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What's in a relationship The case of commercial lending

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  • Udell, Gregory F.

Abstract

This article presents a survey and an analysis of the academic literature on relationship lending to small and mid-sized enterprises (SMEs). It is noted herein that relationship lending depends on soft (non-quantifiable) information, while other "lending technologies" depend on hard (quantifiable) information. Based on relative benefits and costs, relationship lending may be best suited for some types of SMEs, with alternate lending technologies better matched to others. Also discussed in this article are some interesting managerial and public policy issues. On the bank management dimension, relationship lending may create a special challenge for risk managers. On the public policy dimension, evidence suggests that relationship lending may be better delivered by smaller community banks; banking industry consolidation could, however, threaten the presence of such providers. Counter-intuitively, it is possible that banking industry competition may not be the best environment for relationship lending. Finally, this article highlights potentially interesting differences in the relative importance of relationship lending and the other lending technologies across countries with different financial architectures, and examines a potentially powerful link between relationship lending and monetary policy and other monetary shocks.

Suggested Citation

  • Udell, Gregory F., 2008. "What's in a relationship The case of commercial lending," Business Horizons, Elsevier, vol. 51(2), pages 93-103.
  • Handle: RePEc:eee:bushor:v:51:y:2008:i:2:p:93-103
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    Cited by:

    1. Ewald Nowotny & Peter Mooslechner & Doris Ritzberger-Grünwald (ed.), 2012. "European Integration in a Global Economy," Books, Edward Elgar Publishing, number 15048.
    2. Emilios Galariotis & Christophe Villa & Nurmukhammad Yusupov, 2011. "Recent Advances in Lending to the Poor with Asymmetric Information," Journal of Development Studies, Taylor & Francis Journals, vol. 47(9), pages 1371-1390, July.
    3. Xu Chong Bo & Wenyi Li & Jing Shi & Yi Zheng & Qing Zhou, 2021. "Relationship lending and bank loan covenant violations," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 61(4), pages 5847-5878, December.
    4. Francesco Campanella & Luana Serino, 2019. "Firms Use of Financial Leverage: Evidence from Italy," Review of Economics & Finance, Better Advances Press, Canada, vol. 17, pages 65-78, August.
    5. Arthur B. Kennickell & Myron L. Kwast & Jonathan Pogach, 2016. "Small Businesses and Small Business Finance during the Financial Crisis and the Great Recession: New Evidence from the Survey of Consumer Finances," NBER Chapters, in: Measuring Entrepreneurial Businesses: Current Knowledge and Challenges, pages 291-349, National Bureau of Economic Research, Inc.
    6. Wang, Teng, 2021. "Local banks and the effects of oil price shocks," Journal of Banking & Finance, Elsevier, vol. 125(C).
    7. Markus Taube, 2012. "China’s shadow banking sector – pillar or threat to the system?," Chapters, in: Ewald Nowotny & Peter Mooslechner & Doris Ritzberger-Grünwald (ed.), European Integration in a Global Economy, chapter 17, pages 189-201, Edward Elgar Publishing.
    8. Aristei, David & Gallo, Manuela, 2019. "Loan loss provisioning by Italian banks: Managerial discretion, relationship banking, functional distance and bank risk," International Review of Economics & Finance, Elsevier, vol. 60(C), pages 238-256.
    9. repec:dau:papers:123456789/5068 is not listed on IDEAS
    10. Hanley, Aoife & O'Donohoe, Sheila, 2009. "Relationship banking within the Irish SME sector and its implication," Kiel Working Papers 1553, Kiel Institute for the World Economy (IfW Kiel).
    11. Gärtner, Stefan & Flögel, Franz, 2014. "Call for a Spatial Classification of Banking Systems through the Lens of SME Finance - Decentralized versus Centralized Banking in Germany as an Example," IAT Discussion Papers 14/01, Institut Arbeit und Technik (IAT), Westfälische Hochschule, University of Applied Sciences.
    12. Ferreira de Araújo Lima, Priscila & Crema, Maria & Verbano, Chiara, 2020. "Risk management in SMEs: A systematic literature review and future directions," European Management Journal, Elsevier, vol. 38(1), pages 78-94.
    13. Jackowicz, Krzysztof & Kozłowski, Łukasz, 2019. "Social ties between SME managers and bank employees: Financial consequences vs. SME managers' perceptions," Emerging Markets Review, Elsevier, vol. 40(C), pages 1-1.
    14. Navas-Alemán, Lizbeth & Pietrobelli, Carlo & Kamiya, Marco, 2012. "Inter-Firm Linkages and Finance in Value Chains," IDB Publications (Working Papers) 4067, Inter-American Development Bank.
    15. Mariarosaria Agostino & Lucia Errico & Sandro Rondinella & Francesco Trivieri, 2022. "Do cooperative banks matter for new business creation? Evidence on Italian manufacturing industry," Annals of Public and Cooperative Economics, Wiley Blackwell, vol. 93(3), pages 637-675, September.
    16. Arthur B. Kennickell & Myron L. Kwast & Jonathan Pogach, 2015. "Small Businesses and Small Business Finance during the Financial Crisis and the Great Recession: New Evidence From the Survey of Consumer Finances," Finance and Economics Discussion Series 2015-39, Board of Governors of the Federal Reserve System (U.S.).
    17. Hetland, Ove Rein & Mjøs, Aksel, 2011. "Using Bank Mergers and Acquisitions to Understand Lending Relationships," Discussion Papers 2011/13, Norwegian School of Economics, Department of Business and Management Science.
    18. Matteo Cotugno & Valeria Stefanelli & Giuseppe Torluccio, 2013. "Relationship lending, default rate and loan portfolio quality," Applied Financial Economics, Taylor & Francis Journals, vol. 23(7), pages 573-587, April.
    19. repec:dau:papers:123456789/5897 is not listed on IDEAS
    20. Gärtner, Stefan & Flögel, Franz, 2014. "Call for a Spatial Classification of Banking Systems through the Lens of SME Finance - Decentralized versus Centralized Banking in Germany as an Example," EconStor Preprints 97512, ZBW - Leibniz Information Centre for Economics.

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