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Customer Market Power and the Provision of Trade Credit; Evidence from Eastern Europe and Central Asia

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  • Van Horen, Neeltje

Abstract

Statistics show that the sale of goods on credit is widespread among firms even when they are capital constrained and thus face relatively high costs in providing trade credit. This study provides an explanation for this by arguing that customers that possess strong market power are able to increase their customer surplus by demanding to purchase the goods on credit. This gain in customer surplus increases with the degree of asymmetric information between buyer and seller with respect to product quality. Therefore, firms that are perceived as risky are especially subject to the market power of the customer and have to sell their goods on credit. Using detailed firm-level data from a large number of firms in Eastern Europe and Central Asia, this paper finds evidence consistent with this hypothesis. We find a strong positive correlation between customer market power and trade credit provision. Furthermore, this relationship is especially strong when the supplier is more risky and in countries with limited financial sector development or weak legal system.

Suggested Citation

  • 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.
  • Handle: RePEc:pra:mprapa:3378
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    References listed on IDEAS

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    Cited by:

    1. Daisuke Tsuruta, 2013. "Customer relationships and the provision of trade credit during a recession," Applied Financial Economics, Taylor & Francis Journals, vol. 23(12), pages 1017-1031, June.
    2. Uchida, Hirofumi & Udell, Gregory F. & Watanabe, Wako, 2013. "Are trade creditors relationship lenders?," Japan and the World Economy, Elsevier, vol. 25, pages 24-38.
    3. Shenoy, Jaideep & Williams, Ryan, 2017. "Trade credit and the joint effects of supplier and customer financial characteristics," Journal of Financial Intermediation, Elsevier, vol. 29(C), pages 68-80.
    4. Cevik, Emrah Ismail & Dibooglu, Sel & Kutan, Ali M., 2013. "Measuring financial stress in transition economies," Journal of Financial Stability, Elsevier, vol. 9(4), pages 597-611.
    5. TSURUTA Daisuke, 2009. "Customer Relationships and the Provision of Trade Credit during a Recession," Discussion papers 09043, Research Institute of Economy, Trade and Industry (RIETI).

    More about this item

    JEL classification:

    • L14 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Transactional Relationships; Contracts and Reputation
    • L10 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - General

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