eThesis - School of Business electronic theses

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The objective of this study was to detect how partner roles unfold in an NGO-led business development programme that combines development and business goals at the bottom/base of the pyramid markets. Partnerships with NGOs are widely recognised in the literature as a useful means for companies to enter low-income markets. However, how the partnership process evolves is studied less. My data consist of nine-month period of participatory observation / action research in Weconomy Start programme that helps companies find new business opportunities in cocreation with low-income communities in India and Sri Lanka. I use a framework by Tulder and Kostwinder (2007) to describe the partnership process and reflect these with my empirical data. Then I build a stakeholder map to show the connections between all partners and classify them by using the roles defined by Peterman (2013). In my study I found an integrator, a director, a sharer, a user, and an outsider. I point out that without shared financing and constant negotiation on both programme and organization specific goals, all partners tend to stick to their old roles and individual objectives.