Base of the Pyramid, BoP, competitive advantage


Business Administration, Management, and Operations


In this paper, we propose a new framework to measure the success of projects at the Base of the Pyramid (BoP), based on the relational view of strategy (Dyer and Singh, 1998; Lavie, 2006; Mesquita et al., 2008), and we test the framework using new case studies. We argue that the success of BoP projects depends on relation-specific resources and capabilities resulting from partnerships among participating organizations. Typical partners involved in a BoP project are firms that make a product or a service designed for BoP customers, a public or private agency that has local knowledge and presence, and a BoP community that uses the product. The relational view model can help assess the sustainable success of a BoP project because it examines unique interorganizational relationships and relation-specific combination of resources designed to create sustainable value (Dyer and Singh, 1998; Dyer, 1996). We apply this important model of strategic analysis to two new BoP projects.

Original Citation

Sánchez, C.M. and Schmid, A.S. (2013), "Base of the pyramid success: a relational view", South Asian Journal of Global Business Research, Vol. 2 No. 1, pp. 59-81.