Changing in debt collection: from in-house to outsourcing

The decisions regarding the reorganization of firms operating in complex and hypercompetitive contexts such as the new economy have often been outsourcing-oriented, mainly with respect to the choice of focusing the attention on their core competences, outsourcing what needs specific skills or it proves to be expensive to manage-in-house. This changing process, prompting but also proactive in regard to the reference context, nowadays is influencing the trade credit management procedures too; both with respect to the selling policy quality and to the firm profitability needs. In this paper, after defining the reference framework, this phenomenon will be analysed following two lines: first at a firm level, then at a business system level. The analysis inside the firm describes the deep changes brought by the economic advantage choices into the trade credit management processes; while the observation of the reference context points out how the emergence of new professionals and the spreading of the debt collection sector has been prompted by this phenomenon in Italy. The main aim is that of describes the drivers influencing the ousourcing choices in credit management and the implications deriving from such choices.