Co-auteur
  • HJORT Jonas (1)
  • IYER Vinayak (1)
Type de Document
  • Working paper (1)
Publié en 2020-07 Collection Sciences Po Economics Discussion Papers : 2020-09
HJORT Jonas
IYER Vinayak
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Evidence suggests that firms in poor countries stagnate because they cannot access growth-conducive markets. We hypothesize that overlooked heterogeneity in marketing ability distorts market access. To investigate, we gave a random subset of Liberian firms vouchers for a week-long program that teaches how to sell to corporations, governments, and other large buyers. Firms that participate win about three times as many contracts, but only firms with access to the Internet benefit. We use a simple model and variation in online and offline demand to show evidence that this is because ICT dampens traditional information frictions, but not marketing barriers.