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 Mozambique, the legacies of colonial rule, socialism and civil war continue to constrain economic growth and agricultural production. Eighty percent of Mozambique’s labor force derives its livelihood from agriculture, but the nation remains a net food importer. The majority of all farmland is cultivated by smallholders whose fertilizer usage and crop yields are among the lowest in Africa. While Mozambique has experienced reasonable economic growth since the end of its civil war in 1992, it remains poor by almost any measure. In this literature review, we examine the state of agriculture in Mozambique, the country’s political history and post-war recovery, and the current fertilizer market. We find evidence that smallholder access to fertilizer in Mozambique is limited by lack of information, affordability, access to credit, a poor business environment, and limited infrastructure. The data demonstrate that increased investment in infrastructure is an important step to improve input and output market access for smallholders. The main government intervention currently impacting smallholder fertilizer use is the Agricultural Sector Public Expenditure Program (PROAGRI) initiative, however, more data is necessary to assess the impact of its policies and programs.