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Estimating the Demand for Business Training: Evidence from Jamaica

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  • Alessandro Maffioli
  • David McKenzie
  • Diego Ubfal

Abstract

Business-training programs are typically offered for free. Charging a price for training provides potential benefits such as financial sustainability, but little is known about how price affects demand. We conducted two experiments in Jamaica using the Becker-DeGroot-Marschak (BDM) mechanism and take-it-or-leave-it offers to estimate the demand for training. Most entrepreneurs have positive willingness to pay for training, but demand falls sharply as price increases. Offering the chance to pay in installments does not increase demand. Higher prices screen out poorer, less educated entrepreneurs who have smaller firms. However, charging a higher price does increase attendance among those who pay. Finally, our paper points to the limitations of using a BDM mechanism in a context of low contract enforcement and when payments for purchasing an intangible service do not occur immediately.

Suggested Citation

  • Alessandro Maffioli & David McKenzie & Diego Ubfal, 2023. "Estimating the Demand for Business Training: Evidence from Jamaica," Economic Development and Cultural Change, University of Chicago Press, vol. 72(1), pages 123-158.
    • Handle: RePEc:ucp:ecdecc:doi:10.1086/719031
    DOI: 10.1086/719031
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    Cited by:

    1. Jack, B. Kelsey & McDermott, Kathryn & Sautmann, Anja, 2022. "Multiple price lists for willingness to pay elicitation," Journal of Development Economics, Elsevier, vol. 159(C).
    2. Burchardi, Konrad & de Quidt, Jonathan & Gulesci, Selim & Sulaiman, Munshi, 2021. "Credit Constraints and Demand for Remedial Education: Evidence from Tanzania," CEPR Discussion Papers 15862, C.E.P.R. Discussion Papers.
    3. Burchardi, Konrad B. & de Quidt, Jonathan & Gulesci, Selim & Lerva, Benedetta & Tripodi, Stefano, 2021. "Testing willingness to pay elicitation mechanisms in the field: Evidence from Uganda," Journal of Development Economics, Elsevier, vol. 152(C).
    4. Brudevold-Newman, Andrew & Ubfal, Diego, 2024. "Soft-skills, networking, and workforce entry: Impacts of a training program for recent graduates in Rwanda," Labour Economics, Elsevier, vol. 91(C).
    5. Aramburu,Julian & Goicoechea,Ana & Mobarak,Ahmed Mushfiq, 2021. "Coding Bootcamps for Female Digital Employment : Evidence from an RCT in Argentina and Colombia," Policy Research Working Paper Series 9721, The World Bank.

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