business to business (B2B)
context consolidating recent publications at the intersection of entrepreneurship and BoP. With the
progress in alleviating extreme poverty, a new type of entrepreneurial business activities emerges. More
than four billion individuals are living in miserable conditions but are extending consumption by
adopting Westernized role models. Considering the business environment taking the perspective of
entrepreneurs living in a BoP environment, customer communication and CRM turn out to be main
marketing challenges. Further, market access is one of the main barriers to impoverished individuals?
participation in market-driven environments. For traditional marketing organizations, it is a challenge
to communicate with and sell to illiterate customers who live in rural areas without proper
infrastructures, such as transportation and shopping facilities (Tasavori, Zaefarian, and Ghauri 2015).
Notably, entrepreneurial B2B opportunities arise from the fact that marketing approaches are often hard
to establish and implement (Anderson, Markides, and Kupp 2010; Raab, Zulauf, and Wagner 2017).
This literature review on entrepreneurship at the BoP reveals how B2B entrepreneurs make a difference
in customer communication and customer relationship management (CRM).
Autor
Prof. Dr. Ralf Wagner
Katharina Raab
 
ArtikelFachbereichFachrichtung
2018BetriebswirtschaftslehreMarketing/Absatz
 
Schlagwörter
Base of the Pyramid, CRM, B2B Entrepreneurship, customer communication