In this article, I examine the effect of pre-existing relationships be
tween a firm and its potential lender on the potential lender's decisi
on whether or not to extend credit to the firm. I find that a potentia
l lender is more likely to extend credit to a firm with which it has a
pre-existing relationship as a source of financial services, but that
the length of this relationship is unimportant. These findings provid
e empirical support for theories of financial intermediation positing
that banking relationships generate valuable private information about
the financial prospects of the financial institution's customer. The
results also provide evidence that potential lenders are less likely t
o extend credit to firms with multiple sources of financial services,
in support of the theory that the private information a financial inst
itution generates about a firm is less valuable when the firm deals wi
th multiple sources of financial services. (C) 1998 Published by Elsev
ier Science B.V. All rights reserved.