Condizioni del credito commerciale e differenziazione della clientela
In this paper we examine trade credit terms in Italy on the basis of two original surveys carried out by the Bank of Italy. The surveys show that 80-90 per cents of sales are paid on a deferred payment basis of 90 days on average and a delay of 11 days. 83 per cent of trade credit is extended on net terms (with no discount offered for prompt payment). When two-part terms are offered, the cost of trade credit is normally very high and well above market interest rates. These results point to the importance of marketing determinants for the extension of trade credit (product quality guarantee, customer relationships) more than financial motives. Most of suppliers (80 per cent) differentiate customers by means of price and payment terms in favor of older and bigger firms and longstanding customers; they apply stricter terms to late payers, while being indulgent with those in temporary distress. Regressions on a sample of bilateral transactions suggest that cash payments are required when information asymmetry is relatively low and the risk of customer default relatively high. Two-part terms, on the other hand, are offered to not well-known customers and are aimed at extracting information on their creditworthiness. More generally, the analysis shows that two-part and net terms respond to very different aims. Contrary to the presumption of most of the literature, generalizing the characteristics of two-part terms contract as pertaining to the whole of credit transactions is unwarranted. Price and payment terms are a flexible and many-faceted device extensively used by firms for building customer relationships, acquiring information on buyers creditworthiness, and exploiting market power.
|Date of creation:||Jun 2004|
|Contact details of provider:|| Postal: Via Nazionale, 91 - 00184 Roma|
Web page: http://www.bancaditalia.it
More information through EDIRC
When requesting a correction, please mention this item's handle: RePEc:bdi:wptemi:td_495_04. 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: ()
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 references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link 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 profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.