Social Intermediation in Base‐of‐the‐Pyramid Markets
研究中介机构如何通过连接金字塔底层市场与发达市场来缓解贫困，基于29个项目的定性数据，提出对中介理论的三个关键修正。
Abstract Our study explores the structuring decisions made by intermediaries seeking to alleviate poverty by connecting base‐of‐the‐pyramid markets with more developed markets. Using intermediation theory to ground our study, we collected qualitative data on 29 social intermediation projects located within L atin A merica, A frica, and A sia. Our findings suggest that ‘socializing’ intermediation theory to more accurately explain and predict structural outcomes across more diverse contexts requires three key modifications: (1) the attenuation of opportunism, which creates an internalizing social force; (2) the accommodation of non‐monetary objectives, which creates an externalizing social force; and (3) the perception of transaction capabilities as tractable, which serves as a guidepost for reconciling these two opposing social forces.