A Case for Distinct Business Model Value and Impact Framing Understandings from a Study on Indian Sanitation Entrepreneurs

Past studies on entrepreneurial framing note that business model value is framed to impress target beneficiaries, while business model impact is framed as bestowing socio-economic benefits on the wider community. However, these studies assume that there is no theoretical difference between these framings. We challenge this assumption by studying 15 enterprises offering a range of innovative sanitation solutions across 14 Indian states. Secondary data were supported by 32 semi-structured interviews with entrepreneurs and stakeholders between 2018 and 2023. Our analysis contributes to the literature on entrepreneurship and entrepreneurial framing by revealing distinct BMV framings associated with value creation/delivery emphasis, and impact framings associated with issue/outcome/reference point framings. We highlight the salient role that lock-in and reputed associations play in BMV creation emphasis framings. Finally, we extend understanding of how BMV and impact framings can interact to augment or diminish impact framing, particularly in relation to reference point othering.