Learning to Let Go: Field Experiment on Benchmarking and Exit

Entrepreneurs persist in business despite low returns. Following the Dunning-Kruger effect and threshold model of exit, we argue that entrepreneurs display general overconfidence in evaluating their relative ability and benchmarking information thus induce exit. To investigate, we administered a randomized controlled trial of benchmarking among 194 Singapore food-stall owners. Both control and treatment owners were informed of their own performance. Additionally, treatment owners were informed of their relative performance and best practices. We find that owners in the treatment group are more likely to exit and report lower aspired performance percentiles in the future. Further, we show that the positive effect of benchmarking on exit is more pronounced among entrepreneurs who are more likely to be overconfident and less likely to stay status quo.