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Customer market power and the provision of trade credit : evidence from Eastern Europe and Central Asia

Author

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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 who 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 study finds evidence consistent with this hypothesis. It finds 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 a 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," Policy Research Working Paper Series 4284, The World Bank.
    • Handle: RePEc:wbk:wbrwps:4284
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    References listed on IDEAS

    as
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    Full references (including those not matched with items on IDEAS)

    Citations

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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. Panos Kouvelis & Wenhui Zhao, 2018. "Who Should Finance the Supply Chain? Impact of Credit Ratings on Supply Chain Decisions," Manufacturing & Service Operations Management, INFORMS, vol. 20(1), pages 19-35, February.
    4. Panos Kouvelis & Wenhui Zhao, 2012. "Financing the Newsvendor: Supplier vs. Bank, and the Structure of Optimal Trade Credit Contracts," Operations Research, INFORMS, vol. 60(3), pages 566-580, June.
    5. Galya Taseva, 2019. "Passivity of Creditors among Non-Financial Enterprises in Bulgaria," Economic Studies journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 6, pages 128-159.
    6. Watanabe, Mariko & Yanagawa, Noriyuki, 2011. "Ex ante bargaining and ex post enforcement in trade credit supply: theory and evidence from China," IDE Discussion Papers 279, Institute of Developing Economies, Japan External Trade Organization(JETRO).
    7. Grau, Alfredo Juan & Reig, Araceli, 2018. "Trade credit and determinants of profitability in Europe. The case of the agri-food industry," International Business Review, Elsevier, vol. 27(5), pages 947-957.
    8. Zhou, Xiaoxiao & Lin, Junjie & Wang, Lu & Huang, Hongyun & Zhao, Xin, 2022. "Wind power resources and China's sustainable development roadmap: Evidence from China," Resources Policy, Elsevier, vol. 79(C).
    9. Van den Bogaerd, Machteld & Aerts, Walter, 2015. "Does media reputation affect properties of accounts payable?," European Management Journal, Elsevier, vol. 33(1), pages 19-29.
    10. 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.
    11. 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.
    12. Ciżkowicz-Pękała Magda, 2017. "Trade credit: a benefit to get, a “must” to give? Motives behind trade credit use in Poland," Financial Internet Quarterly (formerly e-Finanse), Sciendo, vol. 13(4), pages 54-66, December.
    13. Hongkang Xu & Jia Wu & Mai Dao, 2020. "Corporate social responsibility and trade credit," Review of Quantitative Finance and Accounting, Springer, vol. 54(4), pages 1389-1416, May.
    14. Xia, Changyuan & Zhang, Xiaowei & Cao, Chunfang & Xu, Nan, 2019. "Independent director connectedness in China: An examination of the trade credit financing hypothesis," International Review of Economics & Finance, Elsevier, vol. 63(C), pages 209-225.

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    More about this item

    Keywords

    Economic Theory&Research; Markets and Market Access; Investment and Investment Climate; Financial Intermediation; Access to Markets;
    All these keywords.

    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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