The IUP Journal of Entrepreneurship Development
Factor Analysis of Sales Performance of Entrepreneurs in Northern Sri Lanka

Article Details
Pub. Date : Mar, 2021
Product Name : The IUP Journal of Entrepreneurship Development
Product Type : Article
Product Code : IJED20321
Author Name : Shujan Suntharalingam and Shahila Yoganathan
Availability : YES
Subject/Domain : Management Journals
Download Format : PDF Format
No. of Pages : 17



Globally, entrepreneurs are growing day by day, and they have been gaining higher importance with the economic changes in the South Asian Association for Regional Cooperation (SAARC) region as well. In Sri Lanka, during the post-war era, starting from 2010, entrepreneurship phenomenon has grown significantly, cutting across all industries and sectors. This study focuses on the factors that influence the sales performance of the entrepreneurs who run their own businesses in the Northern Province of Sri Lanka. Amidst a population of approximately 5,000 entrepreneurs in the Northern Province of Sri Lanka, the authors selected a sample size of 122 entrepreneurs in the Kilinochchi district and collected the data for the research study. Almost all of them reside in Kilinochchi and conduct day-to-day business operations with the support of their families, neighbors and friends. During the war period, many of the small industries were completely destroyed, and are growing once again. Hence, in this context, the authors have mainly focused on small-scale businesses that have less than five employees, which are mostly household started between 2013 and 2018. Furthermore, the sample data collected from 122 entrepreneurs included both men and women with respective businesses operating within the confines of Kilinochchi district. While analyzing the data collected in line with this study, the authors have defined and elaborated by using the various data analysis metrics and understood that there are three major factors, namely, managerial, financial and psychological factors, that have the greatest impact on the sales performance of the entrepreneurs. Finally, the authors hope that this study will help make decisions for the development and encouragement of entrepreneurs in the war-ravaged districts, while guiding them with proper managerial, financial and psychological support to sustain their businesses effectively in the long term.


Entrepreneurs are key players in any developing country, particularly in terms of the contributions to their community's economic development. Over the last decade, globally it has been recognized that Small and Medium Enterprises (SMEs) have been the major force in job creation, innovation and economic development (Shane and Venkataraman, 2000). In


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