Distributorship and Trade Finance Product Design: A Conceptual Framework for New-to-Bank Growth in Emerging Markets

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@article{1723312,
      author = {Priscilla Agboada, Rosalyn Ezeako, Ifeoma E. Okoli, Adaobi Vivian Ibeh},
      title = {Distributorship and Trade Finance Product Design: A Conceptual Framework for New-to-Bank Growth in Emerging Markets},
      journal = {Iconic Research And Engineering Journals},
      year = {2018},
      volume = {2},
      number = {5},
      pages = {552-578},
      issn = {2456-8880},
      url = {https://www.irejournals.com/formatedpaper/1723312.pdf},
      abstract = {Small and medium distributors are the largest pool of unserved commercial credit demand in emerging markets, yet conventional underwriting rejects them for want of audited accounts, registered collateral and bureau history. This paper argues that the distributorship relationship itself supplies both the information and the enforcement that conventional underwriting cannot obtain, and that a bank can convert a single corporate anchor into a repeatable channel for new-to-bank acquisition only if the product is designed around the ecosystem rather than around the individual borrower. Drawing on trade credit theory, supply chain finance, research on lending technologies and credit rationing, marketing channel dependence, and studies of contract enforcement and informal credit in low-income settings, the paper develops a five layer framework linking ecosystem selection, information substitution, product architecture, channel and servicing design, and portfolio governance to three outcome families: acquisition, relationship depth and risk adjusted return. Fourteen propositions state its claims in falsifiable form, and institutional moderators specify where the design holds and where it fails. It is developed for markets where bureau coverage is shallow, registries incomplete and claims slow to resolve, and argues that the mechanisms trade credit theory identifies as reasons suppliers lend to their buyers, an information advantage, the non-diversion property of goods advanced in kind, and the threat of withdrawing supply, can each be transferred to a bank by design. It offers a design vocabulary for a product family practice has built ahead of theory, a measurement set matched to the acquisition objective, and a testable research agenda.},
      keywords = {distributor finance; trade credit; supply chain finance; trade finance; new-to-bank acquisition; SME credit; lending technologies; contract enforcement; emerging markets; financial product design},
      month = {November},
  }