Financing Based on Relationship: Case of Moroccan SMEs
通过定性研究，探讨摩洛哥中小企业与银行的关系型融资模式，发现企业经理的人际交往和谈判能力有助于降低银行对违约风险的评估，从而获得融资。
The main aim of this paper is to highlight a financing mode based on relationship. We examine the relational financing in the specific framework of relationship between small and medium-sized enterprises (SMEs) and Banks. We show across a qualitative study that the establishment of a relational financing mode enables SMEs managers to reinforce their interaction experience and to enhance their negotiation capabilities. The SME manager's interpersonal competence and his bargaining ability become for the banker a vector of assessing failure risk of his client. The results of this study emphasizes how important it is for SMEs to use their interaction experience with banks so as to acquire more capacity when negotiating.