Broadening the Entrepreneurship Funnel for Women in Poverty Contexts: Field-experimental Evidence from India
By Leena Kinger Hans, J Ma
Citation
Kinger Hans, Leena., Ma, J. (2025). Broadening the Entrepreneurship Funnel for Women in Poverty Contexts: Field-experimental Evidence from India .
Copyright
2025
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Abstract
Although entrepreneurship is a potent channel for women living in poverty contexts of developing countries to become socially and economically empowered, the take-up rates of entrepreneurship tend to be poor. Hence, a critical challenge for scholars and policymakers is to identify ways to broaden the funnel of women’s entry into entrepreneurship in these settings. One widely used intervention to promote women’s take-up of entrepreneurship is micro-entrepreneurship training. Academic research has investigated the efficacy of such interventions, but we know much less about the factors that cause women to sign up for training in the first place, which is the focus of this article. We carry out a field experiment with unemployed women in rural India, and expose them to knowledge about ‘how to do entrepreneurship’- conveyed through founding templates of replicable business set-ups and practices. We find that compared to the control group, exposure to founding templates increases women’s sign-up to training, and that this effect is greater when templates exemplify entrepreneurs’ reliance on social support rather than on self-dependent actions.
Leena Kinger Hans is an Assistant Professor of Organisational Behaviour at the Indian School of Business (ISB). She received her PhD from INSEAD in 2020. Her primary research studies how individuals make career-related decisions in a variety of settings, including entrepreneurship, family businesses, and low-wage occupations. In a secondary stream of work, she studies the antecedents of corporate philanthropy and its implications for non-profit organisations.
Professor Kinger Hans teaches Negotiation Analysis at ISB. She holds an MBA from the Indian Institute of Management, Bangalore (IIM-B).

Leena Kinger Hans