Chapter 2. Products and Services for the BOP

As we saw in the previous chapter, the BOP can be a viable growth market. During the last decade, many MNCs have approached BOP markets with an existing portfolio of products and services. Because these product portfolios have been priced and developed for Western markets, they are often out of reach for potential customers in BOP markets. More important, the feature–function set has often been inappropriate. As a result, the promise of the emerging BOP markets has been largely illusory.[1] At the same time, developmental agencies have also tried to replicate developed country models at the BOP with equally unsatisfactory results. The development assistance community has invested billions in Western ...

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