Business solutions for the global poor : creating social and economic value

Based on research presented at The Harvard Business School's first-ever conference on business approaches to poverty alleviation, Business Solutions for the Global Poor brings together perspectives from leading academics and corporate, non-profit and public sector managers. The contributors draw on practical and dynamic how-to insights from leading BOP ventures from more than twenty countries world-wide. This important volume reflects poverty's multi-faceted nature and a broad range of actors--multinational and local businesses, entrepreneurs, civil society organizations and governments--that play a role in its alleviation.

Author Notes

V. Kasturi (Kash) Rangan is the Malcolm P. McNair Professor of Marketing at Harvard Business School and cochairman of the School's Social Enterprise Initiative.

John A. Quelch is senior associate dean and Lincoln Filene Professor of Business Administration at Harvard Business School and'was formerly dean of London Business School.

Gustavo Herrero is the executive director of the HBS Latin American Research Center in Buenos Aires, Argentina.

Brooke Barton is research associate with the HBS Global Poverty Initiative.

C. K. Prahalad and Paul McCracken and Ruth McCracken and Stephen M. RossFauzia Erfan AhmedGuillermo D'Andrea and Gustavo HerreroKunal Sinha and John Goodman and Ajay S. Mookerjee and John A. QuelchBruce R. Scott and Paul W. CheringtonDavid E. Bloom and Clarence James Gamble and Tarun Khanna and Jorge Paulo LemannRohit Deshpande and Sebastian S. Kresge and Zoe ChancePablo Sanchez and Miguel A. Rodriguez and Joan E. RicartDavid J. Jhirad and Annie WoollamCarlos Rufin and Luis Fernando ArboledaMarcelo Paladino and Lisandro BlasWilson A. Jacome and Luis E. Loria and Luis Reyes PortocarreroMelchior Dikkers and Paulo Cesar MottaV. Kasturi Rangan and Malcolm P. McNair and Dalip Sehgal and Rohithari RajanArthur I. Segel and Nadeem Meghji and Regina Garcia-CuellarKapil Marwaha and Anil B. Kulkarni and Jipan K. Mukhopadhyay and S. SivakumarRavi Anupindi and Michael R. and Mary Kay Hallman Fellow and Stephen M. Ross and S. SivakumarRay A. Goldberg and George M. Moffett and Kerry HermanJames E. Austin and Eliot I. Snider and Patricia Marquez and Ezequiel Reficco and Gabriel Berger and Cristina Fedato and Rosa Maria Fischer and Juliano Flores and Henry Gomez-Samper and Francisco A. Leguizamon and Gerardo Lozano Fernandez and Andrea M. PradoGerardo C. Ablaza Jr. and Antonino T. Aquino and Christopher Beshouri and Kristine Romano and Jaime Augusto Zobel de Ayala IIRosabeth Moss Kanter and Ernest L. ArbuckleCarolyn Welch and Ann ScoffierDoug Guthrie and Michael McQuarrieR. S. Tucker and Thomas S. Mondschean and Bruce R. Scott and Paul W. CheringtonChristian Seelos and Johanna MairValeria Budinich and Kimberly Manno Reott and Stephanie SchmidtFrederick Ahwireng-Obeng and Mthuli NcubeLinda A. Hill and Wallace Brett Donham and Maria FarkasMichael ChuMarc J. Epstein and Christopher A. CraneDavid J. PorteousDavid T. Rose and Daniel Schneider and Peter Tufano and Sylvan C. ColemanHerman B. Leonard and George F. Baker Jr.

Foreword	p. xv
Acknowledgments	p. xvii
Introduction	p. 1
Part 1 Just Who are the Poor?
1 Microcredit, Segmentation, and Poverty Alleviation Strategy for Women: Who Are the Customers?	p. 15
2 Understanding Consumers and Retailers at the Base of the Pyramid in Latin America	p. 25
3 Marketing Programs to Reach India's Underserved	p. 40
Part 2 Meeting the Basic Needs of the Poor
4 Brcko and the Arizona Market	p. 53
5 Health Services for the Poor in Developing Countries: Private vs. Public vs. Private and Public	p. 63
6 Fighting AIDS, Fighting Poverty: Customer-Centric Marketing in the Generic Antiretroviral Business	p. 73
7 Meeting Unmet Needs at the Base of the Pyramid: Mobile Health Care for India's Poor	p. 84
8 Energizing the Base of the Pyramid: Scaling up Successful Business Models to Achieve Universal Electrification	p. 92
9 Utilities and the Poor: A Story from Colombia	p. 107
10 Bringing Natural Gas Service to Poor Areas: The Case of Buenos Aires's Moreno District	p. 117
Part 3 Building the Bop Value Chain
11 Multiahorro: Barrio Store	p. 128
12 Photography and the Low-Income Classes in Brazil: A Case Study of Kodak	p. 135
13 The Complex Business of Serving the Poor: Insights from Unilever's Project Shakti in India	p. 144
14 Patrimonio Hoy: A Groundbreaking Corporate Program to Alleviate Mexico's Housing Crisis	p. 155
15 Creating Strong Businesses by Developing and Leveraging the Productive Capacity of the Poor	p. 167
16 ITC's e-Choupal: A Platform Strategy for Rural Transformation	p. 173
17 Nestle's Milk District Model: Economic Development for a Value-Added Food Chain and Improved Nutrition	p. 183
Part 4 Business and Leadership Models
18 Building New Business Value Chains with Low-Income Sectors in Latin America	p. 193
19 Viable Business Models to Serve Low-Income Consumers: Lessons from the Philippines	p. 207
20 When Giants Discover the Disadvantaged: Managerial Challenges and Success Factors in Building Capacity to Serve Underserved Markets	p. 223
Part 5 The Role of Government and Civil Society
21 The Role of Financial Institutions in Revitalizing Low-Income Neighborhoods	p. 239
22 Houses for the Poor and New Business for Banks: Creating a Market for Affordable Housing	p. 249
23 The South African Financial Sector Charter: A Supplementary Market Framework to Achieve Affirmative Action	p. 259
24 How Social Entrepreneurs Enable Human, Social, and Economic Development	p. 271
25 Hybrid Value Chains: Social Innovations and Development of the Small Farmer Irrigation Market in Mexico	p. 279
26 Entrepreneurship and Poverty Alleviation in South Africa	p. 289
27 A Gentler Capitalism: Black Business Leadership in the New South Africa	p. 295
Part 6 Measuring Success
28 Microfinance: Business, Profitability, and Creation of Social Value	p. 309
29 Alleviating Global Poverty Through Microfinance: Factors and Measures of Financial, Economic, and Social Performance	p. 321
30 Strong Double-Bottom-Line Banking	p. 335
31 H&R Block's Refund Anticipation Loans: Perilous Profits at the Bottom of the Pyramid?	p. 349
32 When Is Doing Business with the Poor Good-for the Poor? A Household and National Income Accounting Approach	p. 362
Appendix Conference Participants	p. 374
Notes	p. 382
References	p. 403
About the Contributors	p. 416
About the Editors	p. 419
Index	p. 423

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