Investor valuations of suppliers' major customer disclosures

Abstract

I investigate whether or not investors in suppliers to retailers find the major customer disclosure value-relevant. Major customer retailers have buyer power because the retailer represents a significant portion of a supplier's sales. Buyer power can indicate reliance on one customer where the supplier is at a disadvantage in negotiating transaction terms. Alternatively, the existence of major customers may suggest the supplier is in a mutually-benefiting partnership with the retailer. I hypothesize that investors find the major customer disclosure value-relevant; however, the direction depends on whether the investor focuses on the partnership aspect or sales concentrated with one customer. My valuation results are consistent with investors focusing on the sales concentration for larger suppliers (higher risk) and the mutually benefiting partnership for smaller suppliers (lower risk). The findings provide insight on valuation implications of having and disclosing a major customer.