IDEAS home Printed from https://ideas.repec.org/a/cup/jfinqa/v55y2020i4p1243-1267_6.html
   My bibliography  Save this article

Financial Incentives and Loan Officer Behavior: Multitasking and Allocation of Effort under an Incomplete Contract

Author

Listed:
  • Behr, Patrick
  • Drexler, Alejandro
  • Gropp, Reint
  • Guettler, Andre

Abstract

We investigate the implications of providing loan officers with a nonlinear compensation structure that rewards loan volume and penalizes poor performance. Using a unique data set provided by a large international commercial bank, we examine the main activities that loan officers perform: loan prospecting, screening, and monitoring. We find that when loan officers are at risk of losing their bonuses, they increase prospecting and monitoring. We further show that loan officers adjust their behavior more toward the end of the month when bonus payments are approaching. These effects are more pronounced for loan officers with longer tenures at the bank.

Suggested Citation

  • Behr, Patrick & Drexler, Alejandro & Gropp, Reint & Guettler, Andre, 2020. "Financial Incentives and Loan Officer Behavior: Multitasking and Allocation of Effort under an Incomplete Contract," Journal of Financial and Quantitative Analysis, Cambridge University Press, vol. 55(4), pages 1243-1267, June.
  • Handle: RePEc:cup:jfinqa:v:55:y:2020:i:4:p:1243-1267_6
    as

    Download full text from publisher

    File URL: https://www.cambridge.org/core/product/identifier/S0022109019000334/type/journal_article
    File Function: link to article abstract page
    Download Restriction: no
    ---><---

    Other versions of this item:

    References listed on IDEAS

    as
    1. Fahlenbrach, Rüdiger & Stulz, René M., 2011. "Bank CEO incentives and the credit crisis," Journal of Financial Economics, Elsevier, vol. 99(1), pages 11-26, January.
    2. Thorsten Beck & Patrick Behr & Andreas Madestam, 2011. "Sex and Credit: Is There a Gender Bias in Lending?," Working Papers 411, IGIER (Innocenzo Gasparini Institute for Economic Research), Bocconi University.
    3. Shawn Cole & Martin Kanz & Leora Klapper, 2015. "Incentivizing Calculated Risk-Taking: Evidence from an Experiment with Commercial Bank Loan Officers," Journal of Finance, American Finance Association, vol. 70(2), pages 537-575, April.
    4. Patrick Bolton & Hamid Mehran & Joel Shapiro, 2015. "Executive Compensation and Risk Taking," Review of Finance, European Finance Association, vol. 19(6), pages 2139-2181.
    5. Jose M. Liberti & Atif R. Mian, 2009. "Estimating the Effect of Hierarchies on Information Use," Review of Financial Studies, Society for Financial Studies, vol. 22(10), pages 4057-4090, October.
    6. Andrew Hertzberg & Jose Maria Liberti & Daniel Paravisini, 2010. "Information and Incentives Inside the Firm: Evidence from Loan Officer Rotation," Journal of Finance, American Finance Association, vol. 65(3), pages 795-828, June.
    7. Florian Heider & Roman Inderst, 2012. "Loan Prospecting," Review of Financial Studies, Society for Financial Studies, vol. 25(8), pages 2381-2415.
    8. Lars Norden & Martin Weber, 2010. "Credit Line Usage, Checking Account Activity, and Default Risk of Bank Borrowers," Review of Financial Studies, Society for Financial Studies, vol. 23(10), pages 3665-3699, October.
    9. Holmstrom, Bengt & Milgrom, Paul, 1991. "Multitask Principal-Agent Analyses: Incentive Contracts, Asset Ownership, and Job Design," Journal of Law, Economics, and Organization, Oxford University Press, vol. 7(0), pages 24-52, Special I.
    10. Ben-David, Itzhak & Agarwal, Sumit, 2012. "Do Loan Officers' Incentives Lead to Lax Lending Standards?," Working Paper Series 2012-07, Ohio State University, Charles A. Dice Center for Research in Financial Economics.
    11. Tobias Berg & Manju Puri & Jorg Rocholl, 2013. "Loan officer Incentives and the Limits of Hard Information," NBER Working Papers 19051, National Bureau of Economic Research, Inc.
    12. Alejandro Drexler & Antoinette Schoar, 2014. "Do Relationships Matter? Evidence from Loan Officer Turnover," Management Science, INFORMS, vol. 60(11), pages 2722-2736, November.
    13. Ximena Cadena & Antoinette Schoar & Alexandra Cristea & Héber M. Delgado-Medrano, 2011. "Fighting Procrastination in the Workplace: An Experiment," NBER Working Papers 16944, National Bureau of Economic Research, Inc.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Cowan, Kevin & Drexler, Alejandro & Yañez, Álvaro, 2015. "The effect of credit guarantees on credit availability and delinquency rates," Journal of Banking & Finance, Elsevier, vol. 59(C), pages 98-110.
    2. Gropp, Reint E. & Park, Kyounghoon, 2016. "To Separate or not to Separate Investment from Commercial Banking? An Empirical Analysis of Attention Distortion under Multiple Tasks," IWH Discussion Papers 2/2016, Halle Institute for Economic Research (IWH).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Mosk, T.C., 2014. "Essays on banking," Other publications TiSEM d424ec24-1bfd-4be0-b19a-3, Tilburg University, School of Economics and Management.
    2. Agarwal, Sumit & Ben-David, Itzhak, 2018. "Loan prospecting and the loss of soft information," Journal of Financial Economics, Elsevier, vol. 129(3), pages 608-628.
    3. Bushman, Robert & Gao, Janet & Martin, Xiumin & Pacelli, Joseph, 2021. "The influence of loan officers on loan contract design and performance," Journal of Accounting and Economics, Elsevier, vol. 71(2).
    4. Shawn Cole & Martin Kanz & Leora Klapper, 2015. "Incentivizing Calculated Risk-Taking: Evidence from an Experiment with Commercial Bank Loan Officers," Journal of Finance, American Finance Association, vol. 70(2), pages 537-575, April.
    5. Jarque, Arantxa & Prescott, Edward Simpson, 2020. "Banker compensation, relative performance, and bank risk," Journal of the Japanese and International Economies, Elsevier, vol. 56(C).
    6. Ing-Haw Cheng & Sahil Raina & Wei Xiong, 2014. "Wall Street and the Housing Bubble," American Economic Review, American Economic Association, vol. 104(9), pages 2797-2829, September.
    7. Tantri, Prasanna, 2021. "Identifying ever-greening: Evidence using loan-level data," Journal of Banking & Finance, Elsevier, vol. 122(C).
    8. Efing, Matthias & Hau, Harald & Kampkötter, Patrick & Steinbrecher, Johannes, 2015. "Incentive pay and bank risk-taking: Evidence from Austrian, German, and Swiss banks," Journal of International Economics, Elsevier, vol. 96(S1), pages 123-140.
    9. Minkyung Kim & K. Sudhir & Kosuke Uetake & Rodrigo Canales, 2016. "Multidimensional Sales Incentives in CRM Settings: Customer Adverse Selection and Moral Hazard," Cowles Foundation Discussion Papers 2085, Cowles Foundation for Research in Economics, Yale University.
    10. Papoutsi, Melina, 2021. "Nothing compares to your loan officer – continuity of relationships and loan renegotiation," Research Bulletin, European Central Bank, vol. 81.
    11. Tobias Berg & Manju Puri & Jorg Rocholl, 2013. "Loan officer Incentives and the Limits of Hard Information," NBER Working Papers 19051, National Bureau of Economic Research, Inc.
    12. Brown, Martin & Kirschenmann, Karolin & Spycher, Thomas, 2017. "Numeracy and the quality of on-the-job decisions: Evidence from loan officers," Working Papers on Finance 1711, University of St. Gallen, School of Finance.
    13. Acharya, Viral & Litov, Lubomir P. & Sepe, Simone M., 2014. "Seeking Alpha, Taking Risk: Evidence from Non-executive Pay in U.S. Bank Holding Companies," Working Papers 13-18, University of Pennsylvania, Wharton School, Weiss Center.
    14. Campbell, Dennis & Loumioti, Maria & Wittenberg-Moerman, Regina, 2019. "Making sense of soft information: interpretation bias and loan quality," Journal of Accounting and Economics, Elsevier, vol. 68(2).
    15. Brown, Martin & Schaller, Matthias & Westerfeld, Simone & Heusler, Markus, 2015. "Internal Control and Strategic Communication within Firms – Evidence from Bank Lending," Working Papers on Finance 1504, University of St. Gallen, School of Finance, revised Jul 2015.
    16. Kilian R. Dinkelaker & Andreas-Walter Mattig & Stefan Morkoetter, 2019. "A Closer Look at Credt Rating Processes: Uncovering the Impact of Analyst Rotation," Working Papers on Finance 1911, University of St. Gallen, School of Finance.
    17. Alin Marius Andries & Martin Brown, 2017. "Credit booms and busts in emerging markets," The Economics of Transition, The European Bank for Reconstruction and Development, vol. 25(3), pages 377-437, July.
    18. Luis Garicano & Luis Rayo, 2016. "Why Organizations Fail: Models and Cases," Journal of Economic Literature, American Economic Association, vol. 54(1), pages 137-192, March.
    19. Florian Heider & Roman Inderst, 2012. "Loan Prospecting," Review of Financial Studies, Society for Financial Studies, vol. 25(8), pages 2381-2415.
    20. Roman Inderst & Sebastian Pfeil, 2013. "Securitization and Compensation in Financial Institutions," Review of Finance, European Finance Association, vol. 17(4), pages 1323-1364.

    More about this item

    JEL classification:

    • G21 - Financial Economics - - Financial Institutions and Services - - - Banks; Other Depository Institutions; Micro Finance Institutions; Mortgages
    • J33 - Labor and Demographic Economics - - Wages, Compensation, and Labor Costs - - - Compensation Packages; Payment Methods

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:cup:jfinqa:v:55:y:2020:i:4:p:1243-1267_6. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: . General contact details of provider: https://www.cambridge.org/jfq .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Keith Waters (email available below). General contact details of provider: https://www.cambridge.org/jfq .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.