O processo de concessão de crédito pela empresa: um estudo sobre o comportamento do tomador

Abstract

The company\'s value is the result of actions taken by managers, attracting investment, increasing the market valuation and profitability of the same. Working capital management, which includes lending processes directly impacts on these aspects. Many customers choose pay in long term instead of paying in cash. But, the companies are not sure that the loans will be honored among the established parameters. In this context, there are questions whether, in fact, social, psychological and behavioral factors that could predict who will have problems with debt or debt that are beyond the obvious economic factors, need and income, factors, the currently investigated at the time the granting of credit. Therefore, the aim of this study was to examine whether behavioral variables and the that consider the psychological aspects, such as financial education, attitudes toward debt, materialism, time orientation and self-control, added to the demographic data of individuals, are able to explain more precisely your debt condition, in order to contribute in credit scoring models to minimize the credit risk. For such a survey was conducted with 1,968 people from September to November 2014, by means of an electronic questionnaire. The results showed that the constructs investigated, financial education, attitudes toward debt, time orientation, self-control and materialism were statistically significant to influence the risk of indebtedness of individuals. In both cases tested, the main constructs that showed statistical significance were financial education, the austere, hedonistic and ambivalent profiles, temporal orientation towards the future, self-control and the pillar happiness of materialism. Therefore, we conclude that individuals with skills and knowledge in financial education have lower debt risk trends. Regarding attitudes towards debt, all profiles investigated were able to influence the risk of indebtedness of respondents. Some of larger or lesser extent. With regard to the temporal orientation, only the direction for the future was able to influence the risk of debt, helping to reduce it as the future planning becomes more effective. In relation to self-control, such construct was significant statistically negative effect on the risk of debt. Finally, materialism construct only showed significant under pillar happiness. This shows that only individuals who see the acquisition of goods as a way to find happiness, or happiness through materialism, tend to increase your risk of debt. Therefore, it was possible to accept the two hypotheses proposed in the research, since the influence of the constructs was confirmed investigated. Note that this study also proposed a financial education scale for future studies of academic, social and professional nature, helping to financial educators, academics and scholars generally used to identify such characteristics in their research objects.