Globally, more than two billion people suffer from deficiencies in micronutrients that are essential for human health. Low-income populations in low- and middle-income countries are especially vulnerable to these deficiencies. There are three priority interventions used to reduce micronutrient deficiencies and improve overall nutrition status — supplementation, fortification, and diet diversity. As the share of food purchases made by low-income households has been increasing, there is increasing interest in the role the private sector can play in these interventions. Currently, there is little known about the potential for a market-based approach to contribute to improvements in diet diversity. Proven to be one of the most effective ways of improving nutritional status, increasing diet diversification among low-income populations will be essential for reducing micronutrient deficiencies in the long-term. The purpose of this research is to contribute evidence on the potential for a market-based approach to increase diet diversity among low-income households in Mozambique. This research starts by examining the extent to which low-income consumers in Nampula, Mozambique make diverse food purchases and the amount they are willing to pay for such diversity. Since diet diversification is intended to improve health, the connections between individual-level health constructs and diversity of food purchases is subsequently investigated. These studies are then used as the basis for a participatory community-based intervention that explores if health constructs influence modifications in food purchases and the barriers and enabling factors that exist to using the market to increase household diet diversity. The findings of this work reveal that there is potential for markets to contribute to the diversity of foods consumed by low-income households; however, concerted efforts between the private, public, and civil sectors will likely be required for the success and longevity of market-based approaches. / Doctor of Philosophy / Though we usually think of hunger in terms of not getting enough to eat, there is another form, known as 'hidden hunger', which refers to not eating enough of the right types of foods. This results in not getting enough of the nutrients, such as iron or vitamin A, that are essential for human health and development. People living in low- and middle-income countries (LMICs) are especially vulnerable to this type of hunger, as their diet typically is comprised of calorie-rich but nutrient-deficient foods. One of the most effective ways to reduce hidden hunger, is to eat a variety of foods that are rich in micronutrients (e.g., fruits, vegetables, legumes, meat). In LMICs, governmental and non-governmental organizations (NGOs) have created programs to encourage this so-called 'diet diversity' by encouraging households to produce different types of food crops or plant kitchen gardens. These programs have been successful in increasing diet diversity, however, significant portions of the population in LMICs still lack diversity in their diets. We now know that an increasing number of low-income households in LMICs are purchasing at least some of their foods from markets. Thus, there is increasing interest in the role that businesses and food purchases can play in increasing the diversity of the diet among households that may be suffering from hidden hunger. The purpose of this research was to explore this possibility. First, I investigated if low-income consumers are already purchasing diverse foods from the market in Mozambique, and, if they are, how much are they willing to pay for this diversity. Second, I explored how the diversity of these purchases are related to what individuals believe about the connection between diet diversity and health. Then I conducted a community-based intervention, where low-income households participated in a nutrition and food-purchasing education and worked with facilitators to find ways that worked for them to increase the diversity of the foods they purchased from the market. The findings of this study show that it may be possible to use the market and food purchases to increase the diet diversity of low-income households, but that support from governments and NGOs will likely be required in order to be successful in reducing hidden hunger in the long-term.

O modelo econômico capitalista é constantemente questionado quanto à sua débil capacidade de distribuir riqueza e, por consequência, linhas de pensamento com modelos alternativos são frequentemente propostas. Uma linha de pensamento que tem ganhado notoriedade toma o sistema capitalista atual como ponto de partida, não propõe uma ruptura, mas uma evolução do seu conceito ao inserir premissas de impacto social. Nesse modelo, algumas definições de negócios têm sido cunhadas, como negócios sociais, negócios inclusivos e empreendimentos sociais. Este projeto tomou como ponto de partida a experiência vivida em uma startup de recrutamento de pessoal para posições operacionais, a ADS, e seu plano de transformação do modelo de negócio atual para um negócio inclusivo, onde buscava não apenas inserir a temática responsabilidade social em suas ações mas incluí-la em sua atividade central como forma de solução a um problema operacional do empreendimento. Para atender ao objetivo da empresa, o estudo, uma pesquisa-ação, propôs e testou um modelo de negócio inclusivo no mercado de recrutamento e seleção. Para tanto, percorreu as etapas de: (1) investigação (análise do caso de negócio inclusivo da Danone Kiteiras e execução de teste); (2) proposição (planejamento do negócio); (3) ação (execução do plano de negócio ao longo de onze meses). O estudo revelou, ainda na primeira etapa da pesquisa, a necessidade de romper com o modelo de negócio da ADS, uma consultoria de recrutamento e seleção, e criar uma plataforma que conectasse empregadores e mães, que fariam o trabalho de recrutar e selecionar profissionais em suas comunidades. Nesse novo modelo, a empresa nascente (Kunla) assumiu a responsabilidade de capacitar as mães para entregarem o serviço de recrutamento e seleção (estruturar a oferta) e, ainda, vender o serviço dessas mulheres a empresas (gerar demanda). Ao final dos onze ciclos de execução do plano de negócio, a pesquisa conseguiu viabilizar um modelo operacional inclusivo para a atividade de recrutamento e seleção, dando condições à empresa de seguir adiante para a etapa de comercialização massiva do serviço. / The capitalist economic model is constantly questioned about its weak ability to distribute wealth and, as consequence, lines of thought with alternative models are often proposed. A line of thought that has gained notoriety takes the current capitalist system as a starting point, does not propose a rupture, but an evolution of its concept by inserting assumptions of social impact in it. In this model, some business definitions have been minted, such as social business, socially inclusive business, and social enterprises. This project took as its starting point the experience of a staff recruitment startup focused on operational positions, ADS, and its plan to transform the current business model into a socially inclusive business, where it sought not only to insert the social responsibility theme in its actions, but include it in its central activity as a way of solving an operational problem of the enterprise. To meet the company\'s goal, the study, an action-researched, proposed and tested a socially inclusive business model in the recruitment and selection market. To do so, it went through the steps of (1) investigation (analysis of Danone´s Kiteiras\'s socially inclusive business case and testing); (2) proposition (business planning); (3) action (execution of the business plan over eleven months). The study also revealed the need to break up with the ADS business model, a recruitment and selection consultancy, and create a platform that would connect employers and mothers, who would do the job of recruiting and selecting professionals in their communities. In this new model, the startup company (Kunla) assumed the responsibility of capacitating the mothers in order to deliver the recruitment and selection service (structuring the offer) and also selling of these women´s services to companies (generate demand). By the end of the eleven cycles executing the business plan, the research succeeded in building an inclusive operational model for the recruitment and selection activity, enabling the company to move forward to mass marketing the service.

Yes

Philosophiae Doctor - PhD / This dissertation focuses on strategic partnership initiatives or ‘inclusive business model’ arrangements initiated between land restitution beneficiaries and private sector interests. It explores to what extent the introduction of strategic partnerships since 2005 reflects a dominant underlying land reform policy narrative premised on the superiority of large-scale commercial farming that contradicts other policy statements emphasizing support for small-scale farming. The effects of a hegemonic notion of “viability” – framed in terms of the large-scale commercial farm model - on partnership initiatives in the large Moletele claim in the Hoedspruit area of Limpopo Province is the primary concern of the study. I adopt a political economy perspective to examine both processes and the range of outcomes of the commercial partnerships established on Moletele land. Informed by this perspective, I explore the strategies pursued by, and the alliances formed between differently positioned actors that are engaged in contestations and negotiations over access to resources within these partnerships, which I conceptualize as “arenas of struggle”. Both qualitative and quantitative data were collected and analysed (mixed method approach), by means of a small sample of claimant households and in relation to joint ventures established between claimants and different private sector partners

Des groupes agro-alimentaires se tournent vers les filières laitières artisanales pour assurer leur approvisionnement. De cette tendance émergent des business inclusifs (BI). Malgré l’engouement qu’ils suscitent auprès des acteurs du développement agricole, ils restent délicats à mettre en œuvre. Mais dans quelle mesure la coordination de ces BI relève de démarches inclusives ? Quelles sont les barrières à leur adoption et les conséquences sur leur durabilité? Un cas d’étude est analysé pour explorer ces questions, le projet DEEP (Danone Egypt Ecosystem Project). Initié en 2011 par le fond Danone Ecosystème, en partenariat avec Danone Egypte et l’ONG CARE, il promeut un business model réplicable de centres de collecte de lait (CCL) de vache auprès des petits producteurs, dans des coopératives agricoles publiques. Ce BI tente de sécuriser l’approvisionnement de la laiterie Danone et de contribuer au développement socio-économique des villages hôtes. Dans la thèse, un cadre analytique transdisciplinaire est élaboré ; la gestion de la qualité permet d’associer une approche chaîne de valeur (CV) et une approche système agroalimentaire localisée (SYAL). Des données socio-économiques sont collectées entre 2014 et 2016, individuellement et collectivement, auprès des acteurs directement ou indirectement impliqués dans ce BI. Si l’extrême diversité des activités, des objectifs et des ressources des acteurs qui « gravitent » autour du produit lait et du BI est mise en évidence, améliorer la qualité du lait semble être un but partagé. La distance et les asymétries de pouvoirs entre les partenaires limitent la promotion de stratégies répondant à la complexité et à la variabilité du contexte égyptien. Au dépend de la collaboration, des logiques d’intégration et de coercition s’installent dans la chaîne de valeur inclusive (CVI), pilotée en aval par l’entreprise avec l’ONG. Si la qualité sanitaire du lait fourni par les CCL s’améliore, la qualité compositionnelle se dégrade. L’entreprise rejette fréquemment les livraisons des CCL sans mécanisme de compensation et la CVI construite est fragile. Le BI est alors abordé en examinant l’évolution du SYAL laitier d’Halabeya. Après 6 années d’interventions, le CCL y est un acteur central des réseaux de collecte de lait. Il influence la qualité sanitaire via les institutions qui l’organisent (analyses de la qualité du lait, fixation des prix ou connaissances sur l’hygiène). La promotion d’un pôle concentrant l’offre de services agricoles pour les fournisseurs du CCL échoue. Une multitude d’entreprises familiales de proximité, organisées en réseaux spécialisés mais non coordonnés, l’assurent. Il semble que la généricité de la construction de CVI durable doive passer par la systématisation de processus de partenariat. En Egypte, une cellule de coordination villageoise pourrait être créée. Réunissant divers acteurs clef du SYAL, elle pourrait activer les ressources territoriales aux profits des habitants et du BI, en l’associant dans un comité de pilotage avec des représentants de l’état, de l’entreprise investisseuse et de l’ONG. Ce comité de pilotage s’attacherait à bâtir un business model adapté au territoire et aux besoins des partenaires, puis à piloter la CVI construite. L’utilisation de l’amélioration de la qualité du lait pourrait catalyser l’action collective. Par la sensibilisation des partenaires, l’implication de l’état, le recours à des facilitateurs et la possibilité pour les territoires de communiquer sur ces interventions, limiter les asymétries de pouvoir devient envisageable. Original par son utilisation de la gestion de la qualité comme un facteur d’inclusion, le cadre d’analyse permet d’aborder des échelles variées et plus ou moins distantes et pose les bases d’un cadre d’action favorisant la territorialisation des partenariats de BI. Ainsi, bâtir des CVI durables, c’est contribuer à l’émergence de territoires autonomes, voie prometteuse dans les pays du Sud comme du Nord. / Agri-food companies turn to traditional dairy sector to ensure their supply of milk. Inclusivebusinesses (IB) have emerged from this trend. Despite the enthusiasm raised among the playersof agricultural development, such businesses remain difficult to implement. But to what extentdoes IB coordination fall into an inclusive approach? What are the obstacles to the adoption ofsuch processes and the consequences for their sustainability? A case study is analyzed to explorethese issues, the DEEP project (Danone Egypt Ecosystem Project). Initiated in 2011 by the DanoneEcosystem fund, in partnership with Danone Egypt and the NGO CARE, it promotes a replicablebusiness model of cow milk collection centers (MCC) in public agricultural cooperatives targetingsmall producers. This IB’s aims are to secure the sourcing of Danone’s dairy and to contribute tothe socio-economic development of associated villages. In this thesis, a transdisciplinary analyticalframework is developed; the quality management has been used to link a value chain (VC)approach and a localized agri-food system (SYAL) approach. Socio-economic data were collectedbetween 2014 and 2016, individually and collectively, directly or indirectly from the playersinvolved in this IB. While the extreme diversity of the activities, objectives and resources of actorsevolving around the milk product and the IB is highlighted, improving the quality of the milk seemsto be a common goal. Both the distance and the differences in power between partners limit thepromotion of strategies responding to the complexity and variability of the Egyptian situation.Logics of integration and coercion take place within the inclusive value chain (IVC) drivendownstream by the company with the NGO, to the detriment of collaboration. If the sanitaryquality of the milk provided by the MCC is improving, its compositional quality deteriorates. Thecompany frequently rejects deliveries from MCCs, without a mechanism for compensation, whichlead to the precarity of such built IVC. The IB is therefore discussed by examining the evolution ofthe dairy SYAL from Halabeya. After 6 years of interventions, the MCC became a central playerwithin the milk collection networks. It influences milk sanitary quality through the institutions thatorganize it (milk quality analyses, pricing or hygiene knowledge). The promotion of a hubdelivering agricultural services to MCC suppliers fails. Numerous local family businesses, organizedin specialized networks lacking of coordination, ensure it. It seems that the genericity of theconstruction of sustainable IVC must go through the systematization of partnership processes. InEgypt, a coordination cell in the village could be established. Bringing together various key actorsof the SYAL, this cell could activate the territorial resources in favour of the inhabitants and the IB,by associating it in a steering committee with representatives of the state, the investing companyand the NGO. This steering committee would work on building a business model adapted to theterritory and to the needs of the partners, before piloting the IVC built. Using milk qualityimprovement could catalyze the collective action. By raising awareness of partners, involving thestate, using facilitators and giving the capacity for the territories to communicate on theseinterventions, therefore limiting the differences in power becomes possible. Through its use ofquality management as an inclusion factor, the analytical framework allows approaching distantscales, and lays the foundations for an action framework fostering the territorialization of IBpartnerships. Therefore building sustainable IVCs go hand in hand with the emergence ofautonomous territories, a promising path towards the Southern countries as well as the Northern.

Made available in DSpace on 2016-04-25T16:44:43Z (GMT). No. of bitstreams: 1 Erika Campanharo de Moraes.pdf: 1175575 bytes, checksum: ea51b47d2110101e9f502425979fde10 (MD5) Previous issue date: 2015-03-12 / Micro and small businesses as well as individual micro-entrepreneurs are important for job creation and economic dynamism. Studies show that these businesses, when created and/or developed in business incubators, survive longer in the market than those that are created and developed alone. In this context, the company incubators stand out as important organizations for the whole society. There are several modes of operation, and one of them includes the development of businesses called inclusive, social and/or with social impact. The aim of this study was to analyze the performance of a social incubator that develops inclusive business through its activities, results and social impacts, by means of the perception of the incubator coordinator and entrepreneurs that have been incubated. To achieve this objective, a qualitative empirical research was made with a social incubator called Escola Empreendedora da Fundação Jari. From the case study of this work, it was found that social incubators have similar practices of technology and traditional base companies´ incubators, but also adopt other practices to better meet the needs of your target audience. Among other practices, can be highlighted: the phase of pre-incubation, corresponding to a training and preparation prior to entry into the incubator, and income generation at the beginning stage of incubation, since the income is needed to keep participants in the project by providing basic needs. The Social Incubator of Escola Empreendedora de Corte e Costura da Fundação Jari has shown itself to be an important organization for the integration of people in disadvantaged conditions in the production chain. The first incubation cycle enabled four women to undertake their own businesses, and one of them is no longer dependent on a government welfare program. In addition, the incubator could also be recognized for facilitating the entry of people into the labor market, during the training phase of pre-incubation and even during incubation, in which the professionals had the opportunity to gain experience by means of a corporate internship. Therefore, the incubator developed business and attracted experienced workers to the labor market. Therefore, this study is relevant as contributing to the debate about the role of social incubators / Os micros e pequenos negócios, bem como os microempreendedores individuais, são importantes para a geração de emprego e o dinamismo da economia. Estudos comprovam que esses negócios, quando criados e/ou desenvolvidos em incubadoras de empresas, sobrevivem mais no mercado em relação àqueles que foram criados e desenvolvidos sozinhos. Nesse contexto, as incubadoras de empresa se destacam como uma importante organização para toda a sociedade. Há diversas modalidades de atuação, e uma delas inclui o desenvolvimento de negócios chamados de inclusivos, sociais e/ou de impacto social. Este trabalho teve como objetivo geral analisar a atuação de uma incubadora social de negócio inclusivo considerando suas atividades, resultados e impactos sociais conforme são percebidos pelo coordenador da incubadora e pelos empreendedores que passaram pelo processo de incubação. Para atingir esse objetivo, foi realizada uma pesquisa empírica qualitativa com a incubadora social da Escola Empreendedora da Fundação Jari. A partir do estudo de caso deste trabalho, foi possível identificar que incubadoras sociais possuem práticas semelhantes às incubadoras de empresas de base tecnológica e tradicional, porém adotam outras para melhor atingir as necessidades de seu público-alvo. Dentre as outras práticas, pode-se destacar: a fase da pré-incubação, que corresponde a um treinamento e preparo prévio para o ingresso na incubadora, e a geração de renda na fase da incubação, uma vez que a renda se faz necessária para manter os participantes no projeto, pois é utilizada para necessidades básicas. A incubadora social da Escola Empreendedora de Corte e Costura se mostrou como uma importante organização para a inserção de pessoas em condições menos favorecidas na cadeia produtiva. O primeiro ciclo de incubação tornou possível que quatro mulheres empreendessem seus próprios negócios, e uma delas deixou de ser dependente de um programa assistencialista do governo. Além disso, a incubadora também pôde ser reconhecida por facilitar a entrada de pessoas no mercado de trabalho, na fase de capacitação da pré-incubação e até mesmo durante a incubação, na qual as profissionais tiveram a oportunidade de adquirir experiência nos moldes de um estágio corporativo. Portanto, a incubadora desenvolveu empresas e também mão de obra experiente para trabalho assalariado. Assim, este estudo mostra-se relevante por contribuir com o debate a respeito da atuação das incubadoras sociais

Sustainability and the penetration of new markets beyond developed industries are two topics that are gaining increasing attention both in research and in business practice. As Western industries are becoming saturated, companies are looking for further business alternatives and are focusing on North-South opportunities, among others. Therefore, bottom-of-the-pyramid markets are often mentioned as promising mass markets. However, market access remains a challenge, as bottom-of-the-pyramid contexts are characterized by low incomes, resource constraints, and infrastructural barriers. In addition, sustainable practices are a challenge. Since the introduction of the Sustainable Development Goals by the United Nations, which apply to all countries, companies are required to address aspects of sustainability in their business practices. However, they have to cope with conflicting dimensions inherent to sustainability such as improving economic and social aspects, which are usually accompanied by higher resource demands and environmental degradation. Previous literature started to address these issues by focusing on innovative approaches such as frugal innovation, social innovation, or resource-constrained innovation. In the last decade, research on frugal innovations has particularly focused on how to address the challenges of low-income and resource-constrained contexts, often with aspects of sustainability in mind. However, to address these low-income contexts, having a suitable innovation is not enough; businesses must actually reach the target group, such as by overcoming accessibility issues in rural areas. Initial research has examined the value chains of frugal innovations and ways to engage the consumer, which also leads to social improvements. Building on this research, this dissertation combines four themes – frugal innovation, sustainability, inclusive business, and Scrum – to illustrate how innovations can address the needs of target groups in bottom-of-the-pyramid contexts and how these innovations can be implemented by engaging target customers. The first paper illustrates the links between frugal innovation and sustainability based on a new sustainability evaluation framework. All cases considered contribute to sustainability, with social improvements being most notable. New employment and income opportunities are key social improvements. They reflect inclusive business approaches, which are the focus of the second paper. The case examples of the second paper show how frugal innovation can be implemented in accordance with inclusive business, which leads to customer involvement and thus mutually supports frugal innovation. The Inclusive Business Link Model for Frugal Innovation was built to show connections of frugal innovation and inclusive business and to provide application possibilities. A key finding was that for the cases considered a high level of customer integration can be achieved through frugal innovations with modular designs and is supported by knowledge transfer and partnerships. To address knowledge transfer and partnerships in particular, the last paper applies Scrum as an agile approach at the execution level for inclusive business. In developing the conceptual model Inclusive Business Scrum Approach, inclusive business is considered as the 'what' and Scrum as the 'how' in engaging low-income consumers. With regard to all three papers and the four included topics, this dissertation achieves several outcomes and contributes to a broader view of how low-income consumers can be addressed. First, each paper illustrates benefits of combining the concepts that could be valuable when addressing the bottom-of-the-pyramid context. Thereby, the papers build on each other and include previous results. Second, aspects of social sustainability are addressed mainly by combining frugal innovation and inclusive business. Third, each paper develops a model or framework intending to support practical applicability. Finally, an outline is provided for how combining frugal innovation, inclusive business, and Scrum positively could impact partnerships, knowledge transfer, and the empowerment of the target group, which could culminate in an approach that addresses challenges experienced when entering the Bottom of the Pyramid that also considers sustainability. The new management options developed begin at a general level and end at an execution level and thus contribute to holistic perspectives on innovations, approaches, and implementation options for organizations intending to address the Bottom of the Pyramid.:Abstract 1 Table of Contents 3 List of Abbreviations 6 List of Tables 7 List of Figures 8 1 Introduction 9 2 Theoretical background 15 2.1 Defining sustainability 15 2.2 The BoP as target group 18 2.3 Frugal innovation 20 2.4 Inclusive business 22 2.5 The agile approach Scrum 25 2.6 Contribution of the investigations and the current relevance of topics 28 3 Methodology 30 4 Papers 32 4.1 Publication 1: Introducing a Sustainability Evaluation Framework based on the Sustainable Development Goals applied to Four Cases of South African Frugal Innovation 32 4.1.1 Introduction 33 4.1.2 Theoretical background and research context 34 4.1.3 Methodology 38 4.1.4 Developing an evaluation framework 40 4.1.5 Limitations 44 4.1.6 Introducing the frugal cases 44 4.1.7 Findings 45 4.1.8 Discussion 48 4.1.9 Conclusion 49 4.2 Publication 2: How Frugal Innovation and Inclusive Business Are Linked to Tackle Low-income Markets 51 4.2.1 Introduction 51 4.2.2 Literature review 55 4.2.3 Methods 62 4.2.4 Results 66 4.2.5 Cross case analysis 75 4.2.6 Inclusive business integration stair model 77 4.2.7 Development of propositions 82 4.2.8 Discussion 84 4.2.9 Research implications 86 4.2.10 Managerial implications 87 4.2.11 Concluding remarks and future research 88 4.3 Publication 3: Boosting Inclusive Businesses’ Opportunities Through the Adoption of Scrum: an Execution Strategy to Enter Low-end Markets 91 4.3.1 Introduction 92 4.3.2 Theoretical background 94 4.3.3 Conceptual model: Inclusive Business Scrum Approach 99 4.3.4 Challenges 106 4.3.5 Summary of key facts and propositions 108 4.3.6 Conclusion 111 4.3.7 Research implications 112 4.3.8 Managerial implications 113 4.3.9 Limitations and future research ideas 114 5 Discussion 116 5.1 Social sustainability 117 5.2 Partnerships 118 5.3 Knowledge transfer 118 5.4 Empowering the target group 119 5.5 Context challenges 119 6 Critical considerations and additional thoughts 121 6.1 Definition and contributions of frugal innovation 121 6.2 Sustainability of initiatives at the BoP and inclusive business 122 6.3 Aspects of leadership theories in Scrum 124 7 Methodological limitations 126 8 Research implications and future research ideas 128 9 Managerial implications 131 10 Conclusion 133 11 References 135 11.1 List of interviews 171 11.2 Further references used in Publication 2, anonymized form 171

Questo studio analizza i meccanismi di diffusione di iniziative di Inclusive Business secondo i principi della Teoria Base della Piramide (BOP). La ragione è quella di approfondire l’ipotesi che tali iniziative possano rappresentare un modello di policies a favore dello Sviluppo Sostenibile e Umano, a livello globale. Due variabili sono state analizzate: la replicabilità geografica dei modelli di inclusive Business e la presenza di un contesto istituzionale di supporto. Lo studio ha verificato l’ipotesi attraverso un’analisi qualitativa di due aziende (per la variabile geografica), quindici laboratori appartenenti al BOP Learning Lab Network (per la variabile istituzionale) e novantasei casi-studio del database UNDP Growing Inclusive Markets (per entrambe le variabili). I risultati indicano la presenza di barriere culturali, politiche, normative ed economiche che impediscono la replicabilità/diffusione di iniziative BOP. Dal punto di vista istituzionale, appare una scarsa integrazione dei rappresentanti delle comunità BOP all’interno delle istituzioni a loro supporto. Tuttavia, sono emersi due driver per la diffusione di iniziative BOP: reti migratorie e organizzazioni settoriali. Questi sono stati analizzati evidenziandone le potenzialità relativamente alla domanda di ricerca. Infine, sono state presentate questioni aperte derivanti dalla diffusione di meccanismi di Inclusive Business a livello globale, contestualizzandole in rapporto alla Teoria BOP. / This study wants to investigate the process of diffusion of Inclusive Businesses according to the principles of the Bottom of the Pyramid (BOP) theory. The rationale is to investigate whether the Inclusive Business approach may lead to a new policy framework addressing Sustainability needs and Human Development, at a global level. Two diffusion-related variables were tested: the geographical replication of Inclusive Business models and the presence of a supporting institutional landscape. The study verified the hypothesis through a qualitative analysis of two firms (geographical replication variable), sixteen labs from the BOP Learning Lab Network (supporting institutional landscape variable) and ninety-six case-studies of the UNDP Growing Inclusive Markets database (both variables). Results showed cultural, policy, regulatory and economic barriers hampering the geographical replication of BOP ventures. From the institutional point of view, results showed a poor integration of actors from the BOP within the supporting institutions. Yet, two drivers to diffuse the Inclusive Businesses emerged: migrant networks and sector-level organizations. Both were investigated highlighting their potentialities in relation to the research question. Finally, open issues on the diffusion of Inclusive Business models were presented, explaining their contribution in advancing the state of the art of the BOP theory.

Submitted by Camille Alienor Rebecca Chouan (camille.chouan@gmail.com) on 2013-12-26T18:28:01Z No. of bitstreams: 1 MasterThesis MPGI 2013_Camille Chouan.pdf: 2070374 bytes, checksum: 32f42327d40884fd86be03a1ae2c4ee1 (MD5) / Approved for entry into archive by Luana Rodrigues (luana.rodrigues@fgv.br) on 2013-12-26T19:16:47Z (GMT) No. of bitstreams: 1 MasterThesis MPGI 2013_Camille Chouan.pdf: 2070374 bytes, checksum: 32f42327d40884fd86be03a1ae2c4ee1 (MD5) / Made available in DSpace on 2013-12-26T19:57:54Z (GMT). No. of bitstreams: 1 MasterThesis MPGI 2013_Camille Chouan.pdf: 2070374 bytes, checksum: 32f42327d40884fd86be03a1ae2c4ee1 (MD5) Previous issue date: 2013-11-26 / This research analyzes the role of relational aspects such as trust, commitment, power usage and interdependence in the framework of inclusive business strategies that engage agribusiness MNCs and smallholder farmers in food supply chains in Brazil. Inclusive business strategies that seek direct sourcing from smallholders in emerging countries have been acknowledged as a promising market-based approach to create social impact and improve the livelihoods of rural producers at the 'base of the pyramid', all the while enabling companies to strengthen their position in local markets and source quality raw materials at lower costs. Studies on this topic widely focus on the competitive and commercial advantages that food companies derive from directly sourcing from smallholder suppliers, presenting value chain models that can be tailored to fit their global business strategy, however there remains little theoretically-grounded knowledge on the inter-organizational and relational challenges of these buyer-supplier relationships. Moreover, little attention has been paid to how asymmetries between MNCs and smallholder suppliers in terms of power, dependence and value-orientation can affect the evolution of these relationships. The objective of the study was thus to describe the factors that enable these asymmetrical partners to build long-term and mutually beneficial business relationships. A grounded theory methodology was used, which was particularly appropriate to examine relationships and collect experiences from the field through interviews of both company executives and field staff and smallholders in three key sectors dominated by family agriculture in Brazil, namely dairy, poultry/swine husbandry and horticultural production. Key theoretical concepts from the field of Relationship Marketing were used to back the results from the field research. The main finding of this research is the importance of going beyond trust-building in the relationship management strategy and designing dyadic partnerships based on mutual interdependence in order to reduce asymmetries and enhance commitment between the MNC and the smallholder. / Esta pesquisa analisa o papel dos aspectos relacionais tais como confiança, comprometimento, interdependência e uso de poder âmbito das estratégias de negócios inclusivos que envolvem pequenos agricultores nas cadeias de valor de multinacionais dos agronegócios no Brasil. Os negócios inclusivos de abastecimento direto por empresas com pequenos agricultores em países em desenvolvimento têm sido reconhecidos como uma abordagem economicamente viavél e promissora para criar impacto social e melhorar as condições de vida de produtores rurais da 'base da pirâmide', ao mesmo tempo permitindo que as empresas reforçar as suas posições nos mercados locais e adquirir matérias primas de qualidade a custos mais baixos. Estudos sobre este tema focam amplamente sobre as vantagens comerciais e competitivas que as empresas derivam do abastecimento direito com pequenos fornecedores, apresentando modelos de cadeia de valor customizados e ajustados estratégias globais de negócios, no entanto ainda há pouco conhecimento teoricamente fundamentado sobre os desafios organizacionais e relacionais da relação entre o comprador multinacional e o fornecedor de baixa renda. Além disso, pouco foco tem-se prestado sobre como assimetrias entre multinacionais e produtores de baixa renda, em questão de poder, dependência e de valores pode afetar a evolução dessas relações de negócios. O objetivo do estudo foi descrever os fatores que permitem a esses parceiros assimétricos de construir relacionamentos comerciais de longo prazo e mutuamente benéficos. A metodologia da teoria fundamentada foi usada e foi particularmente adequada para examinar as relações entre comprador e fornecedor e para recolher experiências de campo em três setores principais dominados pela agricultura familiar no Brasil, ou seja laticínios, avi-suinocultura e produção hortícola. Os principais conceitos teóricos da área de Relationship Marketing foram usados para apoiar os resultados da pesquisa de campo. A principal conclusão desta pesquisa é a importância de ir além da construção de confiança na estratégia de gestão do relacionamento entre comprador e fornecedor e de criar parcerias diádicas baseadas na interdependência mútua, a fim de reduzir as assimetrias e melhorar o comprometimento entre a empresa e o pequeno agricultor.