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Trade Credit Terms: Asymmetric Information and Price Discrimination Evidence From Three Continents

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  • Richard Pike
  • Nam Sang Cheng
  • Karen Cravens
  • Dawne Lamminmaki

Abstract

Trade credit terms offer firms contractual solutions to informational asymmetries between buyers and sellers. The credit period permits buyers to reduce uncertainty concerning product quality prior to payment, while the seller can reduce uncertainty concerning buyer payment intentions by prescribing payment before/on delivery or through two‐part payment terms and other mechanisms. Variation in trade credit terms also offers firms price discriminating opportunities. This study, drawing on the responses of 700 large firms in the US, UK and Australia, explores trade credit terms through the twin objectives of reducing information asymmetries and discriminatory pricing. Support is found for both theories.

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  • Richard Pike & Nam Sang Cheng & Karen Cravens & Dawne Lamminmaki, 2005. "Trade Credit Terms: Asymmetric Information and Price Discrimination Evidence From Three Continents," Journal of Business Finance & Accounting, Wiley Blackwell, vol. 32(5‐6), pages 1197-1236, June.
    • Handle: RePEc:bla:jbfnac:v:32:y:2005:i:5-6:p:1197-1236
    DOI: 10.1111/j.0306-686X.2005.00627.x
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    2. Pedro García-Teruel & Pedro Martínez-Solano, 2010. "A dynamic perspective on the determinants of accounts payable," Review of Quantitative Finance and Accounting, Springer, vol. 34(4), pages 439-457, May.
    3. Jeremy J. Kovach & Morgan Swink & Mauricio Rodriguez, 2023. "Delaying supplier payments to increase buyer profits," Journal of Supply Chain Management, Institute for Supply Management, vol. 59(1), pages 26-47, January.
    4. Cengizhan Karaca, 2023. "Dynamics of Trade Credit, Bank Credit Extension, Sustainable Economic Growth, and Imports: Evidence from the European Non-Financial Sector," Sustainability, MDPI, vol. 15(17), pages 1-24, August.
    5. Van Horen, Neeltje, 2007. "Customer market power and the provision of trade credit : evidence from Eastern Europe and Central Asia," Policy Research Working Paper Series 4284, The World Bank.
    6. Isaac Marcelin & Daniel Brink & Wei Sun, 2021. "Firms' resilience to financial constraints: The role of trade credit," WIDER Working Paper Series wp-2021-78, World Institute for Development Economic Research (UNU-WIDER).
    7. Anthony Dhieux & Eric Severin & Ludovic Vigneron, 2015. "Does Accounting Information Quality Matter For Smes’ Use Of Trade Credit? [Qualite De L’Information Comptable Et Recours Au Credit Fournisseur]," Post-Print hal-01188869, HAL.
    8. Yang, Junhong & Guariglia, Alessandra & Peng, Yuchao & Shi, Yukun, 2022. "Inventory investment and the choice of financing: Does financial development play a role?," Journal of Corporate Finance, Elsevier, vol. 74(C).
    9. Weetman, Pauline, 2006. "Discovering the ‘international’ in accounting and finance," The British Accounting Review, Elsevier, vol. 38(4), pages 351-370.
    10. Hoang, Cong Huan & Ly, Kim Cuong & Xiao, Qin & Zhang, Xuan, 2023. "Does national culture impact trade credit provision of SMEs?," Economic Modelling, Elsevier, vol. 124(C).
    11. Jaleel Ahmed & Hui Xiaofeng & Shahid Kalim Khan, 2015. "Investigation of trade credit demand patterns in effect with firm-bank relationship: A panel data approach," Journal of Asian Business Strategy, Asian Economic and Social Society, vol. 5(3), pages 46-54, March.
    12. Cristina Martínez Sola & Pedro J. García-Teruel & Pedro Martínez Solano, 2012. "Trade credit policy and firm value," Working Papers. Serie EC 2012-01, Instituto Valenciano de Investigaciones Económicas, S.A. (Ivie).
    13. Cristina Martínez-Sola & Pedro García-Teruel & Pedro Martínez-Solano, 2014. "Trade credit and SME profitability," Small Business Economics, Springer, vol. 42(3), pages 561-577, March.
    14. Mateut, Simona & Zanchettin, Piercarlo, 2013. "Credit sales and advance payments: Substitutes or complements?," Economics Letters, Elsevier, vol. 118(1), pages 173-176.
    15. Maria Cristina Arcuri & Raoul Pisani, 2021. "Is Trade Credit a Sustainable Resource for Medium-Sized Italian Green Companies?," Sustainability, MDPI, vol. 13(5), pages 1-19, March.
    16. Gyimah, Daniel & Machokoto, Michael & Sikochi, Anywhere (Siko), 2020. "Peer influence on trade credit," Journal of Corporate Finance, Elsevier, vol. 64(C).
    17. Philip Leitch & Dawne Lamminmaki, 2009. "Refining measures to improve performance measurement of the accounts receivable collection function," Discussion Papers in Accounting accounting:200901, Griffith University, Department of Accounting, Finance and Economics.
    18. Ala’a Adden Abuhommous & Tareq Mashoka, 2018. "A dynamic approach to accounts receivable: the case of Jordanian firms," Eurasian Business Review, Springer;Eurasia Business and Economics Society, vol. 8(2), pages 171-191, June.
    19. H. Kent Baker & Debidutta Pattnaik & Satish Kumar, 2022. "Trade credit and firm profitability: Empirical evidence from India," International Journal of Finance & Economics, John Wiley & Sons, Ltd., vol. 27(4), pages 3934-3953, October.
    20. Nielen, Sebastian, 2013. "Product Innovation and Trade Credit Demand and Supply: Evidence from European Countries," VfS Annual Conference 2013 (Duesseldorf): Competition Policy and Regulation in a Global Economic Order 79997, Verein für Socialpolitik / German Economic Association.
    21. Abdulla, Yomna & Dang, Viet Anh & Khurshed, Arif, 2020. "Suppliers' listing status and trade credit provision," Journal of Corporate Finance, Elsevier, vol. 60(C).
    22. Mai Dao & Trung Pham & Hongkang Xu, 2022. "Internal control effectiveness and trade credit," Review of Quantitative Finance and Accounting, Springer, vol. 59(4), pages 1423-1452, November.
    23. Maria Cristina Arcuri & Raoul Pisani, 2024. "Access to external credit during COVID-19: evidence from green SMEs in Italy," Review of Managerial Science, Springer, vol. 18(7), pages 1-30, July.
    24. James, Hui Liang & Ngo, Thanh & Wang, Hongxia, 2023. "The impact of more able managers on corporate trade credit," Journal of Behavioral and Experimental Finance, Elsevier, vol. 40(C).
    25. David Rodeiro‐Pazos & Sara Fernández‐López & Raúl Rios‐Rodríguez & Adrián Dios‐Vicente, 2023. "Working capital management and firm sales growth: Evidence from fish processing industry," Agribusiness, John Wiley & Sons, Ltd., vol. 39(4), pages 1254-1278, October.

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