{
  "title": "Finance for non-financial managers in Ticino: should you extend payment terms to win an order?",
  "url": "https://shr.swiss/blog/finance-pour-non-financiers-tessin-faut-il-allonger-delais-paiement-clients-en",
  "language": "en",
  "datePublished": "2026-07-03",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Giving a customer more time to pay is also a financing decision. Research suggests examining both what this commercial concession delivers and the resources and risks it involves.",
  "section": "Research",
  "topic": "Finance for Non-Financial Managers",
  "place": {
    "name": "Lugano",
    "region": "Tessin",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes: suppliers also finance their customers",
      "point": "Mitchell A."
    },
    {
      "heading": "A second perspective: receivables tie up resources",
      "point": "Marc Deloof (2003, Journal of Business Finance & Accounting) observes a negative association between the accounts receivable collection period and profitability in a sample of Belgian firms."
    },
    {
      "heading": "The premature conclusion: always demand earlier payment",
      "point": "Shorter terms can reduce financing requirements, but may also make an offer less attractive or weaken a business relationship."
    },
    {
      "heading": "The limits: neither evidence specific to Ticino nor a universal rule",
      "point": "These studies concern US and Belgian firms; they do not provide findings specific to Ticino or establish an optimal payment period for every sector."
    },
    {
      "heading": "A practical check in Lugano",
      "point": "Within SHR’s “Finance for non-financial managers” programme, an exercise could use the hypothetical case of a family-owned fashion trading SME in Lugano whose Lombardy-based buyer requests extended terms, potentially funded through a bank credit line."
    }
  ],
  "sources": [
    {
      "authors": "Rajan",
      "year": "1997",
      "source": "The Review of Financial Studies"
    },
    {
      "authors": "Deloof",
      "year": "2003",
      "source": "Journal of Business Finance & Accounting"
    }
  ],
  "wordCount": 445,
  "image": "https://shr.swiss/img/blog-Training-Finance-For-Non-Financial-Managers-Lugano-finance-pour-non-financiers-tessin-faut-il-allonger-delais-paiement-clients-en.jpg?v=4",
  "translations": {
    "fr": "https://shr.swiss/blog/finance-pour-non-financiers-tessin-faut-il-allonger-delais-paiement-clients",
    "en": "https://shr.swiss/blog/finance-pour-non-financiers-tessin-faut-il-allonger-delais-paiement-clients-en",
    "de": "https://shr.swiss/blog/finance-pour-non-financiers-tessin-faut-il-allonger-delais-paiement-clients-de",
    "it": "https://shr.swiss/blog/finance-pour-non-financiers-tessin-faut-il-allonger-delais-paiement-clients-it"
  },
  "relatedPages": {
    "programme": "https://shr.swiss/formation-finance-pour-non-financiers-lugano",
    "city": "https://shr.swiss/formations-ville/lugano",
    "blog": "https://shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}