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Female consumer entrepreneurship in Asia: capabilities for micro-entrepreneurial success and the role of coaching and training

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Female consumer entrepreneurship in Asia: capabilities for micro-entrepreneurial success and the role of coaching and training. / Arshad, Darwina; Hodgkinson, Ian R.; Hughes, Paul et al.
In: Journal of Entrepreneurship in Emerging Economies, Vol. 16, No. 1, 17.01.2024, p. 188-208.

Research output: Contribution to Journal/MagazineJournal articlepeer-review

Harvard

Arshad, D, Hodgkinson, IR, Hughes, P, Khamarudin, M, Arshad, MZ & Bari, A 2024, 'Female consumer entrepreneurship in Asia: capabilities for micro-entrepreneurial success and the role of coaching and training', Journal of Entrepreneurship in Emerging Economies, vol. 16, no. 1, pp. 188-208. https://doi.org/10.1108/JEEE-01-2023-0030

APA

Arshad, D., Hodgkinson, I. R., Hughes, P., Khamarudin, M., Arshad, M. Z., & Bari, A. (2024). Female consumer entrepreneurship in Asia: capabilities for micro-entrepreneurial success and the role of coaching and training. Journal of Entrepreneurship in Emerging Economies, 16(1), 188-208. https://doi.org/10.1108/JEEE-01-2023-0030

Vancouver

Arshad D, Hodgkinson IR, Hughes P, Khamarudin M, Arshad MZ, Bari A. Female consumer entrepreneurship in Asia: capabilities for micro-entrepreneurial success and the role of coaching and training. Journal of Entrepreneurship in Emerging Economies. 2024 Jan 17;16(1):188-208. Epub 2023 Sept 22. doi: 10.1108/JEEE-01-2023-0030

Author

Arshad, Darwina ; Hodgkinson, Ian R. ; Hughes, Paul et al. / Female consumer entrepreneurship in Asia : capabilities for micro-entrepreneurial success and the role of coaching and training. In: Journal of Entrepreneurship in Emerging Economies. 2024 ; Vol. 16, No. 1. pp. 188-208.

Bibtex

@article{45d80aaeec964da8a745568dc8c4e7bb,
title = "Female consumer entrepreneurship in Asia: capabilities for micro-entrepreneurial success and the role of coaching and training",
abstract = "Purpose: The direct selling model adopted in the beauty and cosmetics industry puts female consumer entrepreneurs at the heart of the business model. A neglected phenomenon in female entrepreneurship, this study aims to focus on female sales agents{\textquoteright} capabilities that are linked to sales performance and examine which capabilities might be shaped and enhanced through coaching and training in an emerging economy context. Design/methodology/approach: Survey data were generated from a sample of 249 female sales agents who agreed to participate in a coaching and training programme run by a focal firm. Data were collected in two phases to investigate the capabilities linked to sales performance pre-intervention and the impact of coaching and training on the relationships between the capabilities and sales performance post-intervention. The time-lag data were analysed using partial least squares structural equation modelling. Findings: For female sales agents, self-efficacy and sales experience have a significant positive effect on adaptive sales performance both before and after the coaching and training intervention. In contrast, intellectual capital and self-motivation had a non-significant relationship with sales performance before the intervention. However, after the intervention, the relationship between these variables became positive and significant. Originality/value: The study demonstrates the effects of pre- and post-coaching and training on female consumer entrepreneurs{\textquoteright} capabilities and the links to sales performance. These findings add critical empirical knowledge on how female consumer entrepreneurship may be developed and the role of entrepreneurship for female empowerment in the Asian context. Collectively, the findings bring to the fore the female sphere in consumer entrepreneurship research in emerging economies.",
keywords = "Consumer entrepreneurship, Direct selling model, Female consumer entrepreneurs, Female micro-entrepreneurs, Sales agents, Sales performance",
author = "Darwina Arshad and Hodgkinson, {Ian R.} and Paul Hughes and Munirah Khamarudin and Arshad, {Muhammad Zulqarnain} and Adibah Bari",
year = "2024",
month = jan,
day = "17",
doi = "10.1108/JEEE-01-2023-0030",
language = "English",
volume = "16",
pages = "188--208",
journal = "Journal of Entrepreneurship in Emerging Economies",
issn = "2053-4604",
publisher = "Emerald",
number = "1",

}

RIS

TY - JOUR

T1 - Female consumer entrepreneurship in Asia

T2 - capabilities for micro-entrepreneurial success and the role of coaching and training

AU - Arshad, Darwina

AU - Hodgkinson, Ian R.

AU - Hughes, Paul

AU - Khamarudin, Munirah

AU - Arshad, Muhammad Zulqarnain

AU - Bari, Adibah

PY - 2024/1/17

Y1 - 2024/1/17

N2 - Purpose: The direct selling model adopted in the beauty and cosmetics industry puts female consumer entrepreneurs at the heart of the business model. A neglected phenomenon in female entrepreneurship, this study aims to focus on female sales agents’ capabilities that are linked to sales performance and examine which capabilities might be shaped and enhanced through coaching and training in an emerging economy context. Design/methodology/approach: Survey data were generated from a sample of 249 female sales agents who agreed to participate in a coaching and training programme run by a focal firm. Data were collected in two phases to investigate the capabilities linked to sales performance pre-intervention and the impact of coaching and training on the relationships between the capabilities and sales performance post-intervention. The time-lag data were analysed using partial least squares structural equation modelling. Findings: For female sales agents, self-efficacy and sales experience have a significant positive effect on adaptive sales performance both before and after the coaching and training intervention. In contrast, intellectual capital and self-motivation had a non-significant relationship with sales performance before the intervention. However, after the intervention, the relationship between these variables became positive and significant. Originality/value: The study demonstrates the effects of pre- and post-coaching and training on female consumer entrepreneurs’ capabilities and the links to sales performance. These findings add critical empirical knowledge on how female consumer entrepreneurship may be developed and the role of entrepreneurship for female empowerment in the Asian context. Collectively, the findings bring to the fore the female sphere in consumer entrepreneurship research in emerging economies.

AB - Purpose: The direct selling model adopted in the beauty and cosmetics industry puts female consumer entrepreneurs at the heart of the business model. A neglected phenomenon in female entrepreneurship, this study aims to focus on female sales agents’ capabilities that are linked to sales performance and examine which capabilities might be shaped and enhanced through coaching and training in an emerging economy context. Design/methodology/approach: Survey data were generated from a sample of 249 female sales agents who agreed to participate in a coaching and training programme run by a focal firm. Data were collected in two phases to investigate the capabilities linked to sales performance pre-intervention and the impact of coaching and training on the relationships between the capabilities and sales performance post-intervention. The time-lag data were analysed using partial least squares structural equation modelling. Findings: For female sales agents, self-efficacy and sales experience have a significant positive effect on adaptive sales performance both before and after the coaching and training intervention. In contrast, intellectual capital and self-motivation had a non-significant relationship with sales performance before the intervention. However, after the intervention, the relationship between these variables became positive and significant. Originality/value: The study demonstrates the effects of pre- and post-coaching and training on female consumer entrepreneurs’ capabilities and the links to sales performance. These findings add critical empirical knowledge on how female consumer entrepreneurship may be developed and the role of entrepreneurship for female empowerment in the Asian context. Collectively, the findings bring to the fore the female sphere in consumer entrepreneurship research in emerging economies.

KW - Consumer entrepreneurship

KW - Direct selling model

KW - Female consumer entrepreneurs

KW - Female micro-entrepreneurs

KW - Sales agents

KW - Sales performance

U2 - 10.1108/JEEE-01-2023-0030

DO - 10.1108/JEEE-01-2023-0030

M3 - Journal article

AN - SCOPUS:85171685870

VL - 16

SP - 188

EP - 208

JO - Journal of Entrepreneurship in Emerging Economies

JF - Journal of Entrepreneurship in Emerging Economies

SN - 2053-4604

IS - 1

ER -