Testing the waters: Translating MNE technology in a base-of-the-pyramid context

Multinational enterprises (MNEs) face significant challenges when applying their technologies in baseof-the-pyramid (BoP) contexts. This paper explores the mobilization of MNE technologies and local actors in the case of Grundfos LIFELINK and deploys an actor-network theory (ANT) translation framework to unravel immersion processes of MNE technologies in local BoP contexts. The study adopts a longitudinal single-case design to analyze the introduction of MNE pump technology, which provides clean water in Kenyan rural villages. The findings show that a lack of understanding of the local BoP context leads to failure in mobilizing relevant actors for the intended water-provision network and, subsequently, to an initial rejection of the technology. By focusing more on the local actors and by mobilizing additional actors, the MNE technology is successfully translated into the BoP context-albeit without the intended creation of MNE value. The paper contributes to the understanding of how MNEs can achieve technology development in BoP contexts, as well as to the evolution of BoP approaches. (C) 2020 Elsevier Ltd. All rights reserved.