Determinants and Dynamics of Business Aspirations: Evidence from Small-Scale Entrepreneurs in an Emerging Market

41 Pages Posted: 12 Apr 2018

See all articles by Patricio S. Dalton

Patricio S. Dalton

Tilburg University - Center for Economic Research (CentER)

Julius Rüschenpöhler

University of California at Berkeley; Center for Effective Global Action (CEGA)

Bilal Zia

World Bank - Development Research Group (DECRG)

Date Written: April 11, 2018

Abstract

Small-scale entrepreneurs are ubiquitous in emerging market economies, yet very few graduate to become larger businesses. This paper asks whether such entrepreneurs aspire to grow and, if so, on which dimensions of the business? What factors influence these aspirations, how realistic are they, and do entrepreneurs dynamically update them based on realized outcomes? A unique panel data set of small-scale retailers in Indonesia is used to show that the average business has strong short- and long-term aspirations for growth in shop size, number of employees, number of customers, and sales. Yet, more than 50 percent of the businesses report no aspirations for growth in the next 12 months, and 16 percent fail to imagine an ideal business over the long term. Entrepreneurs with low profits, business skills, and agency beliefs, as well as those who are older, female, and less educated have significantly lower aspirations. Analysis from a year later shows that most entrepreneurs fail to set realistic aspirations at baseline, but significantly adjust their aspirations to realistic levels with realized outcomes. The analysis also shows that baseline aspirations are a strong predictor of measures of business expansion and innovation, as well as performance outcomes a year later.

Keywords: Inequality, Educational Sciences, Gender and Development, Private Sector Economics, Private Sector Development Law, Marketing

Suggested Citation

Dalton, Patricio S. and Rüschenpöhler, Julius and Zia, Bilal, Determinants and Dynamics of Business Aspirations: Evidence from Small-Scale Entrepreneurs in an Emerging Market (April 11, 2018). World Bank Policy Research Working Paper No. 8400. Available at SSRN: https://ssrn.com/abstract=3161161

Patricio S. Dalton (Contact Author)

Tilburg University - Center for Economic Research (CentER) ( email )

P.O. Box 90153
Tilburg, 5000 LE
Netherlands

Julius Rüschenpöhler

University of California at Berkeley ( email )

310 Barrows Hall
Berkeley, CA 94720
United States

Center for Effective Global Action (CEGA) ( email )

207 Giannini Hall
Berkeley, CA 94720-3310
United States

Bilal Zia

World Bank - Development Research Group (DECRG) ( email )

MC3-445
1818 H Street, N.W.
Washington, DC 20433

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