After-sales service and local presence: Key factors for solar energy innovations diffusion in developing countries

In this study, we have investigated the practice of an international network of companies and organizations which are engaged in the diffusion of solar home systems in Africa and Asia. This research looks into a network called, StS Network for Rural Development in Ethiopia. To investigate the details of the network, local business managers and governmental officers were interviewed. Our case study explored that the network (registered first as NGO in Ethiopia through its Solar Energy Foundation) has managed to surpass other companies and even MNCs for its relatively unique approach aimed at the diffusion of rural solar home systems in Ethiopia. Furthermore, it is identified why the NGO has managed to diffuse relatively larger volume of solar energy innovations than other competitors, which is mainly related to its effort of building trust among the local community through its after-sales service and local solar centers. This case study would provide both policy makers and business managers with practical implications.