How Does Cross-selling Affect Lending?

Yingjie Qi*

*Corresponding author for this work

Research output: Contribution to conferencePaperResearchpeer-review

Abstract

Using unique micro-data that contain the internal information on all corporate customers of a large Northern European bank, I show that combining loan and non-loan products (crossselling) has two benefits. First, it increases credit supply, especially in recessions. Second, it increases the likelihood of receiving lenient treatment in delinquency. I argue that non-loan relationships play an important role in determining credit supply and debt renegotiation, not
only by (i) mitigating information asymmetries (as suggested in earlier literature), but also by (ii) increasing the profitability of the relationship. Exploiting an exogenous and differential change in certain products’ profitability due to the Basel II implementation, I estimate the causal effect of this new profit channel on credit supply. A 20 percent decrease in non-loan products’ profitability (1) reduces credit supply to affected firms by 10.5 percent (500,000 USD) compared with unaffected firms, and (2) reduces likelihood of receiving lenient treatment for affected firms by 58 percent (23 pp) compared with unaffected firms, conditional on being delinquent.
Original languageEnglish
Publication date2021
Number of pages56
Publication statusPublished - 2021
EventThe 81st Annual Meeting of American Finance Association. AFA 2021: Part of the ASSA 2021 Virtual Annual Meeting - Virtual
Duration: 3 Jan 20215 Jan 2021
Conference number: 81
https://www.aeaweb.org/conference/2021

Conference

ConferenceThe 81st Annual Meeting of American Finance Association. AFA 2021
Number81
LocationVirtual
Period03/01/202105/01/2021
Internet address

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