The role of gender in bargaining: Evidence for selling seed to smallholders in Uganda
In rural societies with strong gender norms and customs, small informal agribusinesses may often be one of the few ways in which women can independently generate revenue. However, previous research has indicated that female run business may be perceived less favorably compared to their male counterp...
| Main Authors: | , |
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| Format: | Artículo preliminar |
| Language: | Inglés |
| Published: |
International Food Policy Research Institute
2023
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| Subjects: | |
| Online Access: | https://hdl.handle.net/10568/137258 |
| _version_ | 1855537994620993536 |
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| author | Van Campenhout, Bjorn Nabwire, Leocardia |
| author_browse | Nabwire, Leocardia Van Campenhout, Bjorn |
| author_facet | Van Campenhout, Bjorn Nabwire, Leocardia |
| author_sort | Van Campenhout, Bjorn |
| collection | Repository of Agricultural Research Outputs (CGSpace) |
| description | In rural societies with strong gender norms and customs, small informal agribusinesses may often be one of the few ways in which women can independently generate revenue. However, previous research has indicated that female run business may be perceived less favorably compared to their male counterparts. In this paper, we examine potential consequences of these biased perceptions on business transactions. In particular, we test whether the gender of the seller has an impact on buyers’ negotiation strategies and eventual outcomes in bilateral price negotiations. We use a lab-in-the-field experiment in eastern Uganda, where a representative sample of smallholder maize farmers are offered the opportunity to bargain over a bag of improved maize seed variety from a male or female seller. We find that buyers confronted with a female seller are less likely to accept the initial offer price and respond with a lower counter-bid price than farmers faced with a male seller. Negotiations take an average of one round longer when the seller is a woman and the transaction price is almost 9 percent lower. For comparison, we also look at the effect of the starting price on the same bargaining outcomes and find that the gender disadvantage is roughly equal to a 20 percent higher starting price. |
| format | Artículo preliminar |
| id | CGSpace137258 |
| institution | CGIAR Consortium |
| language | Inglés |
| publishDate | 2023 |
| publishDateRange | 2023 |
| publishDateSort | 2023 |
| publisher | International Food Policy Research Institute |
| publisherStr | International Food Policy Research Institute |
| record_format | dspace |
| spelling | CGSpace1372582025-12-02T21:02:41Z The role of gender in bargaining: Evidence for selling seed to smallholders in Uganda Van Campenhout, Bjorn Nabwire, Leocardia gender seeds smallholders maize bargaining power gender norms In rural societies with strong gender norms and customs, small informal agribusinesses may often be one of the few ways in which women can independently generate revenue. However, previous research has indicated that female run business may be perceived less favorably compared to their male counterparts. In this paper, we examine potential consequences of these biased perceptions on business transactions. In particular, we test whether the gender of the seller has an impact on buyers’ negotiation strategies and eventual outcomes in bilateral price negotiations. We use a lab-in-the-field experiment in eastern Uganda, where a representative sample of smallholder maize farmers are offered the opportunity to bargain over a bag of improved maize seed variety from a male or female seller. We find that buyers confronted with a female seller are less likely to accept the initial offer price and respond with a lower counter-bid price than farmers faced with a male seller. Negotiations take an average of one round longer when the seller is a woman and the transaction price is almost 9 percent lower. For comparison, we also look at the effect of the starting price on the same bargaining outcomes and find that the gender disadvantage is roughly equal to a 20 percent higher starting price. 2023-12-31 2024-01-05T17:06:03Z 2024-01-05T17:06:03Z Working Paper https://hdl.handle.net/10568/137258 en https://doi.org/10.2499/p15738coll2.136307 https://doi.org/10.2499/p15738coll2.134733 Open Access application/pdf International Food Policy Research Institute Van Campenhout, Bjorn; and Nabwire, Leocardia. 2023. The role of gender in bargaining: Evidence for selling seed to smallholders in Uganda. IFPRI Discussion Paper 2225. Washington, DC: International Food Policy Research Institute (IFPRI). https://doi.org/10.2499/p15738coll2.137074. |
| spellingShingle | gender seeds smallholders maize bargaining power gender norms Van Campenhout, Bjorn Nabwire, Leocardia The role of gender in bargaining: Evidence for selling seed to smallholders in Uganda |
| title | The role of gender in bargaining: Evidence for selling seed to smallholders in Uganda |
| title_full | The role of gender in bargaining: Evidence for selling seed to smallholders in Uganda |
| title_fullStr | The role of gender in bargaining: Evidence for selling seed to smallholders in Uganda |
| title_full_unstemmed | The role of gender in bargaining: Evidence for selling seed to smallholders in Uganda |
| title_short | The role of gender in bargaining: Evidence for selling seed to smallholders in Uganda |
| title_sort | role of gender in bargaining evidence for selling seed to smallholders in uganda |
| topic | gender seeds smallholders maize bargaining power gender norms |
| url | https://hdl.handle.net/10568/137258 |
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