Evans School Policy Analysis & Research Group (EPAR)

How development organizations, NGOs, and governments can best allocate scarce resources to those in need has long been debated. As opposed to universal allocation of resources, a more targeted approach attempts to minimize program costs while maximizing benefits among those with the greatest need or market opportunity. Many international development organizations strategically target clients based on geographic location (e.g., community, region, country) or socio-economic indicators, such as the World Bank’s “$1 a day” poverty line. Drawing on literature from several sectors, this brief presents additional methods of beneficiary targeting that international development organizations might consider. We find that beneficiary targeting/segmentation has the potential to make organizational and program efforts more equitable and efficient. With limited resources, smaller organizations have tended to use single robust indicators or simple heuristics, whereas agribusinesses and private sector firms have used more data-intensive marketing tools to position their products. Technological innovation and better access to data have made targeting more prevalent and potentially more affordable in agricultural development. However, creating valid and reliable target segments remains the most significant challenge.

In Tanzania, agriculture represents approximately 50 percent of GDP, 80 percent of rural employment, and over 50 percent of the foreign exchange earnings. Yet poor soil fertility and resulting low productivity contribute to low economic growth and widespread poverty. Chemical fertilizer has the potential to contribute to crop yield increases. Yet high prices and weaknesses in the fertilizer market keep fertilizer use low. This literature review examines the history of government interventions that have intended to increase access to fertilizers, and reviews current policies, market structure, and challenges that contribute to the present conditions. We find that despite numerous strategies over the last fifty years, from heavy government involvement to liberalization, major weaknesses in Tanzania’s fertilizer market prevent efficient use of fertilizer. High transportation costs, low knowledge level of farmers and agrodealers, unavailability of improved seed, and limited access to credit all contribute to the market’s problems. The government’s current framework, the Tanzania Agriculture Input Partnership (TAIP), acknowledges this interconnectedness by targeting multiple components of the market. This model could help Tanzania tailor solutions relevant to specific road, soil, and market conditions of different areas of the country, contributing to enhanced food security and economic growth.