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The Impact of Trade Credit on Customer Switching Behaviour: Evidence from the Tanzanian Rice Market


  • Niels Hermes
  • Ernest Kihanga
  • Robert Lensink
  • Clemens Lutz


We use primary survey data to analyse the relationship between trade credit and customer switching in the context of trade transactions between wholesalers and retailers in the Tanzanian rice market. Results reveal a negative relation of trade credit and customer switching, that is, trade credit acts as a switching barrier; retailers are reluctant to move to another supplier if they depend on trade credit as a source of external finance. This interpretation fits with the underdeveloped financial markets in Tanzania, in which access to external finance is poor among rice retailers.

Suggested Citation

  • Niels Hermes & Ernest Kihanga & Robert Lensink & Clemens Lutz, 2012. "The Impact of Trade Credit on Customer Switching Behaviour: Evidence from the Tanzanian Rice Market," Journal of Development Studies, Taylor & Francis Journals, vol. 48(3), pages 363-376, July.
  • Handle: RePEc:taf:jdevst:v:48:y:2012:i:3:p:363-376
    DOI: 10.1080/00220388.2011.615921

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    References listed on IDEAS

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    2. Wijnands, Jo H.M. & van der Lans, Karin & Hobbs, Jill E., 2006. "International Flower Networks: Transparency and Risks in Marketing Channel Choice," 99th Seminar, February 8-10, 2006, Bonn, Germany 7759, European Association of Agricultural Economists.
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    5. Humphreys, David, 2008. "World Investment Report: Transnational Corporations, Extractive Industries and Development, United Nations Conference on Trade and Development (UNCTAD), Geneva, (2007). 323 pp., $90 (developed countri," Resources Policy, Elsevier, vol. 33(3), pages 175-177, September.
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    Cited by:

    1. Niels Hermes & Robert Lensink & Clemens Lutz & Uyen Nguyen Lam Thu, 2016. "Trade credit use and competition in the value chain," The Economics of Transition, The European Bank for Reconstruction and Development, vol. 24(4), pages 765-795, October.
    2. Meijerink, Gerdien & Bulte, Erwin & Alemu, Dawit, 2014. "Formal institutions and social capital in value chains: The case of the Ethiopian Commodity Exchange," Food Policy, Elsevier, vol. 49(P1), pages 1-12.
    3. González, Felipe & Miguel, Edward, 2015. "War and local collective action in Sierra Leone: A comment on the use of coefficient stability approaches," Journal of Public Economics, Elsevier, vol. 128(C), pages 30-33.

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