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Lookup NU author(s): Professor Suraksha Gupta
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Purpose The purpose of this paper is to develop a framework to understand how bottom of the pyramid (BoP) retailers adopt brands who sell to a very different set of customers and are served through long indirect channels. Design/methodology/approach In this study, 60 retailers belonging to different villages of Central and North Gujarat were interviewed. The interviews were audio recorded, transcribed and analyzed. A grounded theory-based analysis was carried out. Findings The analysis brought out six criteria used by the retailers in selecting brands with demand for the brand as the most dominant factor. Other criteria included brand adoption by other retailers, profitability, influence of wholesaler/distributor and packaging. Originality/value Previous studies with regard to brand adoption by retailers have focused on large retailers who are approached directly by the brands. There is a lack of studies on how BoP retailers adopt brands. Most studies have approached the subject from a distribution perspective of reaching these markets.
Author(s): Sinha PK, Gupta S, Rawal S
Publication type: Article
Publication status: Published
Journal: Qualitative Market Research: An International Journal
Year: 2017
Volume: 20
Issue: 2
Pages: 181-207
Online publication date: 04/05/2017
Acceptance date: 06/12/2016
ISSN (print): 1352-2752
ISSN (electronic): 1758-7646
Publisher: Emerald Publishing Limited
URL: https://doi.org/10.1108/QMR-07-2014-0056
DOI: 10.1108/QMR-07-2014-0056
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