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Reputation and Loan Contract Terms: The Role of Principal Customers

Author

Listed:
  • Ling Cen
  • Sudipto Dasgupta
  • Redouane Elkamhi
  • Raunaq S. Pungaliya

Abstract

Principal customers have strong incentives to screen and/or monitor suppliers to ensure supply-chain stability; consequently, the implicit certification from the existence of long-term relationships with principal customers has reputational consequences that potentially spill over to other markets. We argue that one such consequence is smaller loan spreads and looser loan covenants on bank loans, as firms that are able to hold on to principal customers longer are perceived as safer firms by banks. We address causality and endogeneity issues via a variety of tests and find consistent results. Our study suggests that non-financial stakeholders can have important effects on the decisions of financial stakeholders.

Suggested Citation

  • Ling Cen & Sudipto Dasgupta & Redouane Elkamhi & Raunaq S. Pungaliya, 2016. "Reputation and Loan Contract Terms: The Role of Principal Customers," Review of Finance, European Finance Association, vol. 20(2), pages 501-533.
    • Handle: RePEc:oup:revfin:v:20:y:2016:i:2:p:501-533.
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    Cited by:

    1. Ding, Haoyuan & Lin, Shu & Wu, Shujie & Ye, Haichun, 2024. "Financial spillovers of foreign direct investment: Evidence from China," Journal of International Economics, Elsevier, vol. 148(C).
    2. Cai, Kelly & Zhu, Hui, 2020. "Customer-Supplier relationships and the cost of debt," Journal of Banking & Finance, Elsevier, vol. 110(C).
    3. Do, Trung K. & Huang, Henry Hongren & Le, Anh-Tuan, 2023. "Customer concentration and stock liquidity," Journal of Banking & Finance, Elsevier, vol. 154(C).
    4. Casalin, Fabrizio & Pang, Gu & Maioli, Sara & Cao, Ting, 2017. "Inventories and the concentration of suppliers and customers: Evidence from the Chinese manufacturing sector," International Journal of Production Economics, Elsevier, vol. 193(C), pages 148-159.
    5. Giacomini, Emanuela & Kumar, Nitish & Naranjo, Andy, 2024. "Inter-firm relationships and the special role of common banks," Journal of Financial Intermediation, Elsevier, vol. 58(C).
    6. Dong, Yizhe & Li, Chang & Li, Haoyu, 2021. "Customer concentration and M&A performance," Journal of Corporate Finance, Elsevier, vol. 69(C).
    7. Sun, Zeyu & Yang, Ge & Bai, Haichen, 2023. "The spillover effect of customers' financial risk on suppliers' conservative reporting: Evidence from China," International Review of Financial Analysis, Elsevier, vol. 87(C).
    8. Liu, Laura Xiaolei & Mao, Mike Qinghao & Nini, Greg, 2018. "Customer risk and corporate financial policy: Evidence from receivables securitization," Journal of Corporate Finance, Elsevier, vol. 50(C), pages 453-467.
    9. Croci, Ettore & Degl'Innocenti, Marta & Zhou, Si, 2021. "Large customer-supplier links and syndicate loan structure," Journal of Corporate Finance, Elsevier, vol. 66(C).
    10. Dan Dhaliwal & Paul N. Michas & Vic Naiker & Divesh Sharma, 2020. "Greater Reliance on Major Customers and Auditor Going‐Concern Opinions," Contemporary Accounting Research, John Wiley & Sons, vol. 37(1), pages 160-188, March.
    11. Di Gao & Yuan Zhao & Jiangming Ma, 2023. "How Does Supply Chain Information Disclosure Relate to Corporate Investment Efficiency? Evidence from Chinese-Listed Companies," Sustainability, MDPI, vol. 15(8), pages 1-22, April.
    12. Theodora Bermpei & Antonios Nikolaos Kalyvas & Simon Wolfe, 2024. "Does IRS Monitoring Matter for the Cost of Bank Loans?," Journal of Financial Services Research, Springer;Western Finance Association, vol. 65(2), pages 153-188, June.
    13. David, Thomas & Troege, Michael & Nguyen, Hiep Manh & Nguyen, Hang Thu, 2024. "Relationship-specific investments for up- and downstream firms and credit constraints," Journal of Corporate Finance, Elsevier, vol. 84(C).
    14. Chen, Shenglan & Chou, Robin K. & Liu, Xiaoling & Wu, Yuhui, 2020. "Deregulation of short-selling constraints and cost of bank loans: Evidence from a quasi-natural experiment," Pacific-Basin Finance Journal, Elsevier, vol. 64(C).
    15. Chen, Jie & Su, Xunhua & Tian, Xuan & Xu, Bin, 2022. "Does customer-base structure influence managerial risk-taking incentives?," Journal of Financial Economics, Elsevier, vol. 143(1), pages 462-483.
    16. Tian, Huiqing & Shi, Tao, 2024. "Corporate digital transformation and supply chain synergy effects," Finance Research Letters, Elsevier, vol. 62(PB).
    17. Cao, Feng & Zhang, Xueyan & Yuan, Rongli, 2022. "Do geographically nearby major customers mitigate suppliers’ stock price crash risk?," The British Accounting Review, Elsevier, vol. 54(6).
    18. Kadapakkam, Palani-Rajan & Oliveira, Mauro, 2021. "Binding ties in the supply chain and supplier capital structure," Journal of Banking & Finance, Elsevier, vol. 130(C).
    19. Obaid Ur Rehman & Xiaoxing Liu & Kai Wu & Junfeng Li, 2023. "Customer concentration, leverage adjustments, and firm value," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 63(2), pages 2035-2079, June.
    20. Huang, Wan & Bai, Yufan & Luo, Hong, 2024. "Customer identity concealing and insider selling profitability: Evidence from China," Journal of Corporate Finance, Elsevier, vol. 85(C).
    21. Bao, Yangming, 2022. "Peer information in loan pricing," Journal of Corporate Finance, Elsevier, vol. 76(C).
    22. Hasan, Iftekhar & Minnick, Kristina & Raman, Kartik, 2020. "Credit allocation when borrowers are economically linked: An empirical analysis of bank loans to corporate customers," Journal of Corporate Finance, Elsevier, vol. 62(C).

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