Vol 24. Num 1. 2022. Article 3 - Factors Influencing Sales Performance in SME and Micro-Enterprises in Wholesale and Retail Trade

This research explores the determinants of the sales performance of small and medium enterprises (SMEs) and micro-enterprises (also called “mudi dokan”) in the wholesale and retail trade sector of Bangladesh. The factors included in the research relate to the entrepreneur and the business operation itself, i.e., both personal factors as well business-related factors. The study draws on a survey of 2,100 merchants and finds that business related factors have greater impact on sales than personal factors. In particular, important factors include use of internet, location of enterprise, entrepreneurial traits, and education of the owner. The research also provides policy recommendations and identifies some avenues for future research on credit and access to finance.