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- W2769376687 abstract "Using a unique dataset with information on 20 million inter-firm transactions, we provide evidence that suppliers offer trade credit to high-bargaining-power customers to ease competition in downstream markets in which they have a large number of other clients. Differently from price discounts, trade credit targets infra-marginal units and does not lower the marginal cost of high-bargaining-power customers. As a consequence, the latter do not gain market share and the supplier can preserve profitable sales to low-bargaining-power customers. We show that empirically trade credit is not monotonically increasing in past purchases, as is consistent with our conjecture that it targets infra-marginal units. In addition, the supplier grants trade credit to high-bargaining-power-customers only when it fears the cannibalization of sales to other low-bargaining-power clients. Our results are not driven by differences in suppliers' ability to provide trade credit, customer-specific shocks, or endogenous location decisions." @default.
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- W2769376687 date "2017-01-01" @default.
- W2769376687 modified "2023-10-03" @default.
- W2769376687 title "Cheap Trade Credit and Competition in Downstream Markets" @default.
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- W2769376687 doi "https://doi.org/10.2139/ssrn.3070979" @default.
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