Linking smallholder farmers to markets on extensive and intensive margins: Evidence from Nicaragua

•Access to modern commercialization channels is key for smallholder farmers.•We assess the relationship between two types of market-linkage trainings and commercialization.•We exploit a panel of bean farmers that participated in a NGO program in Nicaragua.•Training on entrepreneurial practices at individual level has a positive correlation.•Municipality engagement activities at community level have a negative correlation.

Access to modern commercialization channels is key for smallholder farmers to move away from subsistence farming and overcome poverty. However, achieving that goal is challenging for smallholders given their lack of appropriate managerial practices, production technology and infrastructure. This paper examines the association between receiving trainings in two distinct entrepreneurial practices, one direct at the individual and farmer-association level and another indirect at the community level, and commercialization in non-local markets at the extensive and intensive margins. We exploit a panel dataset of bean producers in Nicaragua that participated in an NGO program implemented between 2007 and 2012. We find opposite results for the two market-linkage activities, especially on the intensive margin or volume of sales. While reciving direct training on entrepreneurial practices (EP) is positively associated with commercialization, training on municipality engagement (ME) activities is negatively associated. These correlation patterns are mainly observed among entrant farmers as opposed to those already participating in commercial markets prior to the program implementation. We also find varying results for ME activities by plot size and leadership position. Additional estimations show that training activities that are positively correlated with bean commercialization are not necessarily correlated with the commercialization of other crops, and vice versa.