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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
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    Cited by:

    1. Bertrand, Jérémie & Burietz, Aurore, 2023. "(Loan) price and (loan officer) prejudice," Journal of Economic Behavior & Organization, Elsevier, vol. 210(C), pages 26-42.
    2. Tatiana Bouzdine-Chameeva & Julien Cusin & Olivier Herrbach & Vincent Maymo, 2023. "Entrepreneurs are from Mars, bankers from Venus: Representational gaps between struggling entrepreneurs and loan officers," Post-Print hal-04412624, HAL.
    3. 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).
    4. SHEN, Yu & SHE, Kaiwen, 2024. "Loan origination and risk underpricing: The role of lending incentives," Finance Research Letters, Elsevier, vol. 62(PB).
    5. Minkyung Kim & K. Sudhir & Kosuke Uetake, 2022. "A Structural Model of a Multitasking Salesforce: Incentives, Private Information, and Job Design," Management Science, INFORMS, vol. 68(6), pages 4602-4630, June.
    6. 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.
    7. Czura, Kristina & Englmaier, Florian & Ho, Hoa & Spantig, Lisa, 2022. "Microfinance loan officers before and during Covid-19: Evidence from India," World Development, Elsevier, vol. 152(C).
    8. Richard Brody & Matias Sokolowski & Reilly White, 2021. "The Potential for Biases in Resolving Loan Problems," International Journal of Finance & Banking Studies, Center for the Strategic Studies in Business and Finance, vol. 10(3), pages 57-66, July.
    9. Goedde-Menke, Michael & Ingermann, Peter-Hendrik, 2024. "Loan officer specialization and credit defaults," Journal of Banking & Finance, Elsevier, vol. 161(C).
    10. 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).

    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

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