The importance of individual-pair lending relationships

Omri Even-Tov, Xinlei Li, Hui Wang, Christopher Williams

Review of Accounting Studies · 2024 · Volume 29 · Issue 4

Abstract

We examine the significance and uniqueness of individual-pair relationships cultivated through repeated loan interactions. Using a hand-collected dataset compiled of borrowing manager and loan officer information, we find that individual-pair relationship loans are associated with a cost-of-debt reduction of between seven to 13 basis points. We also document that the relationship has an economic impact even when other affiliations, for example, institutional pairs, social ties, cultural proximity, and gender, are considered. Individual-pair relationships matter because they furnish lenders with useful soft information, especially when the firm has a poor hard information environment or when the bank and loan officer rely less on hard information. In addition, we find that individual-pair relationship loans have fewer rating downgrades, suggesting that accumulated soft information leads to better loan quality. Collectively, our results highlight the unique value of sustained professional engagement between two individuals in the lending process.

Keywords

Individual-pair lending relationships, Asymmetric information, Soft information, Professional connections, Bank lending, Debt contracting

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