The inter‐enterprise relationship and trade credit

Purpose - As the information asymmetry and credit rationing are existing, SMEs are finding it difficult to gain bank credit. Trade credit, as a one off substitution, gives another access to SME finance. The purpose of this paper is to examine the effects between inter‐corporate relationships (including the direct‐relationship and indirect‐relationship) and trade credit. Design/methodology/approach - Following the mainstream of qualitative and quantitative research, this paper examines the relationship between SMEs and their analysis of the commercial credit financing. In the empirical research, through text‐analysis to build the variable of “the number of unions that enterprises take part in”. First, find the relate union through “baidu and googel” by the keywords of enterprise's name and the Union; then two persons select and determine which the enterprise may take part in and calculate the number. For that which cannot make sure, ask the third person. Learning from the HHI‐index, the paper calculates according to the amount and times of the enterprise related transactions to build the variable of “the concentration of enterprises related transactions”. Based on three years panel data (from 2007 to 2009) of 196 small and medium listed companies, this paper establishes the empirical models and examines the effects between inter‐corporate relationship and trade credit through the random effect model. Findings - The paper finds that: SMEs must pay attention to inter‐enterprise relationship management. Without the power and status owned by large enterprises, SMEs have to learn how to survive in the complex and changing environment. The managers of SMEs have to develop their skills to manage the inter‐enterprise relationship. It finds the effects between inter‐enterprise relationship and trade credit seem like a “U” shape. SMEs should take part in associations wittingly and establish the relationship with the others, as all economic activities are embedded in the social network. This research shows that participating in the business associations, especially provincial associations, has a positive impact to gain trade credit. Originality/value - This paper breaks through the traditional SMEs' financing theories. In this paper, the individual level theories have been extended to the organizational level. This paper also expands the study of the social capital theory and gives a more tolerable empirical test.