企业面向低收入群体(BOP)的商业模式创新研究--从理论分析框架到决策支持模型.pdfVIP

企业面向低收入群体（BOP ）的商业模式创新研究 ——从理论分析框架到决策支持模型 郝秀清1 张利平陈小鹏仝允桓 （清华大学经济管理学院，北京，10084） 【摘要】金字塔底层（BOP ）战略是一种近年来在全球范围内快速兴起的兼顾经济利益与社会问 题的经营理念，关注如何通过基于市场机制的创新来满足缓解贫困与企业盈利的双重需求。然而，企 业应如何进行这一系列的创新，目前学术界仍缺乏深入的理论分析和实证研究。本文在梳理相关研究 的基础上，提出了面向BOP 商业模式创新的理论分析框架，该框架包含BOP 特征、价值主张、社会 嵌入、可持续能力和扩展能力等五个维度。并以6 个在中国开展BOP 业务的企业案例为研究对象，将 这一理论分析框架扩展为可帮助企业进行BOP 商业实践的决策支持模型。因此，本研究即是对已有 BOP 理论研究的整合与拓展，同时也对中国企业的BOP 创新实践有借鉴意义。 【关键词】BOP ；商业模式创新；多案例研究 [ 中图分类号] F204 [文献标识码] A [文章编号] Research on BOP-oriented business model innovation: from the theoretical framework to the decision support model Hao Xiu-qing; Zhang Liping; Chen Xiaopeng; Tong Yunhuan (School of Economics and Management, Beijing, 10084) Abstract: “Alleviating poverty through market-based approach” is increasingly capturing the attention of academia and practitioners. However, there remains a lack of empirical and theoretical work on how enterprises should tap into BOP to meet the dual needs of the society and the firms. Based on BOP-related literature review, this study proposed a five-dimension theoretical framework to analyze this BOP-oriented business model innovation. These five dimensions include BOP characteristic, value creation, social embeddedness, sustainability, and scalability. Then, following by a multiple case study on six BOP businesses within Chinese context, this study inductively specified this framework to a decision support model. This research has made insightful expansion and contributions to the existing BOP research and provided strategies implications for management practice. Key Words: the Base of the Pyramid; business model innovation; multiple-case study 通讯作者联系方式 张利平 电话 邮箱：zhanglp.07@sem.tsinghua.edu.cn 1[收稿日期] [基金项目]