Open Access. Powered by Scholars. Published by Universities.®
Articles 1 - 3 of 3
Full-Text Articles in Business
Demand Pull Versus Resource Push Training Approaches To Entrepreneurship: A Field Experiment, Simone Santamaria, Niloofar Abolfathi, Ishtiag Pasha Mahmood
Demand Pull Versus Resource Push Training Approaches To Entrepreneurship: A Field Experiment, Simone Santamaria, Niloofar Abolfathi, Ishtiag Pasha Mahmood
Research Collection Lee Kong Chian School Of Business
We compare the efficacy of two broad approaches to entrepreneurship training: a training prioritizing demand-side activities versus a training prioritizing resource-side activities. We do so by running a field experiment inside a 6-month entrepreneurship program involving 236 early-stage entrepreneurs. Inspired by our training, the first group invested more time interacting with potential customers and developing a deep understanding of customer needs and problems. The other group, in contrast, spent more time identifying and exploiting their core resources such as their network. Our results reveal that the training prioritizing demand-side activities is substantially more effective. At the end of the program, …
Do Ambitious Entrepreneurs Benefit More From Training?, Reddi Kotha, Balagopal Vissa, Yimin Lin, Anne-Valérie Corboz
Do Ambitious Entrepreneurs Benefit More From Training?, Reddi Kotha, Balagopal Vissa, Yimin Lin, Anne-Valérie Corboz
Research Collection Lee Kong Chian School Of Business
Does growth training help entrepreneurs scale-up new ventures? Our field experiment answers this question using data from 181 Singapore-based, early-growth entrepreneurs drawn from a broad range of industry sectors. Treatment content focused on three growth-catalyst tools relevant for formulating and executing innovation-led growth: business-model design, leveraging external networks, building internal teams. Treatment format comprised interactive lecture sessions and workshops on these tools supplemented by personalized coaching in applying the tools to entrepreneurs’ specific challenges. We find that ventures led by entrepreneurs that received training experienced sales growth of 72.5% compared to 30.3% for those in the control condition. Furthermore, ventures …
Which Businesses Enroll In Innovation Training? Evidence From A Field Experiment, Pascale Crama, Reddi Kotha, Cintia Kulzer Sacilotto, Vish Krishnan
Which Businesses Enroll In Innovation Training? Evidence From A Field Experiment, Pascale Crama, Reddi Kotha, Cintia Kulzer Sacilotto, Vish Krishnan
Research Collection Lee Kong Chian School Of Business
We report results from a field experiment testing hypotheses that examine what drives firms to seek new learning opportunities. Specifically, we draw on behavioral theory of the firm to predict how prior performance affects the likelihood a firm enrolls in business training. We also evaluate cognitive mechanisms connecting recruitment messaging and CEO growth orientation to firm participation. Our study randomly allocates over 10,000 firms to one of three experimental conditions—prevention, promotion, and neutral messaging—that vary the framing of a recruitment message for an innovation program for small and medium enterprises (SMEs) in Singapore. We leverage pre-treatment heterogeneity in firm performance …