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SUMMARY:Revenue Models for Off-Grid Energy Access at the Bottom of the Pyr
 amid - Professor Ioana Popescu\,  Professor of Decision Sciences and Strat
 egy &amp\; Chaired Professor of Revenue Management at INSEAD
DTSTART:20160120T130000Z
DTEND:20160120T140000Z
UID:TALK63294@talks.cam.ac.uk
CONTACT:Crystal
DESCRIPTION:Globally\, one in every five people does not have access to el
 ectricity. These 1.3 billion people are mainly poor and rely on unhealthy 
 solid fuels\, such as kerosene\, for lighting. Alternative solar-based tec
 hnologies are healthier and offer greater value\, yet they require signifi
 cant one-time investments which are not affordable to people living on $1/
 day. Cheaper rechargeable lighting technologies are available\, however\, 
 their adoption remains low as consumers still use kerosene. We propose a s
 tylized consumer behavior model that offers a rational explanation for the
 se preferences. Our model accounts for income variability and liquidity co
 nstraints inherent to bottom of the pyramid markets. We further use this m
 odel to explore how a firm offering rechargeable technologies can alter co
 nsumer preferences and optimize its revenue model. Our insights from this 
 analysis generate hypotheses we are testing in a randomized field experime
 nt in Rwanda
LOCATION:Cambidge Judge Business School\,  W4.05
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