Visual cues and innovation adoption among bottom of the pyramid consumers

Purpose – To explore how visual comprehensibility of a product can affect innovation adoption among bottom of the pyramid consumers (BOP) in Bangladesh. Design/methodology/approach – This is an exploratory qualitative study based on interviews with 8 managerial respondents involved in the design and marketing of innovative products targeted at BOP consumers in Bangladesh, and 3 respondents who are consumers of these products. Findings – One key finding from this research, in comparison to innovation adoption research in developed contexts, is the distinct importance that BOP consumers attach to visual cues in learning about and understanding a new product. Practical implications – This research provides guidance for private and public sector organisations selling products and services to BOP consumers on the role of visual cues in generating better product comprehension. It also identifies the role of social relations in facilitating adoption of new products within this segment. Social implications – Through enhancing adoption of so called pro-poor innovations this research can assist in bringing about positive social change and developmental benefits in this burgeoning segment of the market. Originality/value – This is one of the first studies to consider innovation adoption of propoor innovations in BOP markets and one of the first studies to collect data on the role of visual comprehensibility for consumers in BOP markets.