Customer Relationships and the Provision of Trade Credit during a Recession
We investigate the effect of close customer relationships on small firms' provision of trade credit during the 2001-2003 recession in Japan. Many studies argue that close customer relationships are costly for suppliers because when their main customer has a high proportion of the firm's total sales, suppliers cannot easily find alternative customers. As a result, the supplier's bargaining position is weaker. Then suppliers that depend largely on their main customer cannot easily reduce their provision of trade credit, despite the need to do so during a recession. The results in our paper indicate that close customer relationships are not costly for suppliers in trade credit contracts. First, small businesses offer less trade credit, even if the proportion of sales to their main customers is high. Second, suppliers offer less trade credit if they are in financial distress and charged higher interest rates by banks, even when they are dependent on their main customers. Third, highly leveraged dependent suppliers reduce trade credit, unlike highly leveraged independent suppliers. This implies that dependent suppliers can cut back on trade credit in the presence of leverage. These findings imply that close customer relationships are beneficial for suppliers.
|Date of creation:||Aug 2009|
|Date of revision:|
|Contact details of provider:|| Postal: |
Web page: http://www.rieti.go.jp/
More information through EDIRC
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Nicholas Wilson & Barbara Summers, 2002. "Trade Credit Terms Offered by Small Firms: Survey Evidence and Empirical Analysis," Journal of Business Finance & Accounting, Wiley Blackwell, vol. 29(3&4), pages 317-351.
- Petersen, Mitchell A & Rajan, Raghuram G, 1997.
"Trade Credit: Theories and Evidence,"
Review of Financial Studies,
Society for Financial Studies, vol. 10(3), pages 661-91.
- Mitchell A. Petersen & Raghuram G. Rajan, 1996. "Trade Credit: Theories and Evidence," NBER Working Papers 5602, National Bureau of Economic Research, Inc.
- Mitchell A. Petersen & Raghuram G. Rajan, . "Trade Credit: Theories and Evidence," CRSP working papers 322, Center for Research in Security Prices, Graduate School of Business, University of Chicago.
- Ono, Masanori, 2001. "Determinants of Trade Credit in the Japanese Manufacturing Sector," Journal of the Japanese and International Economies, Elsevier, vol. 15(2), pages 160-177, June.
- Barbara Summers & Nicholas Wilson, 2003. "Trade credit and customer relationships," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 24(6-7), pages 439-455.
- Hirofumi Uchida & Gregory F. Udell & Wako Watanabe, 2006.
"Are Trade Creditors Relationship Lenders?,"
06026, Research Institute of Economy, Trade and Industry (RIETI).
- John McMillan & Christopher Woodruff, 1998.
"Interfirm Relationships and Informal Credit in Vietnam,"
William Davidson Institute Working Papers Series
132, William Davidson Institute at the University of Michigan.
- John McMillan & Christopher Woodruff, 1999. "Interfirm Relationships And Informal Credit In Vietnam," The Quarterly Journal of Economics, MIT Press, vol. 114(4), pages 1285-1320, November.
- McMillan, John & Woodruff, Christopher, 1998. "Inter-Firm Relationships and Informal Credit in Vietnam," CEPR Discussion Papers 2036, C.E.P.R. Discussion Papers.
- Mike Burkart & Tore Ellingsen, 2002.
LSE Research Online Documents on Economics
24940, London School of Economics and Political Science, LSE Library.
- Mariassunta Giannetti & Mike Burkart & Tore Ellingsen, 0.
"What You Sell Is What You Lend? Explaining Trade Credit Contracts,"
Review of Financial Studies,
Society for Financial Studies, vol. 24(4), pages 1261-1298.
- Burkart, Mike & Ellingsen, Tore & Giannetti, Mariassunta, 2004. "What You Sell is What You Lend? Explaining Trade Credit Contracts," CEPR Discussion Papers 4823, C.E.P.R. Discussion Papers.
- Fabbri, Daniela & Klapper, Leora, 2008. "Market power and the matching of trade credit terms," Policy Research Working Paper Series 4754, The World Bank.
- Nilsen, Jeffrey H, 2002.
"Trade Credit and the Bank Lending Channel,"
Journal of Money, Credit and Banking,
Blackwell Publishing, vol. 34(1), pages 226-53, February.
- Petersen, Mitchell A & Rajan, Raghuram G, 1994. " The Benefits of Lending Relationships: Evidence from Small Business Data," Journal of Finance, American Finance Association, vol. 49(1), pages 3-37, March.
- Van Horen, Neeltje, 2007.
"Customer market power and the provision of trade credit : evidence from Eastern Europe and Central Asia,"
Policy Research Working Paper Series
4284, The World Bank.
- Van Horen, Neeltje, 2007. "Customer Market Power and the Provision of Trade Credit; Evidence from Eastern Europe and Central Asia," MPRA Paper 3378, University Library of Munich, Germany.
- Chee K. Ng & Janet Kiholm Smith & Richard L. Smith, 1999. "Evidence on the Determinants of Credit Terms Used in Interfirm Trade," Journal of Finance, American Finance Association, vol. 54(3), pages 1109-1129, 06.
- Giuseppe Marotta, 2005.
"When do trade credit discounts matter? Evidence from Italian firm-level data,"
Taylor & Francis Journals, vol. 37(4), pages 403-416.
- Giuseppe Marotta, 2003. "When do trade credit discounts matter? Evidence from Italian firm-level data," Heterogeneity and monetary policy 0303, Universita di Modena e Reggio Emilia, Dipartimento di Economia Politica.
- Benjamin S. Wilner, 2000. "The Exploitation of Relationships in Financial Distress: The Case of Trade Credit," Journal of Finance, American Finance Association, vol. 55(1), pages 153-178, 02.
- Carlos A. Molina & Lorenzo A. Preve, 2009. "Trade Receivables Policy of Distressed Firms and Its Effect on the Costs of Financial Distress," Financial Management, Financial Management Association International, vol. 38(3), pages 663-686, 09.
- Olga Rodríguez-Rodríguez, 2006. "Trade Credit in Small and Medium Size Firms: An Application of the System Estimator With Panel Data," Small Business Economics, Springer, vol. 27(2), pages 103-126, October.
- Love, Inessa & Preve, Lorenzo A. & Sarria-Allende, Virginia, 2007.
"Trade credit and bank credit: Evidence from recent financial crises,"
Journal of Financial Economics,
Elsevier, vol. 83(2), pages 453-469, February.
- Love, Inessa & Preve, Lorenzo A. & Sarria-Allende, Virginia, 2005. "Trade credit and bank credit : evidence from recent financial crises," Policy Research Working Paper Series 3716, The World Bank.
- Vincente Cuñat, 2000.
"Trade Credit: Suppliers as Debt Collectors and Insurance Providers,"
FMG Discussion Papers
dp365, Financial Markets Group.
- Vicente Cuñat, 2002. "Trade credit: Suppliers as debt collectors and insurance providers," Economics Working Papers 625, Department of Economics and Business, Universitat Pompeu Fabra, revised Feb 2004.
- TSURUTA Daisuke & Peng XU, 2007. "Debt Structure and Bankruptcy of Financially Distressed Small Businesses," Discussion papers 07032, Research Institute of Economy, Trade and Industry (RIETI).
- Yoshiro Miwa & J. Mark Ramseyer, 2008. "The Implications of Trade Credit for Bank Monitoring: Suggestive Evidence from Japan," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 17(2), pages 317-343, 06.
When requesting a correction, please mention this item's handle: RePEc:eti:dpaper:09043. 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: (NUKATANI Sorahiko)
If references are entirely missing, you can add them using this form.