Accounts Receivable Management Practices and Growth of SME

RELATIONSHIP BETWEEN ACCOUNTS
RECEIVABLE MANAGEMENT PRACTICES AND

GROWTH OF SMALL AND MEDIUM ENTERPRISES
IN KAKAMEGA COUNTY, KENYA
MARY NELIMA LYANI
DOCTOR OF PHILOSOPHY
(Business Administration)
JOMO KENYATTA UNIVERSITY OF
AGRICULTURE AND TECHNOLOGY
2017
Relationship between Accounts Receivable Management Practices
and Growth of Small and Medium Enterprises in Kakamega
County, Kenya
Mary Nelima Lyani
A Thesis Submitted in Partial Fulfillment for the Degree of Doctor

of Philosophy in Business Administration (Finance) in the Jomo
Kenyatta University of Agriculture and Technology
2017
DECLARATION
This Thesis is my original work and has not been presented for a degree in any other
University.
Signature ………………………………………. . Date ……………………………
Mary Nelima Lyani
This thesis has been submitted for examination with our approval as University
Supervisors
Signature ………………………………………. . Date ……………………………
Prof. G. S. Namusonge, PhD
JKUAT, Kenya
Signature ………………………………………. . Date ……………………………
Prof. M. Sakwa, PhD
JKUAT, Kenya
ii
DEDICATION
This work is dedicated to my parents Mr and Mrs Jafred Lyani, my husband Festus
Sindani Malalu for his financial and moral support, my children Wanakacha,
Wambulwa, Namaemba, Tsimbiri, and Malalu. Your love, encouragement and
support have enabled me forge ahead even when things seemed difficult. May God
bless you all.
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ACKNOWLEDGEMENT
First and foremost, I would like to thank Jehovah God almighty who has granted me
sufficient Grace and strength to come this far, his knowledge and wisdom has made
this research a reality. I wish to sincerely thank my supervisors: Professor G.S.
Namusonge and Professor Maurice Sakwa who accepted to tirelessly guide me and
mentor me. Their understanding, encouragement and constructive critiques have
made me a better researcher, God bless you. Lastly, I wish to acknowledge the
support given to me by my nephew Nebat Galo and all my colleagues.
iv
TABLE OF CONTENTS
DECLARATION ................................................................................................... ii
DEDICATION ...................................................................................................... iii
ACKNOWLEDGEMENT ..................................................................................... iv
TABLE OF CONTENTS ........................................................................................ v
LIST OF TABLES ............................................................................................... xiv
LIST OF FIGURES ............................................................................................. xvi
LIST OF APPENDICES..................................................................................... xvii
ACRONYMS AND ABBREVIATIONS ........................................................... xviii
DEFINITION OF TERMS .................................................................................. xix
ABSTRACT ......................................................................................................... xxi
CHAPTER ONE ..................................................................................................... 1
INTRODUCTION .................................................................................................. 1
1.1 Background of the Study ..................................................................................... 1
1.1.1. Global Perspective of Accounts Receivable Management. ............................... 1
1.1.2 Kenyan Perspective of Accounts Receivable Management ............................... 3
1.1.3 SME Perspective of Accounts Receivable Management. .................................. 4
1.1.4 Accounts Receivable Management Practices .................................................... 5
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1.1.5 Relationship between Accounts Receivables Management Practices and
Growth of SMEs .............................................................................................. 9
1.2Statement of Problem ......................................................................................... 10
1.3 Objectives of the study ...................................................................................... 12
1.3.1 General Objective .......................................................................................... 12
1.3.2Specific Objectives ......................................................................................... 12
1.4. Research Questions .......................................................................................... 13
1.5 Research Hypotheses ........................................................................................ 13
1.6 Justification of the Study ................................................................................... 14
1.6.1 Investors ........................................................................................................ 14
1.6.2Policy Makers ................................................................................................. 14
1.6.3 Research Institutions ...................................................................................... 15
1.7 Scope of the Study ............................................................................................ 15
1.8 Limitations and Delimitations ........................................................................... 15
CHAPTER TWO .................................................................................................. 16
LITERATURE REVIEW ..................................................................................... 16
2.1 Introduction ...................................................................................................... 16
2.2 Theoretical Framework ..................................................................................... 16
2.2.1 Theories on Receivables Management Practices and Growth.......................... 17
2.3Conceptual Framework ...................................................................................... 20

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2.4 Review of Variables .......................................................................................... 21
2.4.1 Accounts Receivable Management Practices .................................................. 22
2.4.1.1 Accounts Receivable Analysis Practices ...................................................... 23
2.4.1.2 Accounts Receivable Extension Practices .................................................... 26
2.4.1.3Accounts Receivable Collection Practices .................................................... 27
2.4.1.4Accounts Receivable Risk Assessment Practices .......................................... 30
2.4.1.5 Accounts Receivable Financing Practices .................................................... 34
2.4.1.6 Financial Literacy........................................................................................ 36
2.4.1.7 Growth ........................................................................................................ 37
2.4.2 Relationship between Receivable Management Practices and Growth ............ 39
2.5 Research Gaps .................................................................................................. 40
2.6 Summary .......................................................................................................... 43
CHAPTER THREE .............................................................................................. 45
RESEARCH METHODOLOGY ......................................................................... 45
3.1 Introduction ...................................................................................................... 45
3.2 Research Design ............................................................................................... 45
3.3 Target Population .............................................................................................. 45
3.4 Sampling and Sample Size ................................................................................ 46
3.5 Data Collection Method .................................................................................... 47
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3.6 Pilot Study ........................................................................................................ 48
3.6.1 Content Validity ............................................................................................. 48
3.6.2 Reliability ...................................................................................................... 48
3. 7 Data Analysis and Presentation ........................................................................ 50
3.7.1 Descriptive Analysis ...................................................................................... 50
3.7.2 Inferential Analysis. ....................................................................................... 50
3.7.3 Variable Definition and Measurement ............................................................ 51
3.7.4 Research Model ............................................................................................. 52
CHAPTER FOUR................................................................................................. 56
RESEARCH FINDINGSAND DISCUSSIONS ................................................... 56
4.1 Introduction ...................................................................................................... 56
4.2 Response Rate ................................................................................................... 56
4.3 Reliability Results ............................................................................................. 57
4.4 Entrepreneurs Background Information ............................................................. 58
4.5 Business Demographics .................................................................................... 60
4.6. Descriptive Analysis ........................................................................................ 62
4.7 Accounts Receivable Analysis Practice ............................................................. 64
4.7.1 Customers’ Paying History............................................................................. 65
4.7.2 Contacting Third Parties for References ......................................................... 66
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4.7.3 Scrutinizing of Customers’ Account ............................................................... 66
4.7.4 Customers Cash Flows Financial Statement ................................................... 67
4.7.5 Collateral Issued............................................................................................. 67
4.7.6 Bivariate Regression Showing Relationship between Accounts Receivable

Management Practices and Growth ................................................................ 68
4.8 Accounts Receivable Extension Practices.......................................................... 70
4.8.1 Development of a Written Plan Showing Credit Terms .................................. 71
4.8.2 Use of Formalized Credit Processes ............................................................... 72
4.8.3 Use of Third Party Intelligence ....................................................................... 72
4.8.4 Extension to Regular Customers with Good Records ...................................... 72
4.8.5 Use of Portfolio Strategy ................................................................................ 73

Extension Management Practices and Growth ................................................ 74
4.9 Accounts Receivable Collection Practices ......................................................... 75
4.9.1 Debt Collection Policy ................................................................................... 77
4.9.2 Prompt Invoice and Regular Sending of Statements ....................................... 77
4.9.3 Contact Overdue Accounts ............................................................................ 78
4.9.4 Use of Ageing Sheet....................................................................................... 78
4.9.5 Accurate and Timely Records ........................................................................ 79
4.9.6 Use of Collection Agencies ........................................................................... 79
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4.9.7 Use of Average Collection Period Technique ................................................. 79

Collection Practices and Growth .................................................................... 80
4.10 Accounts Receivable Risk Assessment Practices ............................................. 82
4.10.1Use of Credit Scoring Models ....................................................................... 83
4.10.2 Internal Rating System ................................................................................. 83

Risk Assessment Practices and Growth .......................................................... 84
4.11 Accounts Receivable Financing Practices ........................................................ 85
4.11.1 Discounting overdue invoices....................................................................... 87
4.11.2 Use of Accounts Receivable as Collateral for a Loan.................................... 87
4.11.3 Securitization of Accounts Receivables ........................................................ 88
4.11.4 Factoring Accounts Receivables ................................................................... 88

Financing Practices and Growth ..................................................................... 89
4.12 Moderating effect of Financial Literacy on Accounts Receivable Management

Practices......................................................................................................... 90
4.12.1 Options for Financing Receivables ............................................................... 91
4.12.2 AR Monitoring Methods .............................................................................. 92
4.12.3 Computations of Discounts .......................................................................... 92
4.12.4 Computation of Financial Ratios .................................................................. 92
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4.12.5 AR Analysis Methods .................................................................................. 93
4.12.6 AR Collection Methods ................................................................................ 93
4.13 Small and Medium Enterprises (SMEs) Growth .............................................. 93
4.12.1 Increased Sales ............................................................................................. 94
4.12.2 Decrease in Total Current Asset ................................................................... 95
4.12.3 Business Percentage of Bad and Delinquent Debts ....................................... 95
4.12.4Profits for the Last Three Years ..................................................................... 95
4.12. Fees Paid to Collection Agencies ................................................................... 96
4.13 Knowledge of ARM Practice........................................................................... 96
4.14 Correlations .................................................................................................... 97
4.14.1. Correlation between Accounts Receivable Analysis Practice and Growth .... 98
4.14.2 Correlation between Accounts Receivable Extension Practice and Growth ... 98
4.14.3 Correlation between Accounts Receivable Collection Practice and Growth .. 98
4.14.4. Correlation between Accounts Receivable Risk Assessment Practice and

Growth ........................................................................................................... 99
4.14.5. Correlation between Growth Receivable Financing Practice and Growth ..... 99
4.15 Homoscedasticity ............................................................................................ 99
4.16 Multicollinearity ........................................................................................... 100
4.17 Moderating effect of Financial Literacy......................................................... 101
4.18 Multi-Linear Regression Equation ................................................................. 102

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4.19. Test of Significance of Regression Coefficients............................................ 104
4.19.1. The Effect of Accounts Receivable Analysis Practice on Growth .............. 105
4.19.2. The Effect of Accounts Receivable Extension Practice on Growth ............ 106
4.19.3 The Effect of Accounts Receivable Collection Practice on Growth ............. 106
4.19.4. The Effect of Accounts Receivable Risk Assessment Practice on Growth.. 107
4.19.5 The Effect of Accounts Receivable Financing Practice on SME Growth .... 107
4.19.6. The Moderating Effect of Financial Literacy on the relationship between

Accounts Receivable Management and Growth ............................................ 108
4.20 Hypothesis Testing and Discussion ............................................................... 108
CHAPTER FIVE ................................................................................................ 111
SUMMARY OF FINDINGS, CONCLUSIONS AND RECOMMENDATIONS111
5.1 Introduction .................................................................................................... 111
5.2 Summary of Findings ...................................................................................... 111
5.2.1 Accounts Receivable Analysis Practices....................................................... 111
5.2.2 Accounts Receivable Extension Practices ..................................................... 112
5.2.3 Accounts Receivable Collection Practices .................................................... 112
5.2.4 Accounts Receivable Risk Assessment Practices .......................................... 113
5.2.5 Financing of Accounts Receivable Practices................................................ 114
5.2.6 Financial Literacy ........................................................................................ 114
5.3 Conclusion ...................................................................................................... 114

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5.3.3 AR Collection Practices ............................................................................... 115
5.3.5 Accounts Receivable Financing Practices ..................................................... 115
5.3.6 Moderating effect of Financial Literacy........................................................ 115
5.4 Recommendations ........................................................................................... 116
5.4.3 Accounts Receivable Collection Practices .................................................... 116
5.4.5 Accounts Receivable Financing Practices ..................................................... 117
5.4.6 Financial Literacy ........................................................................................ 117
5.5 Areas of Further Research ............................................................................... 117
REFERENCES ................................................................................................... 119
APPENDICES ..................................................................................................... 131
xiii
LIST OF TABLES
Table 3.1: Sampling Frame and Sample Size ........................................................... 46
Table 4.1:: Response Rate ....................................................................................... 56
Table 4.2: Reliability Coefficient ............................................................................ 57
Table 4.3: Showing Respondents’ Gender ............................................................... 58
Table 4.5: Showing Respondents’ Number of Years in the Business ........................ 60
Table 4.6: Sector of Business................................................................................... 61
Table 4.7: Showing Respondents in Business .......................................................... 62
Table 4.8: Descriptive Analysis ............................................................................... 63
Table 4.9:Accounts Receivable Analysis ................................................................. 65
Table 4.10: Model Fitness ...................................................................................... 68
Table 4.11: Analysis of Variance ............................................................................. 69
Table 4.12: Regression of Coefficients .................................................................... 69
Table 4.13: Showing Relationship between AR Extension Practices and Growth ..... 70
Table 4.14: Model Fitness ....................................................................................... 74
Table 4.17:: Showing Relationship between Accounts AR Practices and Growth .... 76
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Table 4.21: Accounts Receivable Risk Assessment Practices .................................. 82
Table 4.25: Showing Accounts Receivable Financing Practices ............................... 86
Table 4.29: Showing moderating effect of Financial Literacy .................................. 91
Table 4.30: Showing SMEs Growth........................................................................ 94
Table 4. 31: Knowledge of ARM Practice ............................................................... 97
Table 4.32: Correlation ............................................................................................ 98
Table 4.33: Collinearity Diagnostics ..................................................................... 101
Table 4.34: Multi-Linear Regression after Moderating. ......................................... 101
Table 4.35: Model Fitness .................................................................................... 103
Table 4.36: Regression of Coefficients .................................................................. 105
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LIST OF FIGURES
Figure 2.1: Conceptual Framework.......................................................................... 21
Figure 2.2: Credit management Process.. ................................................................. 28
xvi
LIST OF APPENDICES
Appendix 1: Researcher’s Letter of Introduction ................................................... 131
Appendix 2: Interview Schedule ............................................................................ 132
Appendix3: Questionnaire ..................................................................................... 134
Appendix 4: Map of Kakamega ............................................................................. 142
Appendix 5: Research Permit ................................................................................ 143
xvii
ACRONYMS AND ABBREVIATIONS
AMOS Analysis of Moment Structure

ANOVA Analysis of Variance
ARAP Accounts Receivable Analysis Practice
ARCP Accounts Receivable Collection Practices
AREP Accounts Receivable Extension Practice
ARFP Accounts Receivable Financing Practices
ARM Accounts Receivable Management
ARRAP Accounts Receivable Risk Assessment Practices
CDF Constituencies Development Fund
COSO Committee of Sponsoring - Treadway Commission
GDP Gross Domestic Product
GOK Government of Kenya
OECD Organization for Economic Co-Operation and Development
PACFL President’s Advisory Council on Financial Literacy
PPOA Public Procurement and Oversight Authority
RM Receivables Management
SMES Small and Medium Enterprises
SPSS Statistical package for the Social Sciences
TIVET Technical, Industrial, Vocational and Entrepreneurship
xviii
DEFINITION OF TERMS
Accounts Receivable Analysis Practice: Kibor and Ngahu (2015) defined Accounts
receivable analysis as the practice of analyzing credit
data.
Accounts Receivable Collection Practice: The accounts receivable collection

practice is the collection effort aimed at accelerating
collections from slow payers and reducing bad debt
losses (Kariuki, 2010)
Accounts Receivable Extension Practices: Pandey (2004) asserts that this practice
involve setting down agreement under which credit is
extended to a customer.
Accounts Receivable Financing: is defined as any type of financing which distinctly

relies on AR, either as collateral or as eligibility
requirement (Mubashir, 2012).
Accounts Receivable Management: is the management of credit sales (debtors)

(Pandey, 2008).
Accounts Receivable Risk Assessment Practice: It is a structured approach to

managing uncertainties in the client repayment,
(Gakure, Ngugi & Ndwiga 2012),.
Accounts Receivables: Represent credit given by firms to their business

partners. (Calomiris & Hubbard, 1995).
Financial Literacy: is the ability to use knowledge and skills to manage

financial resources effectively for a lifetime of
financial well-being (PACFL, 2008).
xix
Growth: is an organizational outcome resulting from the
combination of firm-specific resources, capabilities
and routines (Nelson & Winter, 1982).
Portfolio Strategy: Michalski (2008) suggests that a portfolio strategy is

the act of classifying debtors according to their
individual character .that is ability to pay.
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ABSTRACT
The objective of this study was to determine the effect of Account Receivable
management practices on growth of SMEs. The practices identified were, accounts
receivable analysis, Extension, risk assessment, collection, financing practices, and
how the level of financial literacy of Accounts receivable management practices
affect growth of SMEs. The target population was 5401 registered SMEs under
Single Business Permit Registration. Proportionate stratified random sampling
technique was used to select 359 SMEs. The wards were identified as the unit of
sampling. The study was premised on the portfolio theory, the pecking order theory
and the growth theory. The study adopted a mixed survey research design. Primary
data was collected using semi-structured questionnaire .Data was analyzed using
statistical Package for Social Sciences (SPSS) .Pearson product moment correlation
was computed to assess the relationship between Accounts receivable management
practices and growth of SME. Descriptive statistics such as mean, standard deviation
and homoscedasticity were used to test for normality of data. Ordinary Least Square
method was utilized to establish the cause-effect relationship between variables
while hypotheses were tested at5% significance level. The overall model was
statistically significant at F=11.298and p-value (0.000< 0.05). The findings revealed
that efficient Accounts receivable management practices, when adopted by SMEs
lead to growth. The study recommended that owners and managers should be trained
and made to understand the various techniques of managing Accounts receivable
levels. The findings would form a basis for government and policy makers in
management decision making, to formulate Accounts receivable management
strategies that would help minimize bad and delinquent debt. The study also forms a
basis for further research and adds to the existing body of knowledge.
xxi
CHAPTER ONE
INTRODUCTION
1.1 Background of the Study
Liquidity decision is an important component of financial management that a prudent

investor must focus on (Ongore & Kusa, 2013). It is sometimes referred to as working
capital decision which looks at working capital as an operating capital that is readily
available to a firm (Teruel & Solano 2007). Berk and Demarzo (2016) define net
working capital as the “the capital required in the short term to run the business”. It is
the difference between current assets and current liabilities and it is recorded on the
statement of financial position. An entity’s level of working capital measures its short
term financial position. Sound working capital management is crucial to the survival
and growth of an organization (Jindal, Jain &Vartika, 2017). The working capital is
essential in facilitating daily functions and enables firms achieve their corporate goals
(Smith, 1980). Profit is one of those goals which a firm must strive to achieve to grow
its worth and survive in the long run (Ongore & Kusa, 2013).
Accounts Receivable is one of the largest and most liquid of corporate assets Kimtai
(2006) which are very important in facilitating business transactions. Pike and Neale
(1999) consider accounts receivable as both a source and use of finance in that it can
be obtained and extended. However, it can be unproductive unless it generates
additional business since it ties up scarce financial resources and exposes
organizations to risk of default in situations whereby the credit period is lengthy (Pike
& Neale, 1999).Huge amounts of accounts receivable is likely to reduce the firm
value and as such the need to have best Accounts Receivable best practices. Mbula,
Memba and Njeru (2016) assert that Accounts receivable is a current asset and a
component of working capital.
1.1.1. Global Perspective of Accounts Receivable Management.
Salek (2005) posits that an invoice has to be converted into cash in a timely manner;
otherwise it becomes meaningless to raise it in the first place, the scholar further
1
emphasizes that as long as an invoice hasn’t been paid there is no sale, and if there is
no sale there is no money. Accounts receivable management is the facilitation of the
completion of the collection process or better still put the completion of the sale. It is
crucial that a firm keeps its current customers and strive to maintain repeat sales
through good practices. Accounts Receivables are large investments which appear on
a firm's balance sheet, just like capital budgeting projects, they are measured in terms
of their net present values (Emery et al., 2004). They are therefore an important
component of firm assets. Accounts receivable are monies the customers owe a
business, and are comprised of a huge number of invoiced amounts. They are the
amounts a firm has the right to collect from their clients for providing them with
goods or services on credit.
Summer and Wilson (2001) established from their study that the average ratio of
accounts receivable to assets for the sampled firms was 30-40% the researchers
further stated that it stands at 35% in the UK. This is an indication of the importance
of Accounts receivable as an investment and requires attention on its proper
management and financing. They form a part of primary source of incoming cash
flow for most businesses, and hence there is need to analyze these invoices in
aggregate to ascertain the health of the underlying cash flows. Jindal (2017)
established in his empirical study on the commercial vehicle industry in India, done
for the period 2009 to 2016 that there was evidence that an increase in the debtors’
turnover will increase the profitability of the firm. Thus the efficient management of
accounts receivables increases profitability.
Oware, Samanhyia and Ampong (2015), demonstrated that when a firm does not
invest well in the collection of account receivable then the probability that a firm will
stagnant as a result of very poor account receivables levels and debt accumulation
would be high. This is clearly shown on how the operations of Ghana Water
Company Ltd (GWCL) were affected. When accounts receivable take a long time to
be collected; it becomes impossible investing in production for your next order.
Uncollected amounts tie up working capital unreasonably and may lead to long
business cycles. It is therefore important for a business to collect all owed amounts in
a timely manner to avoid liquidity problems. Accounts receivable is an important
2
source of funds for both small and medium enterprises around the world (Petersen
&Rajan, 1997; Demirguc-Kunt & Maksimovic, 2002). Most firms use Accounts
receivable both to finance their input purchases (accounts payable) and offer financing
to their clients. Pandey (2010) explains that, a limited capital base and poor cash flow
levels as a result of uncollected monies deters growth of an entity. Connolly (2013)
observed that many enterprises rarely maintained customer details and credit
information; appropriate credit terms and billing cycle which affected timely
collection of payments from the customers.
1.1.2 Kenyan Perspective of Accounts Receivable Management
Kimtai (2006) agrees by stating that the failure of most firms whether small, medium
or large were as a result of limited finances and management of the available scarce
resources. Cash flow is the driving force behind every business operations (Mutwiri,
2007). An analysis of groups of hotels in Kenya show that total debtor’s portfolio
represents 13% of the balance sheet size of the firm and also indicates that the average
value of debtors is 50% of the total borrowing (Gakure, Gekara, & Ngugi,
2017).These are amounts that require serious attention and proper management
achieve the desired firms worth. Ngugiet.al. (2017), in their findings implied that the
hotel management used various accounts receivables tools in reminding their clients.
These were letters, phone calls, credit control, sending invoices and sending interest
invoices. There was a significant relationship between adoption of the tools and
efficiency of accounts receivable management. Bwisaet al. (2014) show that most of
the Micro Small Business Enterprises in Bungoma District did not practice accounts
receivable management which negatively affected business performance. Most
scholars in Kenya are in agreement that a firm should manage its accounts receivable
for its survival (Adusei, 2017; Ngugi, 2017). In these studies, it is clear that Selling on
credit is risky, as there would be idle monies tied up in the accounts receivable. A
firm’s investment in account receivable depends upon how much it sells on credit and
how long it takes to collect receivable. The process of effective utilization and
efficient management of Accounts Receivable constitute major challenges for the
owners and managers of SMEs. The Kenya Association of Manufacturers had to
intervene on behalf of pharmaceutical distributors who were demanding about
3
Ksh.8billion, from their debtors among them leading supermarkets like Tuskys,
Nakumatt and Naivas (Ciuri & Mutegi, 2015). This is a crucial problem that has
affected their cash flow.
1.1.3 SME Perspective of Accounts Receivable Management.
World over, various studies have been carried out on the growth of SMEs, illustrating
the role SMEs play in the Economy. SMEs are very important economic wheels for
growth and development in any country as indicated by recent publication by the
2016 Economic Survey (Kenya), they employees less than 99 workers. Studies
indicate that in both developed and emerging economies (Mole &Namusonge, 2017),
and contribute 60 percent of total formal employment in the manufacturing sector
(Ayyagari et al., 2007). OECD, (2010) states that SMEs play a significant role
towards overall enterprise growth, real GDP growth, new job creation and reduction
of poverty, however, this units have limited resources due to the inability to have
enough cash flows to meet their day to day obligations. SMEs dominate the informal
sector in Kenya and they have a potential to grow into large companies that support
the Gross Domestic Product (GDP) growth and check unemployment if encouraged
by Government policy or public procurement authority, (Njeru, Namusonge &
Kihoro, 2012).
Statistics Central Bureau of Statistics, (2004) indicates that there is high rate of failure
and stagnation among many SMEs businesses. Millions of MSMEs go bankrupt every
year, due to their inability to maintain good cash flow brought about by the
uncollected amount on cash sales, which are accounts receivables (Richard 2008). A
firm has two options of selling its products to the customers, either by selling on cash
basis or selling on credit, the latter is riskless and an advantage since it improves its
liquidity position but reduces its profitability. It is imperative that SMEs owners
ensure they make liquidity decisions that enhance the market value of the entity.
The Government of Kenya as such recognizes the potential of SMEs in driving an

economy and has therefore taken steps in facilitating trade between it and SMEs
however one of the largest hitches for SMEs dealing with Government remains the
4
duration it takes to get paid which is due to beauracracy. SMEs in Kenya are not only
operated by illiterate persons but also by well-educated and trained young men and
women who have not been able to get jobs. In June 2011, the Public Procurement and
Oversight Authority (PPOA) recommended that, the awarding of tenders by
government ministries and department valued at 100 million and below be given to
local SMEs to encourage unemployed graduates start small businesses and thus
enhance job creation. This was indeed a good gesture on the part of the Government.
Starting a business may seem an easy thing, however maintaining it by having a
balance between attracting customers by providing credit sale and collecting overdue
debts is a daunting task. In Kenya, this may be the reason why SMEs are unable take
up tenders set aside for them by Government because of their inability to have
sufficient funds to facilitate business offers by the government.
1.1.4 Accounts Receivable Management Practices
The starting point for accounts receivable management practices is to understand the
policies and procedures for sales. Two critical questions to answer are, how and when
a firm should evaluate a customer for credit, and whether there exist a credit policy.
Myers (2003) describes AR management as methods and strategies adopted by a firm
to ensure that they maintain the best optimal level of credit and its effective
management. It is a component of financial management which involves Accounts
Receivable analysis, Accounts Receivable extension, Accounts Receivable collection
and Accounts Receivable financing. Some of the other components of Accounts
receivable management practices are policies, measurement and outsourcing options.
Scheufler (2002) argues that a credit policy is an important document in an enterprise;

it creates a common set of goals and recognizes the credit and collection departments
as a key to the enterprise’s strategies. According to Scheufler (2002) creating a credit
policy involves several steps; Writing of a mission statement, highlighting the goals,
defining the credit authority, credit evaluation, accounts receivables monitoring,
financing, and actual collection. Mutwiri (2007) agrees that to control credit sales, it is
necessary for a firm to specify clear responsibilities for credit department in its credit
management policies and function. This function should be instilled with specific
5
goals and objectives for example, such as to maximize the protection of Accounts
Receivables (Knox, 2004). Indeed, this can be done through proper analysis of
accounts receivable.
Too, Kubasu and Langat, (2016) argue that money tied in accounts receivable is idle
money and is not available for investment in the firm until and unless it is collected.
Investment in receivables takes a huge chunk of an organization’s assets, these assets
are highly susceptible to bad debts and losses. It is therefore necessary to manage
accounts receivables appropriately (Kungu, Wanjau, Waititu & Gekara,
2014).Accounts receivable management is an important process which involves
putting in place best practices for controlling and collecting payments from
customers (Fujo & Ali, 2016; Mukherjee, 2014; Omondi, 2014). It implies planning,
organizing, directing and controlling of receivables which should lead to a shortened
collection period, low levels of bad debts and a sound credit policy; which improves
the businesses financial growth. This essentially is one of the most important
corporate finance decision. Mukherjee (2014) noted that an efficient account
receivable management practice enables a firm to minimize the amount of tied up
funds in accounts receivables and consequently reduces a firm’s percentage of bad
debts. Hence it is imperative to ensure proper practices are instituted to achieve this.
Good Accounts Receivable Management Practices are important in the achievement
of firm’s sustainability, and growth.
The key practices of accounts receivable management that a firm should try to
implement are: Accounts Receivable Analysis Practice, Accounts Receivable
Extension Practice, Accounts Receivable Collection Practice, Accounts Receivable
Risk Assessment Practice and Accounts Receivable Financing Practice (Njeru et al.,
2016).
a) Accounts Receivable Analysis Practice seeks to determine who will receive credit
and under what conditions. Sources of such information include; banks, companies,
associated competitors, suppliers and individuals applicants. Kakuru (2001) argues
that collection of such information is not free but this cost is worthwhile.
6
b) Accounts Receivable Collection Practice involves all processes and strategies an
organization employs to ensure that what has been extended as credit sales is fully
collected and on time. The success of companies depends on their ability to collect
and prevent default on their accounts, average days in collections gives insight into
how efficiently companies are running. A Chinese saying that goes “Cash is King” is
so true, it is crucial that collection of payment is in a manner which creates the
optimum cash inflow while at the same time ensuring continuity (Kalundaet al.,
2012). Nduta (2013) shows that customers are slow payers while some are non-payers
and as such the collection effort should be enhanced to accelerate collections from
slow payers and reduce bad debt losses (Kariuki, 2010).
c) Accounts Receivable Extension Practice is another variable that needs attention. It
is useful to think of the decision to extend credit in terms of carrying costs and
opportunity costs. Carrying costs are the costs associated with granting credit and
making investment in accounts receivable. It includes the delay in receiving cash, the
losses from bad debts and the costs of managing accounts receivable (Omondi,2014).
d) Accounts Receivable Risk Assessment Practice involves identifying potential
customers who are likely to be a problem, monitoring and control of accounts
receivable in order to maintain optimal cash flow (Gakure, Ngugi & Ndwiga, 2012).
Accounts Receivable Risk assessment management can be perceived as a hedging
strategy by the firm against bad debts. It can provide certainty of cash flows, which
helps with budgeting, encourages management to undertake investment, reduces the
possibility of financial collapse (Ali, 2017).A good firm policy on accounts receivable
risk assessment and management should be formulated and applied all the time and
not only when circumstances dictates, otherwise bad clients would be approved while
good ones are turned away without notice. Njagi (2016) analyzed effect of the risk
management practices on the performance of hotels in Mombasa. It was observed that
majority of hotels did not have a risk management policy which apparently affected
their performance. The study concludes that risk management practices have a
relationship with performance of hotels. The study further recommends that all hotels
should have a risk management policy.
e) An Account Receivable Financing Practice is the act of exchanging Accounts
Receivables with money. It is financing which distinctly relies on AR, either as
7
collateral or as eligibility requirement (Mubashir, 2012) .Receivables finance unlocks
the cash that is owed to the small company by selling the invoice that is invoice
discounting or through factoring. Cunat (2007) argues that fast growing firms may
finance themselves with trade credit when other types of finance are not sufficiently
available. Factoring is a financial service where a firm sells its accounts receivables
(in the form of invoices) to a factor at a discount in exchange for immediate cash and
a range of services including risk management, credit protection, accounts receivable
bookkeeping, collection services, and financing (Klapper, 2006; Vasilescu,
2010;Tomusange, 2015)
Financial Literacy is the ability to have better judgments and to take appropriate
actions for the management of cash flow (Njoroge, 2013). Financial literacy includes
the ability to recognize sound financial choices. For example, whether to sell goods or
credit, how much cash discount to give. It is a cornerstone that affects financial
decision making. Financial knowledge and skills matters in any business or non-
business activities as each and every decision have financial implications (Njoroge,
2013). Lack of basic financial concepts can be linked failure of firms. Sabri (2015)
established that financial literacy can lead to better financial management practices.
Firms employing staff with financial knowledge and skill are more likely to make
decisions that may have positive implications on the liquidity position, account
receivable management practices will ensure timely, regular and healthy cash inflow
by selecting the right customer, ensuring strict recovery, eliminating poor customers
and implementing formal credit policy (Sabri, 2015). Financial knowledge is crucial,
a person who has sufficient knowledge is less likely to make expensive mistakes,
since every decision undertaken would be guided by principles and policies well
stipulated. SMEs lack sufficient funds to attract trained financial managers and
analysts most often they employee accountants who only look at the conventional
accounting function of recording transactions in the books of accounts. The SMEs
manager or accountants should be responsible for providing leadership in all aspects
of financial decision making like working capital management, capital budgeting
decisions, financing decisions and dividend decisions. It has been noted that the
8
failure to effectively discharge these broad financial management functions have
contributed largely to global financial crisis faced by SMEs (Osisioma, 2010).
1.1.5 Relationship between Accounts Receivables Management Practices and

Growth of SMEs
Several studies have analyzed the effect of Accounts receivable management on

performance of firms. For instance, Teruel and Solano (2014) studied a sample of
non-financial companies in the UK and established that there existed a relationship
between working capital management and corporate performance; the study amplified
the fact that there is an existence of an optimal level of investment in working capital
which maximizes a firm's value. However accounts receivable was just one of the
components of working capital. This study looked at Accounts Receivable
management practices as a standalone process. Angahar and Alematu (2014)
examined the impact of WCM on profitability of cement companies quoted on the
Nigerian Stock Exchange (NSE), one of the independent variable was accounts
receivable. The findings showed that Accounts receivable measured by number of
days Accounts Receivable outstanding did not impact on the profitability. Sharma and
Kumar (2011) undertook a study on 263 non-financial BSE 500 firms listed on the
Bombay Stock (BSE) from 2000 to 2008.The study concluded that there is a
significant positive relationship between accounts receivable turnover and
profitability. When customers pay the amounts they owe promptly then profits
increase as these amounts are ploughed back
The study carried out by Lazaridis and Tryfonidis (2006) looked at the association
between accounts receivables management and profitability(measured by gross
operating profits) for 131listed companies in the Athens Securities Exchange for the
period between the years 2001-2004.The results showed there was a statistically
significant relationship between the efficiency of accounts receivable management
and profitability and firm value. Gakure et al. (2012) studied the association between
working capital management and financial performance. His study sample included a
sample of 15 companies listed in the NSE. He studied them for the five year period
2006 to 2010. He used multiple regression analysis and the Pearson correlation
9
analysis between the independent and dependent variables. He concluded that there
was a strong negative correlation between ACP and profitability. On the other hand
there was a positive association between CCC and profitability. In this study only the
ACP was found to be of statistically significant influence. From the above studies
most of the studies have focused on WCM and its effect on profitability where most
of the findings are contradictory. I aim to study accounts receivables and their specific
effects on accounts receivable management practices. Mwangi (2013) in his study of
receivable management practices on CDF funded projects in Kenya concluded that the
efficiency levels on receivable management practices were average thus indicating
that CDF funded projects embraced and implemented efficient receivable
management practices in project operations hence the survival of CDF funded projects
was eminent.
Karugu and Ntoiti (2015) looked at corporate firms and those listed on the stock
exchange markets, the findings indicated that credit risk management measured by
credit appraisal practices, credit monitoring practices had a significant influence on
profitability of firms. However the study did not address the effect of credit risk
management practices on growth in SMEs. And it is for these reasons that this study
wishes to establish the effect of Accounts Receivable risk management practices on
growth on SMEs.
1.2Statement of Problem
Although scholars are in agreement about the important role played by SMEs in a
Country’s Economic growth, there is still a fundamental lack of knowledge as to why
some of them manage to grow and transition to large firms, while others remain
stagnant or fail altogether. The challenges that most SMEs face is striking a balance
between liquidity and profitability. This challenge is enormous since SMEs have to
wade through stiff competition by attracting and maintaining customers through credit
sales and at the same time use aggressive methods of collecting accounts receivables
to maintain optimal levels of working capital. Increasing credit sales to improve
profitability may end up extending credit to risky customers who will default, such
customers will be asked to pay cash as the goods are delivered to them. Inability to
10
manage accounts receivables, made many SMEs in Kenya to suffer financial distress
resulting to their eventual collapse.
SME segment is a very important vehicle for economic development, however, the
failure of an SME never attracts the media attention that is usually associated with the
collapse of bigger firms such as Enron in the USA, Kicomi and Pan Paper sugar
millers in Kenya. The consequences of the failure of smaller firms are certainly a
serious matter affecting several stakeholders that require attention, employees want to
be assured of job security, government benefit from a constant flow of funds from
SMEs in form of taxes, Communities need steady flow of goods and services. For
these firms to survive, be self-sustaining and able to create the desirable impact, they
have to be liquid. They need to make important financial decisions, among them
being the liquidity decision and investment decisions.
Theoretical and empirical studies on effect of firms’ accounts receivable management

practices on growth are rare. Efficient management of the AR management process is
still misconstrued as part of accounting and therefore as a cost center (Salek, 2005).A
number of studies have been done on the influence of WCM on profitability of firms
in varied countries around the world, most of these studies did focus on non-financial
firms across industries and others looked at accounts receivable as proxy. A few of
the studies are: Deloof (2003); Padachi (2006); Falope and Ajilore (2009); Gill, Biger
and Mathur (2010), Ogundipe, Idowu and Ogundipe (2012); Njeru et al. (2016).
After reviewing various literatures, it was concluded that they mainly dwelt on the
methods and tools for effective management of the receivables in all its dimensions.
Fewer researches were found in area of accounts receivable management and their
influence on financial management decision making and firms´ performance.
However, little is still known on how SMEs really manage their receivables to
enhance growth, what system they have put in place, practices they used in
management and collecting of receivables, and methods used to secure the accounts
receivables. Studies on whether the manager’s knowledge and skills determine how
they apply the practices is yet to be established.
11
Literature reviewed therefore showed need for efficient management of account
receivable through proper practices, which provides sufficient cash from operations
that guarantee short term survival and growth of business. Small firm needs to
manage their working capital in an efficient way as it significantly determines
whether a business succeeds or fails. It was evident no research had been conducted
on the effects of ARM practices on the growth of SMEs in Kakamega County. This
study fills this gap.
1.3 Objectives of the study
1.3.1 General Objective
The general objective of this study was to determine the relationship between
receivable management practices and growth of Small and Medium Enterprises
(SMEs) with a special focus on SMEs in Kakamega County).
1.3.2Specific Objectives
The specific objectives were:
1. To assess the effect of Accounts receivable analysis practices on growth of

SME in Kakamega County, Kenya
2. To evaluate the effect of Accounts receivable Extension practices growth of
3. To establish the influence of Accounts receivable collection practices on
growth of SME in Kakamega County, Kenya
4. To determine the effect of Accounts receivable risk assessment practices on
growth of SME in Kakamega County, Kenya
5. To evaluate the effect of financing practices Accounts receivable on growth of
6. To assess the moderating effect of financial literacy on the relationship
between Accounts receivable management practices and growth of SME in
Kakamega County, Kenya
12
1.4. Research Questions
The study was guided by the following research questions, which were answered
through the research instruments:
1. What is the effect of Accounts receivable analysis practice on growth of SMEin

Kakamega County, Kenya?
2. Does the extension of Accounts receivable practice influence growth of SME in
Kakamega County, Kenya?
3. What is the effect of Accounts receivable collection practice on growth of SME
in Kakamega County, Kenya?
4. How does the Accounts receivable risk assessment practice influence growth of
SMEs in Kakamega County, Kenya?
5. How does financing of accounts receivables practice influences growth of SME
in Kakamega County, Kenya?
6. What is the moderating effect of the level of financial literacy on the
relationship between RM practices and growth of SMEs in Kakamega County,
Kenya?
1.5 Research Hypotheses
The null hypotheses (H0) tested in this study were the following:
1. H01: There is no significant relationship between Accounts receivable

analysis practices and growth of SME in Kakamega County, Kenya
Extension practices and growth of SME in Kakamega County, Kenya
collection practices and growth of SME in Kakamega County, Kenya
4. H04: There is no significant relationship between Accounts receivable risk
assessment practices and growth of SME in Kakamega County, Kenya
financing practices and growth of SME in Kakamega County, Kenya
13
6. H06: Financial Literacy does not significantly influence the relationship
between Accounts Receivables Management Practices and growth of SME in
Kakamega County, Kenya.
1.6 Justification of the Study
This study is very important to SMEs, policy makers and scholars. The following are
groups that are likely to benefit from this study in a great way.
1.6.1 Investors
It is extremely important that when goods are sold on credit, a good system should be
put in place to manage accounts receivable (Waweru, 2013). Needless to say that,
without finances which are often times locked up in the accounts receivable, small
and medium enterprises cannot grow to competively survive in the global markets or
network with large firms (Idowu, 2010).The focus of this study was on receivable
management practices of the Small to Medium sized firms operating various diverse
industrial groups which suffer from Cash flow problems as a result of poor accounts
management practices (Aaron & Namoi, 2004). It is therefore expected that the results
highlighted in this study is of help to SMEs who hope to wisely mitigate losses by
intervening in improving and controlling the levels of accounts receivables by
adopting the best Accounts Receivable Management practices. In essence these
investors in the growth enterprise market segment will gain from the imminent
knowledge from this study.
1.6.2Policy Makers
This study will help the National and County governments, SME regulators and
policy makers in formulating and ensuring the effective implementation of operational
guidelines in as far as receivable management is concerned. A growth enterprise
sector that is vibrant and self-sustaining contributes enormously to the national
growth. This is will materialize the Government’s goal of realizing the vision 2030.
14
1.6.3 Research Institutions
This study will be a source of knowledge on the subject of ARM practices and growth
of SMEs and will provide more gaps to be explored in this area in Kenya. There are
several factors that affect growth of SMEs and an insight in these factors from varied
perspectives is important.
1.7 Scope of the Study
The study examined relationship between Accounts Receivables Management

Practices and Growth of SMEs in Kenya. The SMEs studied had been in existence for
the last three years and were registered and operated in Kakamega County. The study
was inclusive of both manufacturing and service sector SMEs which were the
majority in the County. This Central Business Area had the largest number of SMEs
and a potential for growth, hence it provided sufficient data for the study. It is also the
location that hosts the Headquarter of the entire Kakamega County and can hence be
generalized to the entire Country. Both primary was used. The study variables were,
growth as a dependent variable and ARM practices comprising of credit analysis,
credit extension, credit collection, credit risk assessment, Accounts Receivable
financing, as independent variables.
1.8 Limitations and Delimitations
This study was delimited to study the relationship of Accounts receivable

management practices and growth SMEs located in Kakamega County whose SME
population was considered large enough and sufficient to provide generalization to the
entire Country and the sample size was delimited to 359 firms located and operating
in Kakamega County. Secondly, the study was delimited to period of three years that
is, from 2013–2015, this period was considered sufficient for SMEs growth. Majority
were reluctant in providing their actual books and financial data for review. The
accuracy of the data was purely dependent on the data of sample units. The study was
thus delimited to primary data.
15
CHAPTER TWO
LITERATURE REVIEW
2.1 Introduction
The literature review, as presented in this chapter, helped to identify and highlight
relevant findings that served as a foundation on which the conceptual model was built.
The research study was based on positivist foundational philosophy. This chapter
critically reviewed the theories which explored the theoretical foundation that
provided rational arguments into new paradigms. The theories were three, the
Portfolio theory, the firm growth theory and the pecking order theory.
2.2 Theoretical Framework
There are many reasons for offering credit including increasing or facilitating sales,
meeting terms offered by competitors, attracting new customers or providing general
convenience (Megginson & Scott, 2008). Accounts receivable acts as attraction for
potential customers and a as a retention strategy for the existing thus weaning them
off from the competitors (Megginson et al., 2008). Accounts receivables are assets
representing amounts owed to the firm as a result of the sale of goods and services on
credit in the ordinary course of business. The main objective of accounts receivables
management is to maximize shareholders wealth. Receivables constitute a huge
investment in firm's asset, which are, measured in terms of their Net Present Value
(NPV), just like capital budgeting projects, (Emery et al., 2004). Selling on credit is
one of the firm’s approaches in enhancing sales and it has turned out to be an
enticement for customers in retaining the business relationship with the firm and in
time increase the firm’s sales volume and eventually optimizing the farm’s profit
(Barad, 2010).
16
2.2.1 Theories on Receivables Management Practices and Growth
A theory represents the coherent set of hypothetical, conceptual and pragmatic

principles forming, the general frame for reference for the field of enquiry (Wire,
2015). There are several theories that have been advanced for receivable management
and growth of SMEs. These theories explain the practices of receivable management
and the growth component, which apply to this study/
a) Portfolio Theory
Portfolio theory is concerned with risk and return. It is about maximizing the benefits
of investments considering risk and return. In the area of accounts receivable
management, portfolio theory has influenced areas regarding accounts receivable
management practices which are: the analysis and risk assessment of accounts
receivable investments. Both areas use Markowitz’s studies as reference to evaluate
the trade-off between risk and return on investments in accounts receivables. The
study looks at accounts receivable as an investment that can be managed as a -
portfolio, combining risk and return to maximize the benefits of investing in accounts
receivable, these theory helps finance analyze which kind of customers to offer credit
and which wants to remove, consequently the theory aid in combining various
customers with different levels of risk and return to maximize return.
A portfolio is a set of assets, for example accounts receivable (Jajuga, 2002).

Michalski (2008) suggests that a portfolio strategy is the act of categorizing debtors
according to their behavior. Portfolio theory by Juja (1994) can be used in making
decisions about selecting which customers should be given trade credit. Credit risk
assessment is performed through the development of models usually based on a
portfolio approach, in order to distinguish potential defaulters from non-defaulters.
Generally, portfolio model refers to the assignment of a finite set of objects into
predefined classes (Altman, Avery, Eisenbeis & Stinkey1981; Doumpos &
Zopounidis, 2002).
Some customers, who previously were rejected because of too great an operational
risk, would be accepted back provided they show a possibility of a positive outcome
17
that increases creation of increased firm value (Michalski, 2008). Extension of trade
credit is possible only if the firm categorizes customers from various sectors,
branches, regions, status and classes, since various categories of customers may have
different levels of default risk. The only way a firm reduces this risk and enhances its
success is by performing a portfolio analysis with the result of a varied portfolio of
customers with a spectrum of managed levels of operating risk (Michalski, 2008). The
portfolio approach to accounts receivable management can be used by utilizing the
rate of profit (rate of advantage from assets) as one of the basic criteria that the firm
giving the trade credit should encourage to extend credit. Customers who take too
long to pay may increase the cost which increase risk, however such customers may
be willing and ready to pay more as compensation for the risk (risk premium).
The Portfolio theory predicts that uncertainty in the economic environment affects the
investment decisions one is likely to make. The theory suggests that to minimize
losses and risk and increase returns then it is important to choose and combine wisely
the options/assets that provide less risk and give higher expected return. So factors
such as Accounts receivable risk assessment practice and Accounts receivable
analysis are more likely to influence the SMEs growth. (Markowitz, 1952)
b) The Theory of the Growth of the Firm
The firm has to grow because its owners or the entrepreneur always strives to
continuously make profits and maintain a better liquidity position to enable him/her
meet the daily financial obligations and this is the driving force of all expansions of
the firm.(Penrose,1959). Penrose (1959) argues that, when a firm wants to grow, it
grows by expanding its stock of knowledge. She argues that automatic increase in
knowledge and incentive to search for new knowledge are built into the very nature of
the firm. Many ideas of Penrose (1959) are seminal and create a path for researchers’
further research into the growth of firms, which has yet to be completed (Martin &
Wiklund, 2010).
Greiner (1998) proposed a growth model that explained the growth in business firms
as a predetermined series of evolution and revolution. In order to grow a firm is
18
supposed to pass through a series of identifiable phases or stages of development and
crisis. These stages are; growth through creativity, growth through direction, growth
through delegation, growth through collaboration and growth through coordination.
Howard (2006) explained that firms go through seven stages of growth. The study
emphasized that the first three stages are of significant importance and influence on
SMEs. The first stage is the infancy stage, when an idea is conceived and a small
business just begins with search for markets for products are developed. The second
stage is expansion; here the firm struggles to increase its share in the market by
increasing its sales. Stage three is professionalization and the desire to formalize the
operations of the organization; this stage is closely linked to expansion.
This model suggests how organizations grow, however the processes and means by
which firms achieve growth varied. Shimke (2011) suggests that growth and the
increase in resource acquisition capabilities provide a positive feedback loop, which
continues until the organization matures. A firm will enjoy good profits thus giving
positive feedback until limiting factors (e.g an increase in competition, poor cash flow
or the depletion of resources within the firm) take effect (Ansoff & McDonald, 2003)
Namusonge (2010) identified several strategies used by businesses during the growth
process, and further recognized barriers and incidents which facilitate or hinder the
growth of Small and Micro Enterprises during the growth process. In this study the
means by which a firm may achieve growth is the adoption of good ARM practices.
c) The Pecking order Theory
Pecking Order theory addresses an immediate need for funding in a context of

asymmetric information. It is based on the existence of a pecking order and provides
a rational explanation for choice in corporate finance. Firms would rather focus on
internal sources of financing before resorting to external investors. Amounts
collected from accounts receivables are funds that would contribute towards profits
as internal sources. Financing by internal funds should be encouraged as opposed
financing by external funds, according to the following hierarchy: cash
flow/debt/issue of shares’ (Myers andMajluf1984).Internal financing is cheaper and
easier to get than external since most financial institutions are reluctant to lend
19
money to SME for lack of collateral. The pecking order theory was relevant in this
study in that Accounts receivable is an asset which may be effectively used to
finance other operations of the firm. Unlocking the funds tied up in AR through
factoring, Securitization or Accounts receivable discounting would reduce costs and
increase wealth formation.
2.3Conceptual Framework
The conceptual framework summarizes behaviors and provides explanations and

predictions for the majority of empirical observations (Cooper & Schindler, 2008;
Mugenda, 2008). The receivable management practices are the independent factors
influencing growth of SMEs and growth is the dependent variable as measured in
terms of profitability and sales turnover obtained from the SMEs. This is shown in
figure 2.1
20
Accounts receivable analysis Practices
The five Cs
Accounts receivable Extension

practices:
• Setting guidelines, written agreement
SME Growth:
1. Profitability
Accounts receivable collection 2. Sales
management practices
• Collection policy, communication
Dependent Variable
Accounts receivable risk assessment
management practices
• Internal rating, expert system, credit
scoring
Financial literacy
Financing of Accounts receivable
practices: Knowledge of
• Factoring. Invoice discounting, Accounts Receivable
collateralizing management
Moderating variable
Independent Variable
Figure 2.1: Conceptual Framework
2.4 Review of Variables
This section focuses on the review of empirical and relevant findings on the study
variables which motivated this study. These variables are the components of Accounts
receivable Management Practices.
21
2.4.1 Accounts Receivable Management Practices
Njeru et al. (2016) state that accounts receivable is an element of cash flow and has a
direct effect on the growth of a business. Cash flow management refers to the
management of movement of funds into and out of business and involves the
management of accounts payable, accounts receivables, inventory as well as the cash
flow planning (Joshi, 2007). Shapiro (2002) argues that firms grant trade credit to
customers, both domestically and internationally because they expect investment in
receivables to be profitable either by expanding sales volume or by retaining sales that
otherwise would be lost to competitors.
However, Aaron and Namoi (2004) argue that firms suffer from cash flow problems
as a result of granting credit and having poor accounts receivable management
practices. Companies have traditionally viewed accounts receivable as a basic
function. They are beginning to realize, however, that improving the process can lead
to significant financial gain for the company. Fewer outstanding account balances
mean fewer bad-debt write-offs and enhanced profitability (Salek, 2005). Peel and
Wilson (1996), argue that a good receivable management practice is essential to the
health and performance of both small and large firms. There are key practices
involved: AR analysis, AR collection, AR extension, AR risk assessment, AR
financing coupled with high level of financial literacy. These components of
receivable management practices, if well adopted would lead to saving on the
administration cost related to collection of receivables. Losses as a result of bad debts
written off and provisions for bad debts are reflected on the financial statement. This
would signal poor management which may lead to poor rating by potential investors.
Indeed, mismanagement of accounts receivables is disastrous for a firm and more
often leads to liquidity problems to many firms (Waweru, 2013).Waweru (2013)
establish that cash-flow problems in manufacturing firms in Thika Municipality were
attributed poor control and management of account receivables which adversely
affected the day to day business operations .Some firms were even unable to pay the
workers
22
Economic pressures and business practices increases Bankruptcy rates, among several
firms which have increased the probability of incurring losses and the inability to pay
promptly. Therefore it is a necessity for credit professionals to search for
opportunities to implement proven best practices (Mutwiri, 2007). Even large
profitable firms can collapse if they fail to manage accounts receivables effectively,
(Prere, 2010; Njeru, Mbula & Memba, 2016). It is therefore in order to say that
management of AR which is one of the largest tangible assets on a firm’s balance
sheet receives little or no attention, except when there is a serious problem.
2.4.1.1 Accounts Receivable Analysis Practices
Kibor and Ngahu (2015) defined credit analysis as the practice of analyzing credit
data to establish the degree of risk in selling goods and services on credit. Credit
analysts assess the client’s financial history and his general ability to pay what he
owes (Pandey, 2010).Credit analysis, as argued by Mutwiri (2007) is a basic aspect of
credit decision-making and a very fundamental function of credit departments
(Mutwiri, 2007). It is the study and analysis of credit information available in
assessment of an entity’s creditworthiness, this can be done in-house by the credit
department or alternatively by engaging services of specialist credit analysts such as
Moody’s, Standard and Poor’s, ratings or from Credit agencies behalf of the firm,
(Myers & Brealey, 2003). Credit analysis seeks to determine who will receive credit
and under what conditions.
For a continuing customer it is much easier because experience provides considerable

information. For new customer credit analysis is obviously a tougher problem
(Weaver & Weston, 2008). Portfolio theory may be used in making decisions about
selecting which customers should be given trade credit. Weaver and Weston (2008),
agree that sources of such information include; banks, companies, associated
competitors, supplies and individuals applications and the information comes with a
fee. Kakuru (2001) argues that to collect such information comes with a price, which
is of course worthwhile when scrutinizing a customer: character, capacity, capital,
collateral, condition are important components of Accounts Receivable Management
Practices that should be critically evaluated (Njeru et al., 2016).
23
Capacity is the ability to repay liabilities out of earned income; Capital, is the
financial resource available to meet commitments should income not materialize.
Condition, states how the current environment may affect the enterprise, whether
through competition, economic, industry, or other factors. Character, is the quality of
management: Who are they? What experience do they have? Are they well suited to
lead the company? Collateral, Security provided, including the pledge of assets,
guarantees from third parties, or other risk mitigation. This framework still dominates
where information is obtained directly from the client in relationship selling on credit.
Njeru et al. (2016) argues that the six C’s helps firms to decrease their default rate as
they get to know their customers very well. Information on the C’s can be obtained
from several sources including the firm’s prior experience with the customers, that is
by tracking the trend of the customers paying history, analyzing the financial
statements for previous years, enquiring from credit reporting agencies and even from
the customers financial institutions (Kalunda, 2012).The worldwide competitive
environment makes it quite necessary that firms grant credit that is if they have to
keep abreast with others. Extending credit to customers is a decision based on the
credit management and policy of a firm (Gitau, Nyangweno & Mwencha, 2014).
Extension of credit exists to facilitate sales (Njeru et al., 2016). Al-Mwala (2012)
suggests that sales are pointless without due payment and therefore the sales and
accounts receivable functions must work together to attain the objective of sales
maximization within the shortest period of time. Gitau, Nyangweno and Mwencha
(2014), asserts that the purpose of credit control is to ensure that trade debts are
recovered early enough before they become uncollectible and a loss to the business.
Extension of Credit as stated by Gill et al. (2010) should only be on the basis of
customer creditworthiness in order to minimize the level of default and bad debts.
Weston and Copeland (205) state there are six C’s of credit which credit managers
should consider when extending credit: character, capacity capital, collateral,
condition and contribution. They further assert that the six C’s helps firms to decrease
their default rate as they get to know their customers. Information on the C’s can be
obtained several sources including the firm’s prior experience with the customers,
24
financial statements for previous years, credit reporting agencies and even the
customers financial institutions (Kalunda, 2012).
There is need, therefore for setting timelines and credit limits as situations dictates,
this exercise will depend on previous experiences that the firm has had with its
existing customers and the information collected from agencies and financial
institutions especially for the new customers. In particular, credit applications forms,
financial statements and participation in industry credit groups can help a firm
develop the information necessary to making a reasonable decision about extending
credit to both new and existing customers (Richard, 2008).Sound credit extension
policy with optimal credit standards and credit terms will result to higher sales that
will lead to improved profitability for the firm and ultimately enhanced growth.
Thorough vetting of credit applications before credit is granted will ensure that a firm
only extends credit to credit worthy customers Gitau (2014),This will in turn reduce
the firms’ exposure to risks of delayed payments and a firm's investment in accounts
receivable depends on volume of credit sales and collection period.
Giving out credit most often leads to bad debts. Credit sale has three characteristics,
which are; it involves an element of risk that should be carefully analyzed; it is also
based on economic value. The economic value in goods or services which passes
immediately at the time of sale, this value is what the seller expects on equivalent
value to be received later on, and lastly, it implies futurity (Njeru et al., 2016). The
buyer is expected to make cash payment for goods or services received by him at a
future date. (Pandey, 2004) explains that reasons for Granting Credit may include but
not limited to: Competition, company’s bargaining power, the higher the degree of
competition, the more the credit granted by a firm. Company's bargaining power
means that the ability for firm to negotiate for better terms, if a company has a higher
bargaining power vis-a-vis its buyers, it may grant no or less credit, thirdly, as a
marketing tool: Credit is used as a marketing tool, particularly when a new product is
launched or which a company wants to push its weak product.
However if the amounts granted are not collected on time the firms suffer losses.
Njeru et al. (2016) states those longer credit periods are likely to stimulate sales while
25
at the same time a firm postpones the use of its funds for longer length of time and
increases the potential for bad debts and losses. Gitau (2014) states that it is important
to set credit terms and payment arrangement. Needless to note that a firm can shorten
its credit period if customers default too frequently and bad debts building up.
2.4.1.2 Accounts Receivable Extension Practices
The global and competitive environment makes it inevitable for firms to grant credit if
they have to keep abreast with others. Extending credit to customers is a decision
based on the credit management and policy of a firm. Granting credit exists to
facilitate sales (Njeru et al., 2016). Al-Mwala (2012) suggests that sales are pointless
without due payment and therefore the sales and accounts receivable functions must
work together to attain the objective of sales maximization within the shortest period
of time. Gitau, Nyangweno and Mwencha (2014), asserts that the purpose of credit
control is to ensure that trade debts are recovered early enough before they become
uncollectible and a loss to the business. There is need thus for setting timelines and
credit limits as situations dictates, this exercise will depend on previous experiences
that the firm has had with its existing customers and the information collected from
agencies and financial institutions especially for the new customers.
Credit applications forms, financial statements and participation in industry credit

groups can help a firm develop the information necessary to making a reasonable
decision about extending credit to both new and existing customers (Richard, 2008).
Sound credit extension policy with optimal credit standards and credit terms will
result to higher sales that will lead to improved profitability for the firm and
ultimately enhanced growth. Thorough vetting of credit applications before credit is
granted will ensure that a firm only extends credit to credit worthy customers Moti et
al. (2012). This will in turn reduce the firms’ exposure to risks of delayed payments
and a firm's investment in accounts receivable depends on volume of credit sales
period. Granting of credit most often leads to bad debts. Gitau (2014) posits that a
credit sale has three characteristics. It involves an element of risk that should be
carefully analyzed; it is also based on economic value. To the buyer, the economic
value in goods or services passes immediately at the time of sale, which the seller
26
expects on equivalent value to be received later on, and lastly, it implies futurity
(Njeru et al., 2016). The buyer is expected to make cash payment for goods or
services received by him in a future period. Reasons for Granting Credit may include:
Competition, In the business arena the higher the degree of competition, the more the
credit granted by a firm.
Secondly, Company's bargaining power if a company has a higher bargaining power

vis-a-vis its buyers, it may grant no or less credit, thirdly, Marketing tool: Credit is
used as a marketing tool, particularly when a new product is launched or which a
company wants to pushits weak product. However if the amounts granted are not
collected on time the firms suffer losses. Longer credit periods are likely to stimulate
sales while at the same time a firm forgoes the use of its funds for longer length of
time and increases the potential for bad debts and losses (Njeru, 2016). Gitau (2014)
state that it is important to set credit terms and payment arrangement. Moti et al.
(2012) study on Effectiveness of Credit Management System on Loan Performance:
Empirical Evidence from Micro Finance Sector in Kenya found out that Credit terms
formulated by the microfinance institutions do affect loan performance; the
involvement of credit officers and customers in formulating credit terms affects loan
performance.
2.4.1.3Accounts Receivable Collection Practices
Basically the collection process is the art of knowing the customer, ideally
understanding him/her so that the best approach is used to get monies owed paid
without straining the customer-seller relationship. Accounts Receivable collection
practices are the procedures and tools used by a company to collect overdue or
delinquent accounts receivables (Megginson & Scott, 2008).There are various policies
that an organization should put in place to ensure that accounts receivables are
management effectively; one of these policies is a collection policy which is needed
because all customers do not pay the firms bills in time (Nduta, 2011).Some
customers are slow payers while some are non -payers. The collection effort should,
therefore aim at accelerating collections from slow payers and reducing bad debt
losses (Kariuki, 2010).
27
Figure 2.2: Credit management Process. Source: Pike and Neale (1999).
Arnold (2003) agrees with the above idea that good administration of accounts
receivable can only be achieved through a clear, concise and well communicated
collection policy. He further suggests three principles available to maintaining a good
collection policy. The process starts with the customer placing an order and ends at
the point where cash is collected. Pike and Neale (1998) stated that businesses are
very keen on collecting revenues, however not all organizations take a proactive
approach to ensure receivables are collected on a timely basis. Lack of reporting
makes it difficult for SMEs to determine which amounts are collectible and which
may be in danger of default. When collection policies are not followed to the letter
then issues of uncollectible accounts receivables would arise (Maria, 2014).
Dedication of debt collection resources ensures better and timely collection and few
instances of bad debts (Njeru et al., 2016). When sales are on credit, a monitoring
system is important to avoid the potential build up to excessive levels of accounts
receivable which would erode set profits (Maria, 2014). Maria (2014) asserts that
dedication of debt collection is related to human factors. She concluded that dedicated
28
collection resources ensured better collection and fewer instances of bad debts.
Padachi (2006) state that a collection resource is a control process which ensures that
trade debts are recovered early enough before they become un-collectable and
therefore a loss to an organization. Indeed such a process would signal to management
that immediate action is required. Owonde (2013) provide that customer relationship
officers in most firms act as the link between the firm and customers. They maintain
close links which help in monitoring business activities of the customers and raising
the red flag for management to take action before a debt can go bad and inhibit
profits.
A credit collection policy manual are the procedures used to collect past due accounts
including the toughness or laxity used in the process. At one extreme, the firm might
write a series of polite letters. Company must determine what its collection policy will
be and how it will be implemented (Megginson.et.al, 2008).Penalizing delinquent
accounts can be an effective way to ensure timely payments. This can be done by
levying interest on overdue balances (Richard, 2008).A credit collection policy that
facilitates low average collection period will ensure the firms’ healthy cash flows and
improved liquidity position (Richard, 2008). Improved liquidity will enable the firm
to meet its financial obligations as and when they fall due and also be in a position to
seize opportunities that may arise in the market. Kalunda et al. (2012) asserts that, the
quicker the collection period is, the sooner capital can be freed allowing for
reinvestments back into the company. Conversely, the longer the collection period of
a particular credit consumer, the higher probability that those receivables will not be
collected. Collection policy involves all processes and strategies an organization
employs to ensure that what has been extended as credit sales is fully collected and on
time.
According to Pike and Neale (1999), a good credit collection policy is one in which
procedures are clearly defined, clearly communicated to customers and customers
know their rules well. Gitau et al. (2014) assert that a creditor should use litigation as
a last resort to collect a debt that is bad and when there is a major breakdown in the
repayment agreement resulting in undue delays and legal action is required to effect
collection. Atrill (2006) asserts that small and medium enterprises often lack the
29
resources to enable them collect amounts owed by trade debtors (accounts receivable)
effectively. He argued that it is not unusual for SMEs to operate without credit control
department. SME also lack proper debt collection procedures, such as prompt
invoicing and sending out regular statements. There are various policies that an
organization should put in place to ensure that credit management is done effectively,
one of these policies is a collection policy which is needed because all customers do
not pay the firms bills in time (Nduta, 2013) some customers are slow payers while
some are non-payers.
The collection effort should, therefore aim at accelerating collections from slow
payers and reducing bad debt losses (Kariuki, 2010).Connolly (2013)noted that
developing and maintaining receivable schedules and regular review of receivables
including customer statements and implement policies to ensure timely and efficient
collection of outstanding accounts are necessary SMEs experience volatility in cash
flows which affect their liquidity and consequently their growth (Nzyoka, 2011)
attributed this to poor financial management, especially the working capital
management. Kehinde (2010) noted that most SME’s do not care about their working
capital position, and that most do not even have standard credit policy. He further
emphasized that many do not care about their financial position, as they mainly focus
on cash receipt and what their bank account position is which leads to sure collapse.
2.4.1.4Accounts Receivable Risk Assessment Practices
Risk is the possibility of suffering economic and financial losses or physical material
damages, as a result of an inherent uncertainty associated with the action taken.
Chapman and Cooper (1983). Credit risk is the oldest of all default risks. Credit risk
management is a structured approach to managing uncertainties through risk
assessment, developing strategies to manage it, and mitigation of risk using
managerial resources (Gakure, Ngugi & Ndwiga 2012). The strategies include
transferring to another party, avoiding the risk, reducing the negative effects of the
risk, and accepting some or all of the consequences of a particular risk. Mwirigi
(2006) stated that credit risk is the probability that counterparty will fail to meet its
obligations in accordance to agreed terms. The objective of Accounts Risk
30
management is to maximize a firms’ risk-adjusted rate of return by maintaining credit
risk exposure within acceptable parameters required by shareholders. Accounts
receivable risk assessment involves identification of problem customers, monitoring
and control of accounts receivable in order to maintain optimal cash flow. Most
widely used Accounts receivable risk management practices are, setting up risk
management teams, credit scoring, expert systems by third party and internal rating.
When dealing with difficult customers’ accounts are put on hold and future sales are
stopped until the account is settled (Kungu et al., 2014).Fabozzi et al. (2002), argued
that, Accounts receivable risk assessment involves consideration of these factors;
default probability, credit exposure and recovery rate. Many organizations give a great
deal more attention to retaining customers and snaring new accounts than they do
tracking who is paying, who is lagging behind and who might default. However, as
the current economic malaise drags on and bankruptcy rates climb, effective credit
management becomes an increasingly critical factor in achieving success (Beranek, &
Scherer, 1991).
When the debtor does not pay on due date, the seller is exposed to credit risk which
may in turn lead to default and bad debts (Nyunja, 2011). Assessment of credit risk,
involves trying to find a way of accepting and controlling all businesses including
high risk opportunities. There are three basic approaches to credit risk measurement
practices. They are: Expert Systems, Credit Rating, and Credit Scoring (Saunders,
1999); Oketch (1995) studied the demand and supply factors to micro small
enterprises finance from Kenyan commercial banks to conclude that the credit size
offered is determined by its risk assessment. Mwirigi (2006) carried out a study to
determine the credit risk management techniques applied by microfinance institutions.
He established that, despite having no stringent regulatory framework in relation to
credit aspects for microfinance institutions in relative comparison to commercial
banks, they all engage in credit management process. Mutwiri (2007) ascertained that
both agree that credit management policies form a basic objective for credit risk
appraisal.
Accounts Receivable Risk Management extends outside the organization through a

process whereby credit control professionals carry out credit risk assessment for their
31
trade partners (Mutwiri, 2007). It ensures firms remain on track. This is achieved
through sourcing organizations‟ credit history and credit data through for example
credit referencing and other data sources like financial statements (Moti, Galo
&Sindani, 2012). The Wikipedia describes credit referencing as a method whereby
organizations obtain independent credit information from third party sources other
than the customers themselves. This is mainly from credit reference agencies who are
the custodian of credit information. In Kenya this is mainly done by the Credit
Reference Bureau (CRB). Credit bureau collect and collate credit data for
organizations which they have a relationship with, they then consolidate and
aggregate this data to make it available on request to organizations for purposes of
credit assessment and credit scoring (Mutwiri, 2007).
Credit ratings are scoring are available from credit reporting agencies. Internationally
recognized credit rating agencies are Dun and Bradstreet (D&B) or Standard and Poor
(S&P) (Mutwiri, 2007). This sector is not well developed in Kenya and as such,
information is limited. Credit ratings give credit analysts an estimated net worth of a
firm. Myers (2003) identifies factors which influence an organization’s credit rating
as, ability to pay debt (capacity), outstanding amount of credit at any time, savings
patterns and spending patterns.
Credit score is a number that reflects how likely an organization is to repay its debts
(Horne &Wachowicz, 1998). It is based on an organization’s credit report which lists
all its debts and their repayment history. The most efficient way to achieve a good
score is keeping debts to minimal levels and ensuring their satisfaction to contractual
obligations on debt servicing. According to Horne and Wachowicz (1998), a credit
scoring system is a quantitative approach to decide whether to grant credit by
assigning numerical scores to various farm’s characteristics related to
creditworthiness. Horne and Wachowicz stress that the credit decision judgment
during credit scoring lies with the credit analyst’s ability and capability to evaluate
available credit information. As credit scores are designed to indicate the likelihood
that a debtor will default, a low credit score raises a red flag for an organization to
adjust its lending decisions in regard to potential credit risk exposures (Mtwiri, 2007).
Rising interest rates and inflation presents a very big burden to organizations towards
32
their financial obligations irrespective of the industry. According to the CBK
Monetary Policy Statement (June, 2006), in the 90s the Kenyan economy was
characterized by high inflation and interest rates well above 20% and borrowing was
considered a last resort. Credit management was therefore very critical for timely cash
collections to meet organizations’ obligations.
Internal rating means assessing debtors, through ensuring that difficult customers’
accounts are put on hold and future sales stopped till the account is settled (Kungu,
Wanjau, Waititu & Gekara, 2014).Internal rating can be done through portfolio
strategy where customers are categorized on their behaviour and history of paying.
Portfolio theory can be used to determine those risky debtors and ensure that they are
communicated to timely or dropped completely. Frequently cited techniques for
monitoring the overall quality of accounts receivables are namely: Average-collection
period (Days Sales Outstanding), Aging of accounts receivables and payment pattern
monitoring. These techniques are discussed below.
a) Average Collection Period: The Average Collection Period (ACP) also known as
Days Sales Outstanding (DSO) represents the average number of days that credit sales
are outstanding. According to Graham, Scott (2010), the Average collection period
has two components; first the time from sales until the customer places the payment in
the mail and secondly, the time to receive, process and collect payment once it has
been mailed by the customer. If it may be assumed that the receipt, processing and
collection time is constant, then the Average Collection Period tells the firm how
many days (on average) it takes customers to pay their accounts (Graham et al, 2010).
Mwangi (2013) on the other hand examined the association between working capital
management and financial performance of private hospitals in Kenya. The study used
average collection period, average payment period and cash conversion cycle as
proxies of working capital management. Return on assets represented profitability
b) Aging of Accounts Receivable: This is a method used to monitor accounts
receivable where an aging schedule classifies the firms ‘receivables by the number of
day’s outstanding (age of the receivable). It provides useful information about the
quality of a firms‟ accounts receivable.
33
2.4.1.5 Accounts Receivable Financing Practices
Access to finance is crucial to the survival and growth of any business enterprise
(Ngugi & Bwisa, 2013). Small and Medium Enterprises (SMEs) need financing for
two basic reasons: the first being financing the production cycle once it has stabilized
(that is, working capital) and secondly financing capital expenditure (World Bank,
2014). Cunat (2007) defines Accounts Receivable financing as any type of financing
which distinctly relies on Accounts Receivables, either as collateral or as an eligibility
requirement. Receivables finance unlocks the cash that is owed to the small company
by selling the invoice for example, invoice discounting or through factoring. Cunat
(2007) argues that fast growing firms may finance themselves with trade credit when
other types of finance are not sufficiently available. The financing options include:
securitization of AR (both on and off balance sheet), factoring of receivables, AR
collateralized debt, and general collateralized debt which contains an AR eligibility
requirement.
Factoring is a financial service that enables a firm to sell its accounts receivable to a
factoring company in exchange for cash. This is a very recent trend that is gaining
prominence the world over. Most firms in developed and developing countries are
embracing this as a financing tool (Klapper, 2005). Factoring, as a financial service
involves purchasing of invoices or receivables. The trade debtors are notified that
payments are to be made to the financing agency. In fact, this method minimizes risk
to the sellers; the agency generally assumes the credit risks on the receivables. The
seller’s accounts receivable are considered as the underlying assets for purposes of
factoring and are purchased by the factor at a discount. Once the accounts receivables
are paid to the factor the remaining balance is paid to the seller, less interest and
service fees. Klapper (2005) stated that factoring is a broad financial service that
includes credit protection, accounts receivable bookkeeping, collection services and
financing. This service is very relevant to small and medium enterprises which
operate in financial systems which have weak commercial laws and enforcement.
Klapper (2005) further emphasizes that factoring is quite appropriate for financing
receivables from large or foreign firms when those accounts receivables are
34
obligations of buyers who are more financially stable and creditworthy than the firm
itself. There is an assurance that the accounts receivables will be paid in due course.
Klapper (2005) suggests that factoring provides small and medium enterprises
(SMEs) with working capital financing which is different from the traditional forms
of commercial lending. However, unlike traditional forms of working capital
financing, factoring involves the outright purchase of the accounts receivable by the
factor, rather than using accounts receivables as collateral for a loan (Curat, 2007).
Invoice discounting can be defined as the selling of invoices those payments are not
yet been paid. This method has freed SMEs from traditional, financing from banks,
helping end the liquidity challenges that so often slow down small businesses’ growth
plans. The recent financial crunch that most firms experienced, has led to the
reluctance of many banks unwillingness to extend credit to firms especially the SMEs.
Firms are forced to look for alternative methods of raising finances to run their
businesses (Tomusange, 2015). The second method other than factoring is invoice
discounting. Invoice discounting is a facility which allows a firm to improve its cash
flow by borrowing against invoices that have been raised. The firm is able to access
the value of the invoice immediately without having to wait for the normal payment
period. In fact, waiting to get paid on their invoices can be very disappointing.
Cash flow affect the business' ability to meet its daily financial obligations. This
problem can be worse when the business has a number of orders that it cannot meet as
a result of idle cash tied up in unpaid invoices. This is particularly important for both
small and large firms who need to finance increasing amounts of debtors. If a
company is also using its accounts receivable as collateral for a loan, the lending
institution will generally exclude any past due accounts from those used as back up
for the credit line (Waweru, 2013). Muschella (2003), in his study of Italian firms,
concluded that alternative methods of financing in the business environment are
increasing in both developing and developed countries.
35
2.4.1.6 Financial Literacy
A moderating variable is defined as a variable that affects the relationship between

two other variables; it brings out the interaction effect (Kerry, 2015). It is normally
denoted by letter M, and affects the strength of the relationship between a dependent
and independent variable. In a correlation, a moderating variable influences the
correlation of two variables. In a causal relationship, if x is the predictor variable and
y is an outcome variable, then M which would be the moderating variable affects the
casual relationship of x and y. Most of the moderating variables determine causal
relationship using regression coefficient. The moderating variable, when found to be
significant, can cause an amplifying or weakening effect between x and y (Kerry,
2015).In this study Financial Literacy was used as a moderating variable.
Majority of studies have proved that financial literacy has a positive effect on
entrepreneurship success. However, there are also cases of illiterate persons running
successful enterprises. In Kenya where vast majority of SMEs are in informal sector,
many Jua Kali and farming entrepreneurs are financially illiterate and yet they run
very successful SMEs. Njoroge, (2013) in his study concludes that there is positive
relationship between entrepreneur’s success and financial literacy. He noted SMEs
that are more successful are run by entrepreneurs who are financial literate and
understand key financial concepts that include, risk management, interest rates, time
value for money and financial market. However, other scholars contend that lack of
financial knowledge of effective receivable management combined with the
uncertainty of the business environment leads to poor performance by SMEs (Abor
&Biekpe, 2005).
It is important that a firm understands its business position as far as its cash flow is
concerned, however this can be done quite effectively when a manager has a certain
level of financial literacy. Nunoo et al. (2012) in a study to examine how financial
literacy influences SMEs in Ghana found that financial literacy is crucial in
stimulating the SME sectors. The stiff competition in the global market that most
SMEs face means that the SMEs have to have formal control over their financial
decisions than ever. This has placed greater demands on financial directors and
36
managers to be more financial literate in order to improve decision making. To this
end, there has been a rising interest in the financial literacy from academic
community, international organizations and governments recently (Olga, 2011).
Nyabwanga (2011) studied the effects of working capital management practices on
financial performance of small scale enterprises in Kisii, South district. In his study,
he established that majority of business operators did not have business management
knowledge and further suggested a study to unravel the impact of training on
performance of business. Njoroge 2013) on the other hand concludes that there is
positive relationship between entrepreneur’s success and financial literacy.
Njoroge (2013) observed that SMEs that are more successful are run by entrepreneurs
who are financial literate and understand key financial concepts that include, risk
management, interest rates, time value for money and financial market. Financial
literacy would make an entrepreneur more knowledgeable and better at making
informed decisions as to the kind of accounts receivable management practices to
adopt. Hartog et al. (2010) used the U.S. National Longitudinal Study of Youth to
examine the effects of various personal characteristics among entrepreneurs and
employees. They found that verbal abilities appear to be more important for
employees, while mathematical, technical and social abilities are more important for
entrepreneurs. Financial literacy can facilitate the decision making processes such as
payment of bills on time, proper debt management which can improve the credit
worthiness of potential borrowers to support firm performance (Adomako, 2014).
Being financial literate is a plus to an entrepreneur. Financial literacy enable investors
to evaluate and compare financial products, such as bank accounts, saving products,
credit and loan options, payment instruments, investments, insurance coverage, so as
to make optimal decisions (Miller et al., 2009).
2.4.1.7 Growth
The main dependent variable is growth. It is regarded as the second most important
goal of a firm, the most important being firm survival (Bunyasi et al, 2014). Every
firm goes to business to maximize wealth and to be self-sustaining; the SMEs are not
an exception. In Kenya various studies have been carried out on growth of SME.
37
Namusonge (2010) identified several strategies used by businesses during the growth
process, and further recognized barriers and incidents which facilitate or hinder the
growth of Small and Micro Enterprises during the growth process. \indeed inability to
have a suitable level of accounts receivable is a hindrance, leading to low liquidity
Namusonge (2012) studied “Determinants of growth oriented SMEs in Nairobi”. He
concluded that availability and type of finance are key determinants of the growth
performance of SMEs, however these finances should not be tied up in accounts
receivables.
In Kenya, various studies have been carried out on the growth of SMEs, illustrating
the role SMEs play in the Economy and they are in agreement that Small and medium
enterprises (SMEs) make important contributions to the economic and social
development of any country (Ouma & Kilonzo, 2015). Most large firms were once
small firms which transitioned into large and profitable ones. Kilonzo et al. (2015)
argue that the term SMEs covers a wide range of perceptions and measures, varying
from country to country and between the sources reporting SME statistics. Sandhar
(2013) noted that profitability entails the capacity to make benefits from all the
business operations of an organization, firm or company. It portrays the
management’s efficiency in converting available resources to profits and is considered
a measure of growth (Muya & Gathongo, 2016). Mwangombe (2013) studied factors
that influence performance of various youth groups in Taita, and found that
leadership, planning and control of funds affect performance. Wanjiru (2013) studied
social-cultural factors, education and training skills and established that they affected
growth positively.
Mwangi and Wanjau,(2013) found that, firms which rely on credit grow faster as they
use the facility as a financing tool, yet these firms get credit from other firms, what
happens to the firms that provide goods or services on credit? Do they also grow as
fast? Spilling (2001) states that the growth status of a firm may be rather temporary as
are the factors that that influence it. The commonly used measures of firm growth are:
(employment growth, sales growth, profit, return on equity [ROE], return on assets
[ROA]) and entrepreneurs’ perceived growth relative to their competitors in terms of
increase in company value (Leona et al., 2010). O’Gorman, (2001) posits that SME
38
growth can be measured in terms of sales, number of employees, value added, and
complexity of the product line, production technology or the number of locations.
Bosma et al. (2000) proposed three measures of success of the entrepreneur, such as:
profits of the entrepreneur, employment created by the entrepreneur, and the survival
period of the firm. In this study, the Key measures of growth were: (Profitability and
sales turnover).
2.4.2 Relationship between Receivable Management Practices and Growth
Njeru et al. (2016) states that accounts receivable as component of cash flow directly
affects the growth of a business. Good cash flow levels can be likened to the oil that
lubricates the growth engine of a firm and should be well managed. Cash flow
management refers to the supervision of movement of funds into and out of business
and involves the management of accounts payable, accounts receivables, inventory as
well as the cash flow planning (Joshi, 2007). The interest in receivable management
emanates from its effect on firms risk and return (Smith, 1980). Small Business
(2006), illustrated that there were more than ten thousands of self-employed workers
who went bankrupt. In 2010, 99.4% of all firms in Finland were SMEs, while more
than 83% were micro enterprises (OECD, 2012). Bad debts can be a major problem to
SMEs, especially in the current economic climate where margins may already be
squeezed and the high inflation rates may add salt into injury. Firms that provide most
or all products or services on credit to more or all of their customers are likely to
experience bad debts situation on a large scale.
Having accounts receivables is both good and bad. It is good because it means that the
firm would make sales and have customers. It is bad because it is cash that a firm will
not have now, and there is always a possibility that firm would not collect leading to
bankruptcy. When you offer credit terms to your customers, it is extremely important
to have a system in place to manage your accounts receivable (Waweru, 2013). Ojeka
(2012), in his study on Nigeria firms concluded that when a firms’ credit policy is
favorable, liquidity is at a desirable level. Firms which keep an eye on their credit
policy, regularly reviewing it and reducing cash discount allowances do better in
terms liquidity position and profitability (Ojeka, 2012).
39
Kalunda et al. (2012) studied the effect of credit risk management practices on
pharmaceutical manufacturing companies in Kenya. Using semi structured
questionnaire to gather data from finance managers or credit controller, found out that
the most important factors considered in establishing a credit policy is the financial
stability of the customer and existing credit policy. In a study carried out in Kenya
titled “Factors affecting management of accounts receivable among Agro-
manufacturing companies in Kenya”, the researchers concluded that although the
management of accounts receivable fall under the umbrella of the finance department,
it is a complicated field that needs special attention. It affects several departments that
is the marketing and the finance departments (Onami, 2008).The inability of SMEs to
collect the accounts receivables on good time may lead to further lack of finances to
stimulate their growth and this explains why most SME fail within the first few years
of their inception.
Mavutha (2010) argued that corporate profitability is achieved through optimal

management of working capital. Owele and Makokeyo (2015) opinioned that the
firm’s profitability depends on the working capital management approach adopted by
such a firm. The researchers further stated that working capital is made up of current
assets and current liabilities. In their study on working capital management
approaches and financial performance of agricultural firms listed in Nairobi Securities
Exchange, Owele and Makokeyo (2015) noted that firms with aggressive approaches
were profitable. It noted that firms may register high profits in relation to large asset
base but still generate low profitability. This is as a result of larger proportions of
assets being idle ie accounts receivables being one of them and therefore affecting
profitability (Owele & Makokeyo, 2015). Waithaka (2012) stressed on the importance
of efficient management of working capital to improve profitability. He argues that
efficient cash management, account receivables and inventory management had direct
influence on sales, growth in total assets and increase firm profitability.
2.5 Research Gaps
The main objectives of any firm is to grow and to be able to sustain itself, however
this is not so for many SMEs in Kenya. Koech (2011) identified the factors hindering
40
growth of SMEs as capital access, cost, capital market, collateral requirements,
information access, capital management and cost of registration. Njagi (2016)
analyzed effect of the risk management practices on the performance of hotels in
Mombasa. It was observed that majority of hotels did not have a risk management
policy which apparently affected their performance. However, the study looked at
only one component of accounts receivable management practices. Oware, Samanhyia
and Ampong (2015), demonstrated that when a firm does not invest well in the
collection of account receivable then the probability that a firm will stagnant as a
result of very poor account receivables levels and debt accumulation would be high.
The study concentrated a state firm offering utility service. This study looks at a cross
section of all types of businesses.
Mwangi (2013) in his study of receivable management practices on CDF funded

projects in Kenya concluded that the efficiency levels on receivable management
practices were average thus indicating that CDF funded projects embraced and
implemented efficient receivable management practices in project operations hence
the survival of CDF funded projects was eminent. Murara and Mureithi (2009) in their
study of receivable management challenges among SMEs in Kenya conclude that
indeed most SMEs were suffering from bad debts.
Nganda, Wanyonyi and Kitili, (2014) conducted a study on the determinants of

growth of SMEs in Kakamega Central sub-county and established that income taxes
and collection of revenues slowed down growth of SMEs. Bunyasi, Bwisa and
Namusonge( 2014) studied the effect of entrepreneur finance on growth of SMEs,
suggesting that there is a positive influence on growth, however the study did not
exhaust all other dimensions of growth factor such management of accounts
receivable as a source of finance. Effective management of accounts receivable
presents important opportunities for firms to achieve competitive edge and to grow.
Mairura, Namusonge and Karanja (2013) conducted a study on the role of financial
intermediation on the growth of SMEs in Kenya. The study established that SMEs
largely depend on financial intermediation for growth. Ngugi and Bwisa (2013)
studied on factors influencing growth of group owned MSEs. The study variables
41
were technology, access to finance and market. Several studies have been advanced
on the effects of accounts receivable management practices on the impairment of
receivables (Mwangi, 2013; Lazaridis & Dimitros, 2009; Bowen, Murara & Mureithi,
2009). Bowen, Murara and Mureithi (2009) in their study of receivable management
challenges among SMEs in Kenya conclude that indeed most SMEs were suffering
from bad debts. Other studies have analyzed receivable management from the
working capital stand point; mostly as a proxy of working capital management.
Mathuva (2010); Bougheas et al. (2009), for example, talks about the reaction of
accounts receivable to fluctuations in the cost of inventories, profitability, risk and
liquidity.
Several of the authors have given recommendations on how to achieve optimal

receivables management. None has looked at receivable management practices that
may lead to wealth maximization, signified by growth in this study. Nyaga
(2011).studied the relationship of Accounts Receivable management and performance
of Learning institutions (TIVET),he posits that there is a positive relationship between
collection policy and monitoring practices adopted and organization performance, he
also asserts that these institutions use formal practices, however these are non-profit
making organization, this study will want to compare this with the profit making
firms. Nyabwanga (2012) looked at working capital management practices on
financial performance of small scale enterprises in Kisii, Kenya, the study
concentrated on credit guidelines and how they affect performance of firms, however
good financial performance may not necessarily translate to growth. It is against this
background that this research sought to fill the gap by establishing the effect of
accounts receivable management practices on the growth of SMEs.
From the above literature review, it was evident no research had been conducted on
the effects of Account receivable management practices on the growth of SMEs. . It
was quite interesting to relate practices with growth. This study investigated the
effects of ARM practices on the growth of SMEs in Kakamega County. Many studies
have mainly dwelt on importance of financial literacy and its effects on household or
personal financial behavior (Cherugong,2015).Financial literacy facilitates the
decision making processes such as payment of bills on time, proper debt management
42
(Mutegi &Phelister, 2015). There has been little or no theoretical and empirical study
on how financial literacy may influence the adoption of Accounts Receivable
Management Practices on growth of SME in Kakamega County. This study sought to
establish this effect.
Very few studies have looked at all the components of receivable management
practices on SMEs and those that have been done either looked at determinants of
receivable management or narrowed their study to just one sector or looked at
working capital. However present literature relating to SMEs in Kenya has not related
receivables management to the net profit and hence growth, while the focus in
previous researches was on financial management broadly, this research narrows on
receivable management practices.
2.6 Summary
Growth is a very important pointer to the well-being and sustainability of a firm and
ultimately the general economy as illustrated by the literature reviewed in this chapter.
This study however identified several theories, the portfolio theory, the life cycle
theory, and the organization growth theory. Growth is the dependent variable and
accounts receivable management practices as the independent variable with the
following practices reviewed; credit analysis, credit extension practices, credit
collection practices; credit risk assessment practices and Accounts receivable
management practices. Financial literacy was another independent variable reviewed.
Having gone through various researches it can be seen that there was urgent need to
undertake a study on receivable management practices and its relationship to growth
of the firms.
The research problem depended upon two important aspects of receivables

management. One was to determine the receivables management practices used by
SMEs and how they affect the business profit and sale turnover, the other aspect was
to analyze how financial literacy level of Accounts receivable management practices
affects growth and sustainability of SMEs. Many studies have mainly dwelt on
importance of financial literacy and its effects on household or personal financial
43
behavior with little or no theoretical and empirical study its effect on growth of SMEs
in Kakamega County. Lastly, the study assessed the adequacy and effectiveness of
these practices in reducing amount of account receivable on the balance sheet.
44
CHAPTER THREE
RESEARCH METHODOLOGY
3.1 Introduction
The aim of this chapter was to describe the methods that were used to carry out the
study. It covers study area, study population; sample size and data collection methods,
data management, data analysis, quality and reliability of data. The research study was
based on the foundational philosophy called positivist.
3.2 Research Design
Mixed research design study was undertaken in order to ascertain reliability of data
collected which made it possible to describe the characteristics of the study’s
variables and answer the research questions in chapter one. Best and Khan (2009)
posit that descriptive survey research is aimed at describing the characteristics of
variables in a situation and is concerned with conditions or relationships that exist,
opinion that are held, processes that are going on, effects that are evident or trends
that are developing. Cooper and Schindler (2010) further recommend descriptive
survey design for its ability to produce statistical information about aspects of
education that interest policy makers and researchers. A sample survey method was
used to collect data from SME operators in Kakamega County.
3.3 Target Population
Orodho (2003) posits that a population refers to an entire group of individuals, events
or objects having a common observable characteristic. The Population of this study
was 5401 SMEs in (Kakamega County, which had been in operation as at 22nd April
2015 as per the Kakamega County Revenue Department Register. The finance
officers in the SMEs were interviewed. The SMEs included all with six to ninety
employees or with annual turnover revenue below Kshs 50 million
45
3.4 Sampling and Sample Size
This study used the geographical location (ward) as the key unit for sampling to
categorize firms into twelve strata. Firms in other Counties were not included in the
study. Mugenda and Mugenda (2003) and Kothari (2004) define the term sampling
frame as a list that contains the names of all the elements in a universe. Sampling
frame comprised 5401 small and medium enterprise which operated in Kakamega
Central County.
Table 3.1: Sampling Frame and Sample Size
Ward Population Sample size(X/5401x359)
Amalemba, 223 15
Bukhulunya, 102 7
Central 4017 267
Mahiakalo 274 18
Matende 130 9
Milimani 154 10
Musaa 52 3
Shibirir 120 8
Shieywe 25 2
Shirere 10 1
Shichirai 284 19
Total 5401 359
Source: Kakamega County Revenue Department (2015)
Kombo and Tromp (2009) and Kothari (2004) also describe a sample as a collection
of units chosen from the universe to represent it. The SMEs were first of all stratified
according to the geographical location then samples were selected from each stratum
using proportionate random sampling to ensure equal representation from every
stratum. Therefore, the entire population under consideration in this study was 5401.
This population was chosen as they were deemed to be in a position to provide
reliable information for the study purposes. A sample of 359 SMEs was selected.
46
Kriejcie and Morgan (1970) prescribes a model for a sample size determination of 359
subjects for a population of 5401.Purposive sampling for data collection was used to
target financial officer from every SME dealing with accounts receivables .Wards
were used as the unit of sampling.
3.5 Data Collection Method
In this study, the researcher used primary in order to perform a good research.
Primary data are the data gathered and assembled specifically for the research project
at hand. Questionnaires were employed as the main instrument for the data collection.
Kothari (2007), states that a questionnaire is the most suitable instrument due to its
ability to collect a large amount of information in the shortest time possible. It
guarantees confidentiality of the source of information through anonymity while
ensuring standardization (Churchill, 1991).Schwab (2005) further defines
questionnaires as measuring instruments that ask individuals to answer a set of
questions or respondent to a set of statement Dawson (2002) suggests that there are
three basic types of questionnaires; closed ended, open-ended or a combination of
both. Closed-ended questionnaires are used to generate statistics in quantitative
research. The above justifies the reason why questionnaire were used as an
appropriate instrument for this study. Questionnaires with an introductory letter
assuring participants their confidentiality were randomly administered to finance
officers of each of the 359 SMEs. Questionnaire with 5 point Likert scale showed the
respondents’ level of agreement towards the statement in the questionnaire.
Primary data was collected using semi-structured questionnaire administered to the

finance officers or owners. The drop-and-pick later approach was used in this study as
it is considered an appropriate method because it gave the respondents’ time to
complete the questionnaire and also gave the researcher an opportunity to review the
questionnaire before picking to ensure completeness of the responses. Where
necessary, personal interviews and documentary analysis was conducted to enhance
validity. Limited secondary data was obtained from financial statements maintained
by the firms. Manual processing involved collecting and tabulating the information
from the returned questionnaires. The data was coded to point out relevant and
47
understandable category of answers. Coding was done to close-ended questions by
assigning codes to various variables. Data collected and coded was then analyzed
using SPSS (Statistical Package for Social Scientists) version 21.Research findings
were presented using both descriptive and qualitative methods. Opinions were
supported by frequency distribution tables constructed from the results of the study.
3.6 Pilot Study
Cooper and Schindler (2010) showed that a pilot study is conducted to identify faults
in design and instrumentation and to provide proxy data for selection of a probability
sample. Pilot test is an activity that assists the researcher in determining if there are
faults and weaknesses within the interview design and allows for amendments prior to
the implementation of the study (Kvale, 2007) A pilot test was carried out twice with
two different groups of participants, as suggested by (Malhotra et al., 2006).
3.6.1 Content Validity
Content validity was employed by this study as a measure of the degree to which data
collected using a particular instrument represents a specific domain or content of a
particular concept. Mugenda and Mugenda (2003) suggest that the usual procedure in
assessing the content validity of a measure is to use a professional expert in a
particular field. The experts and supervisors determined the content validity of the
instrument through their advice. A pilot test with the experts was used to confirm
content validity of the measurements used in the questionnaire.
3.6.2 Reliability
Reliability is a measure of the degree to which a research instrument yields consistent

results or data after repeated trials (Borg, Gall & Gall, 2003).it refers to the
consistency of measurement and is enhanced through a pilot study before the actual
study took place In the second group, a pilot study was undertaken on 20 SMEs in
Bungoma County (within the Town). Finance officers/owners were used to test the
reliability and validity of the questionnaire. The rule of thumb is that 5%-10% of the
sample should constitute the pilot test (Cooper &Schilder, 2011; Creswell, 2003). The
48
proposed pilot test was within the recommendation for instance 20 owners/finance
officers of SMEs in the Bungoma County. This group was chosen as suggested by
Hair et al. (2010), who said that when the scales used in the research are based on
previous studies, a pilot test with respondents similar to those from the population to
be studied is recommended to screen items for appropriateness. The researcher
conducted reliability tests for every measureable variable in this study. The
Cronbach’s Alpha coefficients helped to identify the consistency of items in the
independent and dependent variables. The following is the Cronbach’s coefficient
alpha formula which wasused:
Here N is equal to the number of items, c-bar is the average inter-item covariance
among the items and v-bar equals the average variance. After ascertainingthat the
instrument is giving consistent results, it was adopted as the main tool to be used for
data collection. The Cronbach’s Alpha values from the first test established the need
to revise the instrument. During the first pilot study, the respondent had difficulties in
answering the questions with the words accounts receivables. To correct this
researcher added the word debtors. Secondly, questions that seemed ambiguous were
removed, and more appropriate ones were added and then retest was carried out. The
Cronbach’s coefficient alphas were obtained from the SPSS to determine the internal
consistency of the questionnaire in measuring: Credit Analysis practice, Credit
Extension practice, Credit collection practices, Credit risk assessment practices,
Accounts receivable financing practices, financial literacy and growth performance.
The obtained Cronbach’s alphas for variables are listed in chapter 4.The alpha values
were acceptable as they exceeded the 0.7 threshold as recommended by Gliem and
Gliem (2003).
49
3. 7 Data Analysis and Presentation
The study employed both descriptive as well as inferential statistics for data analysis.
Descriptive statistics was used to test for normality of data; Homoskedascity was used
to determine whether the variance of the error term is constant and same for all
observations. Hypotheses were tested at 5% level of significance using t-test, and F-
test. Ordinary least square method was used to determine the cause-effect relationship
among the variables. Multiple linear regressions was used to determine the degree and
magnitude of the relationship that existed between variables. (Hair et al. 2010),
3.7.1 Descriptive Analysis
A descriptive analysis was carried out on receivable management practices to

determine their influence on the growth of SMEs. The mean and standard deviation
were used to show how the respondents strongly agree, agree, or are neutral according
to the Likert scale of 1-5. The frequencies procedure provides statistics and graphical
displays that are useful for describing many types of variables in this study.
Frequencies distributions were used to interpret the respondent profile data and
information (demographics). The researcher arranged the displayed frequencies in
chart such as bar.
3.7.2 Inferential Analysis.
Data analysis was guided by the objectives of the study. Various statistical techniques
were used to analyze data. This included statistical analysis of variables, correlations
among variables; A Pearson product moment correlation was computed to assess the
relationship between accounts receivable management practices and growth of SMEs.
Hypotheses were tested at 5% level of significance using inferential statistics.
Ordinary Least squares method was used to determine the cause and effect
relationship among the variables. Regression analysis is a statistical tool that
examines the relationship between the variables by analyzing coefficients for the
equation in a straight line (Faraway, 2002).
50
In answering the research questions and objectives, multiple regression analysis was
used to test the identified hypotheses. Regression consists of R Square, which was
used to test the overall significance of the model (Malholtra, 2007).
SMEs growth was proxied by: sales growth and profitability rate that fundamentally is
dependent on Receivable management practices adopted. Survey respondents were
asked to self-assess their overall financial knowledge based on a five-point scale with
a rating of one being very low and a rating of five being very high. This affective
item provided insights into how respondents perceive their level of financial literacy,
their understanding and adoption of the ARM practices, i.e. Credit analysis, credit
extension, credit risk assessment, credit collection and financing of receivables.
3.7.3 Variable Definition and Measurement
Each of these five measures was developed from previous studies. Each of the
measures examined items associated with a distinct aspect of Accounts receivable
management practices in SMEs. Although these items were developed from existing
research, they were being examined in a single study unlike previously:
a) Accounts Receivable Analysis Practice has items used to measure the

importance of various forms of information in determining whether a customer
receives authorization to purchase on credit. In his research, Perry (1995) examined
the following items that were used by credit managers to determine whether customer
buys on credit. (Capacity, cashflows, collateral. Amount of credit). Questions related
to each of these were included in the instrument for the current research.
b) Accounts Receivable Extension Practices: There are many different
measures that could be used to assess a debtor’s qualifies to have his credit extended
.For example: the length of time they have been in business, bank or trade references,
and third party reference, credit checking and credit information to granting of credit
extension is important, credit extension agreement.
c) Accounts Receivable Collection Practices: Pike et al. (1998) acknowledged
that small businesses feel that the management of debtor days is the most important
51
measurement of the effectiveness of their credit management processes (82 per cent of
participants) followed by their achievement of cash collection targets. Less than half
of the participants reported that reducing bad debts and bad debt to sales ratio a being
an important measure of credit performance within the firm. In this study questions
related to collection targets were included in the instrument .measured by follow up,
collection policy, average collection period, aging of accounts receivable.
d) Accounts Receivable Risk Assessment Practices: There are many different
measures that could be used to assess and reduce the chances of an accounts
receivable turning into a bad debt their account. Internal rating systems, credit
scoring model, assessment staff.
e) Accounts Receivable Financing Practices: The measures here included the
use of factoring, invoice discounting and collateralized debt, therefore questions
related to this were asked.
f) Financial Literacy: Just as there is no standard definition of financial
literacy, there is no standardization in the measures that are used in research studies.
In this study questions related to accounts receivables management were asked to test
the level of understanding of the entrepreneur.
g) SME Growth: The commonly used measures of firm growth: (employment
growth, sales growth, profit, return on equity [ROE], return on assets [ROA]) and
entrepreneurs’ perceived growth relative to their competitors in terms of increase in
company value (Leona et al.,2010). However in this study growth will be measured
by profitability and sales turnover.
3.7.4 Research Model
Linear multiple regressions was used to establish and explain the relationship between
Accounts receivable management practices and growth for three years. Based on
Aiken and West (1991), the relationship between ARMP and SMEs growth was
developed into linear regression model as follows:
Y= βo+ β1X1+ β2X2+ β3X3+ β4X4+β5X5+ε’
52
Where:
Y=the dependent variable. Referring to SMEs growth (proxied by sales growth and
profitability)
β0 Regression constant. It is the value of Y when X1=X2=X3=X4=X5=0
β1 Change in Y with respect to a unit change in X1
X1- Accounts receivable analysis practices (measured by the creditworthiness and

level of cashflow of customers)
X2- Accounts receivable extension practice (measured by tracking of customer

records and third party references, security or guarantee)
X3-Accounts Receivable collection Practice (measured by collection timelines (aging

schedules, collection period, the discounts used)
X4- Accounts Receivable risk assessment Practice (measured by internal rating

system, training employees and debtor education, credit scoring mode.
X5- Accounts Receivable financing Practice (measured by the number of invoices

discounted, collaterized or factored)
53
X6-Financial literacy of ARMP (measured by the knowledge and skill acquired on
practice accounts receivable management practices as a moderating factor.
βi (i = 0, 1, 2, 3, 4) are the coefficients
ε is the error term. The inclusion of a random error, ε, is necessary because other
unidentified variables may also affect SMEs growth.
The multiple regression is based on the assumption that for any specific value of the
independent variable, the value of the Y variable are normally distributed (normality
assumption) and that the variances for the Y variables are the same for each of the
independent variable (equal –variance assumption).Based on the model above the
researcher hypothesizes that;
H0:β1 =0 (Xi is not significantly related to Y)
H1:β1 ≠ 0 (Xi is significantly related to Y)
The study applied six hypotheses generated from the model as follows;
Ho1: An Accounts receivable analysis practice has no significant effect on growth of

Small and Medium Enterprises in Kakamega County in Kenya. Growth of SMEs = ƒ
(Accounts receivable analysis practices, random error)
Y= βo+β1X1+ε
Ho2: Accounts receivable extension practice has no significant effect on growth of

Y= βo+β2X2+ε
Ho3: Accounts Receivable collection Practice has no significant effect on growth of

54
Y= βo+β3X3+ε
Ho4: Accounts Receivable risk assessment Practice has no significant effect on

growth of Small and Medium Enterprises in Kakamega County in Kenya. Growth of
SMEs = ƒ (Accounts receivable analysis practices, random error)
Y= βo+β4X4+ε
Ho5: Accounts Receivable financing Practice has no significant effect on growth of

Y= βo+β5X5+ε
Model summary with Financial Literacy as a Moderator Variable was based on

(Kerry, 2015) model.
Y= βo+ β1X1*.M+ β2X2*.M + β3X3*.M + β4X4*.M +β5X5*.M +ε
M=Financial Literacy
55
CHAPTER FOUR
RESEARCH FINDINGSAND DISCUSSIONS
4.1 Introduction
The results of data analysis on the relationship between accounts receivable

management practices and growth of SMEs in Kakamega, Kenya are presented and
discussed in this chapter. The data obtained from the respondents was analyzed using
SPSS version 21. The analyzed data was arranged under themes that reflect the
research objectives. All the hypotheses were tested at 0.05 significant levels
4.2 Response Rate
The number of questionnaires that were administered was 359. A total of 276
questionnaires were properly filled and returned. This represented an overall
successful response rate of 77% as shown in Table 4.1. According to Gall, Borg, and
Gall (1996) response rate of 80 % is considered excellent in quantitative research in
social sciences, and according to Fincham (2008), a response rate of 60% is
considered appropriate in research, while according to Mangione (1995) a response
rate of over 85% is considered excellent for self-filled questionnaires. The response
rate was considered appropriate for further analysis since it was 77%.
Table 4.1: Response Rate
Response Frequency Percent

Returned 276 77
Unreturned 83 33
Total 359 100
Source: Field data, 2016
56
4.3 Reliability Results
Reliability is a measure that indicates the extent to which there is no biasness,

therefore it ensures consistent measurement across the various items in the instrument.
In this study reliability study was done on all the items. The Cronbach’s Alpha is a
reliability measure which shows how well the items in the instrument are correlated to
each other (Sekaran, 2006). Reliability of this instrument was evaluated through
Cronbach Alpha which measures the internal consistency.
Table 4.2: Reliability Coefficient
Variables Cronbach's Alpha Comment

Credit Analysis Practice 0.823 Accepted
Credit Extension Practice 0.754 Accepted
Credit Collection Practice 0.875 Accepted
Credit Risk Assessment Practice 0.824 Accepted
Financing Practice 0.820 Accepted
Financial Literacy 0.820 Accepted
SME growth 0.822 Accepted
Average Cronbach Alpha for all the variables 0.820 Accepted
Source: Field Data, 2016
Cronbach Alpha value is widely used to verify the reliability of the construct. The
findings in table 4.2 indicated that Accounts Receivable analysis practice had a
coefficient of 0.823, Accounts Receivable extension practice had a coefficient of
0.754, Accounts Receivable Collection Practice had a coefficient of 0.875, Accounts
Receivable Risk Assessment Practice had a coefficient of 0.824, Accounts Receivable
financing practices had a coefficient of 0.820, and financial literacy had a coefficient
of 0820 while SME growth had a coefficient of 0.822. The average cronbach alpha for
all the variables was 0.820 which is above the recommended threshold. All variables
depicted that the value of Cronbach's Alpha are above value of 0.7 thus the data
collection instrument was reliable (Castillio, 2009). This represented high level of
reliability and on this basis; it was supposed that scales used in this study is reliable to
57
capture the variables. Of 0.7 thus the data collection instrument was reliable (Castillio,
2009). This represented high level of reliability and on this basis; it was supposed that
scales used in this study is reliable to capture the variables
4.4 Entrepreneurs Background Information
This section analyzes the background information of the respondents. This section
presents the descriptions of the respondents in terms of their gender, level of
education, number of years in current firm. Results are as presented in Table 4.3, 4.4,
4.5 respective
Table 4.3: Showing Respondents’ Gender
Gender Frequency Percentage

Female 117 57.6
Male 159 42.4
Total 276 100
Results in table 4.3 reveal that 57.6% of the respondents were male while 42.4% of
the respondents were female. It is observed that most entrepreneurs who operate
SMEs are male. This can be attributed to the culture dynamics of the residents of
Kakamega who have for a long time viewed menas providers while women stay at
home to take care of the children. However thesmall margin can be seen as a good
indicator of changes in the culture and thus a representation of the study population.
58
Table 4.4: Showing Respondents’ Level of Education
Qualification Frequency Percentage
Primary 29 10.5
Secondary 118 42.8
Graduate 122 44.2
Postgraduate 7 2.5
Total 176 100
Further, results in Table 4.4 show that 44.2% of the respondents were graduates,
42.8% of the respondents had acquired education up to the secondary level while
10.5% of the respondents had acquired education up to primary level. Only 2.5% of
the respondents had acquired education up to post graduate level. This is an indicator
that most of the respondents were educated implying that they were better positioned
to learn and apply ARM practices in their firms with an aim of experiencing growth
this could also imply that most of the educated were trying their hands on
entrepreneurship either as a result of not getting jobs or as an incentive from the
government from the youth funds and women funds. Indeed this can also be attributed
to Government’s initiative of providing free and affordable education to all.
The responses on the job titles included; owner, data entry clerk, manager, accountant,
business lady, salesman, underwriter, cyber attendant, salonist, trader, shopkeeper,
supervisor, sales woman, farmer barber, sales agent, relationship manager, finance
manager, engineer, driver, financial analyst, M-pesa attendant, mechanic, assistant
manager, hotelia, co-owner, massager, trader, retailer, clerk, hawker, waiter,
bodaboda operator, wholesaler, revenue officer, clinical officer and pharmacist. This
is an implication that the data collection process was diversified. This is of importance
as the results will represent people from different professions.
59
Table 4.5: Showing Respondents’ Number of Years in the Business
Number of years worked Frequency Percentage

1-5 Years 193 69.9
6-10 Years 68 24.6
11-15 Years 10 3.6
More than 15Years 5 1.8
Total 276 100
Results in table 4.5 also revealed that 69.9% of the respondents had worked in the
firm for a period of 1 – 5 years while 24.6% of the respondents had worked in the
firm for 6 – 10 years. Another 3.6% of the respondents had worked in the firm for 11
– 15 years while a paltry 1.8% of the respondents had worked in the firm for more
than 15 years. Since all the characteristic classifications were represented with the
majority of the respondents having worked or dealt with SMEs for a period more
than3 years the information obtained was believed to be reliable. This is an indicator
that most of the respondents had not worked in the firm for a long period of time and
thus did not have much experience on how to run the firm’s operations. Hence, it
could be of great significance that they acquire information on Account Receivable
Management (ARM) practices. This would go a long way in ensuring that they
experience growth. However, an experience if 1 – 5 years is good enough to give
reasonable information on which this study based its results.
4.5 Business Demographics
This section outlines the sector of the businesses, the type of business ownership and
the period the business has been in operation. Results are presented in Table 4.6.
60
Table 4.6: Sector of Business
Sector Frequency Percentage
Retail 90 32.6
Health and Beauty 12 4.3
Construction 6 2.2
Agriculture 19 6.9
Manufacturing 33 12
Hospitality 39 14.1
Transport 31 11.2
Service 46 16.7
Total 276 100
Results revealed that 32.6% of the respondents operated firms in the retail sector,
16.7% of the respondents indicated that they operated firms in the service sector,
14.1% operated firms in the hospitality sector, 12% operated firms in the
manufacturing sector, and 11.2% operated firms in the transport sector while 6.9%
were in the agricultural sector. Results also revealed that 4.3% operated firms in the
health and beauty sector while a paltry 2.2% operated firms in the construction sector.
This indicates that the study looked at diverse sectors.
61
Table 4.7: Showing Respondents in Business
Type of Business Frequency Percentage

Sole trader 152 55.1
Partnership 70 25.4
Family trust 39 14.1
Public Enterprises 15 5.4
Total 276 100
Results in Table 4.7 revealed that 55.1% of the respondents were sole traders, 25.4%
of the respondents had partnerships while 14.1% of the respondents indicated that
they operated family trust firms. Another 5.4% of the respondents had public
enterprises. Majority of SMEs are either sole traders or partnership. The low
percentage of public enterprises could be attributed to the high capital outlay required
to start and the long procedures involved.
4.6. Descriptive Analysis
Descriptive statistics were used to test for normality of data. Normality test was used
to determine the normal distribution of the sampled data in order to make accurate and
reliable conclusions. The mean which is a measure of central tendency was used in
generalization of findings while standard deviation was used as a measure of
dispersion from the mean. The summary of descriptive statistics is shown in Table 4.8
62
Table 4.8 Descriptive Analysis
Mean Std dev.

Growth 43.762 6.993
1. Accounts Receivable analysis practices
3.32 1.159
2. Accounts receivable extension practices
3.94 1.033
3. Accounts receivable collection practices
3.41 1.168
4. Accounts receivable risk assessment practices
3.04 1.234
5. Accounts receivable financing practices
3.00 1.154
6. Financial literacy level on Accounts receivable
management 3.30 1.031
The standard deviation is a summary measure of the differences of each observation

from the mean while the mean is the average for all the variables, growth had a mean
of was 43.762 which represent the mean amount of growth originated by all SMEs in
Kakamega Kenya. Use of Accounts receivable analysis practices had a mean of
3.32which represents the average changes in use of AR analysis practices in the
period under study. Use of Accounts receivable extension practices had a mean of
3.94which indicates the mean changes in use of Accounts receivable extension
practices for the period under study for all SMEs. Accounts receivable collection
practices had a mean of 3.41which indicates the average changes in the use of
Accounts receivable collection practices for the period under study. Accounts
receivable risk assessment practices had a mean of 3.04which indicates the mean
changes in use of Accounts receivable risk assessment practices for the period under
study for all SMEs. Accounts receivable financing practices had a mean of 3.00which
indicates the average changes in the use of Accounts receivable financing practices
for the period under study. Financial literacy level on Accounts receivable
management had a mean of 3.30which indicates the average changes in the use of
financial level on Accounts receivable management for the period under study. The
standard deviation for Accounts Receivable analysis practices was1.159, Accounts
63
receivable extension practices had1.033, Accounts receivable collection practices had
1.168, Accounts receivable risk assessment practices had 1.234, Accounts receivable
financing practices had 1.154, and lastly the standard deviation of financial level on
Accounts receivable management was1.031.
Accounts receivable risk assessment practices had the highest deviation from its
mean; this could imply that it would have a higher effect on the dependent variable.
The standard deviation for Accounts Receivable risk assessment practices was 1.234,
Accounts receivable extension practices had 1.232 and financial literacy levels on
Accounts receivable had the lowest, 1.033. The standard deviations for the variables
are closer to zero which implies that the values are concentrated around the mean.
4.7 Accounts Receivable Analysis Practice
The study sought to establish the influence of Accounts receivable analysis practices
on growth of SMEs in Kakamega, County Kenya. The study specifically investigated
the following elements of AR analysis practices; customers’ paying history,
contacting third parties for references, scrutinizing of customers’ account, customers
cash flows financial statement and collateral issued as indicated in table 4.9
64
Table 4.9: Accounts Receivable Analysis
Statement Never Annually Semi- Monthly Always Mean

annually
1. How often do you 4.30% 19.20% 9.40% 44.20% 22.80% 3.62
analyze customers’ paying
history to determine
capacity to pay
2. How often do you 7.60% 24.30% 26.80% 28.30% 13.00% 3.15
contact third parties for
references(creditworthines
s)
3. How often do you 10.50% 30.10% 14.10% 36.20% 9.10% 3.03
scrutinizes customers’
account to determine his
capital base
4 How often do you 8.70% 19.60% 18.80% 40.60% 12.30% 3.28
analyze and determine
Customers cash flows
financial statement.
5. How often do make a 6.50% 13.80% 18.10% 44.90% 16.70% 3.51
follow up on collateral
issued
Average 3.32
Source: Field Data, 2016
4.7.1 Customers’ Paying History
The study sought to determine whether SMEs analyze customers’ paying history to
determine capacity to pay. Results in Table 4.9 reveal that 67% of the respondents
occasionally t they analyze customers’ paying history to determine capacity to pay
while 23.5% of the respondents disagreed that they analyze customers’ paying history
to determine capacity to pay. Another 9.4% of the respondents said they analyzed
monthly. In line with the findings of Anthony (2006), this study found significant
65
relationship between evaluations of clients paying history to determine his/her
capacity pay. The findings implied that the SMEs under study analyze customers’
paying history to determine capacity to pay. Moti et al. (2012) concurs arguing that
capacity to repay is critical in client appraisal and hence credit analysis, this further
implies that analyzing a customer ability to pay may assist the SMEs owners to avoid
bad debts. This further indicated that the SMEs in Kakamega County have put in
place effective customer analysis practices which may have an implication on the
growth of the SMEs.
4.7.2 Contacting Third Parties for References
The study sought to determine whether SMEs contact third parties for references.
Results in Table 4.9 reveal that 41.3% of the respondents occasionally contact third
parties for references (creditworthiness) while 31.9% of the respondents that once in a
year that they contact third parties for references (creditworthiness). Another 26.8% of
the respondents said twice. Wanjiru (2013) indicates that third party reference is
important as it facilitates prudent decision making as to which customer should be
granted credit. Anderson, (2007) further asserted that with Credit Reference Bureaus a
culture of financial discipline will be instilled since consumers know that they will be
monitored and black listed. The findings implied that the SMEs under study analyze
contact third parties for references a bid to establish the creditworthiness of their
customers. Contacting third parties for will enable the SMEs owners to acquire full
information about the creditworthiness of their customers which in return will help
them evade the risk of bad debts. This further indicated that the SMEs in Kakamega
County have put in place effective customer analysis practices which may have an
implication on the growth of the SMEs.
4.7.3 Scrutinizing of Customers’ Account
The study sought to determine whether SMEs scrutinize customers’ account to

determine their capital base. Results in Table 4.9 reveal that 45.3% of the respondents
occasionally scrutinize customers’ account to determine their capital base while
40.6% of the respondents did not that they scrutinize the customer’s account. Another
66
14.1% of the respondents did it just twice. Connolly (2013), posits that many firms
hardly maintained customer details and credit information, hence they do not practice
proper billing which adversely affected timely collection of payments from the
customers. The findings implied that the SMEs under study scrutinize customers’
account to determine their capital base. Scrutinizing customers’ account to determine
their capital base is of great significance to the SMEs owners as they will avoid
advancing credit to customers’ before determining their ability to pay. This further
indicated that the SMEs in Kakamega County have put in place effective customer
analysis practices which may have an implication on the growth of the SMEs.
4.7.4 Customers Cash Flows Financial Statement
The study sought to determine whether SMEs analyze and determine customers’ cash
flows financial statement. Results in Table 4.9 reveal that 52.9% of the respondents
occasionally analyze and determine customers’ cash flows financial statement while
28.3% of the respondents rarely analyze and determine customers’ cash flows
financial statement. Another 18.8% of the respondents twice a year. Contrary to this
findings, Moti et al. failed to establish any significant importance of evaluating the
cashlow statement when appraising customers for credit, however the study concurred
with that of Abedi (2000) who recommends that cashflow statements be evaluated
when appraising clients. The variance in the findings could be as a result of the
various strategies used in investing and financing. The findings implied that the SMEs
under study analyze and determine customers’ cash flows financial statement. The
practice of analyzing and determining customers’ cash flows financial statement may
help the SMEs owners to establish the speed at which a customer is able to pay back
their debt and thus enable them to make prudent decisions. This further indicated that
the SMEs in Kakamega County have put in place effective customer analysis
practices which may have an implication on the growth of the SMEs.
4.7.5 Collateral Issued
The study sought to determine whether SMEs evaluate collateral issued. Results in
Table 4.9 reveal that 61.6% of the respondents agreed that they evaluate collateral
67
issued while 20.3% of the respondents disagreed that they evaluate collateral issued.
Another 18.1% of the respondents were undecided. This finding is consistent with the
findings of Moti et al. (2012 since the study found a significant relationship between
collateral attached as security and growth .The findings implied that the SMEs under
study evaluate collateral issued. Evaluating the collateral issued will enable the SMEs
owners to advance credit that does not exceed the value of the collateral issued. This
further indicated that the SMEs in Kakamega County have put in place effective
customer analysis practices which may have an implication on the growth of the
SMEs. SMEs should therefore evaluate the collateral used as security when appraising
the clients; this is so that in case a customer defaults the collateral can be used to settle
the debt.

Management Practices and Growth
Regression analysis was used to find out if there was a relationship between customer
analysis practices and SMEs growth by evaluating the contribution of the customer
analysis practices in explaining SMEs growth, when the other variables are
controlled; the R Square value was obtained in this case.
From the results in Table 4.9, customer analysis practices were found to have an R
Square value of 0.289 or to contribute to 28.9% SME growth. The R square value is
an important indicator of the predictive accuracy of the equation. The remaining
71.1% can be explained by other factors. The implication of these finding is that
customer analysis practices plays a significant role in enhancing SME growth.
Table 4.10: Model Fitness
R Adjusted R Std. Error of

R Square Square the Estimate
0.540 0.292 0.289 0.50474
68
Table 4.11 provides the results on the analysis of the variance (ANOVA). The results
indicate that the overall model was statistically significant. Further, the results imply
that customer analysis practices are good predictors of SMEs growth. This was
supported by an F statistic of 112.798 and the reported p value (0.000) which was less
than the conventional probability of 0.05 significance level.
Table 4.11: Analysis of Variance
Indicator Sum of Squares df Mean Square F Sig.

Regression 28.737 1 28.737 112.798 0.000
Residual 69.805 274 0.255
Total 98.541 275
Regression of coefficients results in Table 4.12 shows that there is a positive and
significant relationship between customer analysis practices and SMEs growth as
supported by a p value of 0.000 and a beta coefficient of0.278. This was also
supported by the t values whereby t cal=31.232> t critical =12.706ata 95 percent confidence level which
depicts that we reject the null hypothesis and accept the alternative.
The findings concurred with those in Ikua (2015) who identified that the strongest
independent variable in his study was credit analysis. This implies that an increase in
customer analysis practices by 1 unit would results to increase in SMEs growth by
0.278 units.
Table 4.12: Regression of Coefficients
Variable B Std. Error t Sig.

(Constant) 2.734 0.088 31.232 0.000
Accounts Receivable Analysis Practices 0.278 0.026 10.621 0.000
SMEs Growth = 2.734+0.278 Customer Analysis Practices
69
4.8 Accounts Receivable Extension Practices
The study sought to establish the influence of credit extension practices on growth of
SMEs in Kakamega County Kenya. The study specifically investigated the following
elements of credit extension practices; development of a written plan, use of
formalized credit processes, and use of third party provided intelligence, extension to
regular customers with good records and use of portfolio strategy as shown in table
4.13
Table 4.13 Showing Relationship between AR Extension Practices and Growth
Statement Never Annually Semi-A Monthl Always Mean

y
1. How often do you 3.60% 8.70% 9.80% 46.70% 31.20% 3.93
review written
plan(showing credit
terms)
2 How often do 7.60% 11.20% 11.60% 41.30% 28.30% 3.71
you Use
formalized credit
processes(docum
entation of
agreement)
3. How often do you 5.50% 17.90% 24.50% 36.50% 15.70% 3.39
use third party
provided
intelligence.
4. How often do you 3.40% 10.50% 8.20% 54.30% 23.60% 3.84
review data of
regular customers
who have had good
record?
5. How often do use 4.40% 4.40% 13.10% 53.30% 24.80% 3.90
portfolio strategy to
segment categories
of customers
Average 3.67
Source: Field Data (2016)
70
78.1% of the respondents agreed that they extended credit to regular customers who
have had good records while 47.1% of the respondents agreed that they used portfolio
strategy to segment categories of customers. The results show good practice of the
credit extension practices. This can be supported by the mean of the responses (3.67)
which means that majority of the respondents were agreeing to the statements in the
questionnaire.
4.8.1 Development of a Written Plan Showing Credit Terms
Results in Table 4.13 show that 77.9% of the respondents have developed a written
plan (showing credit terms), 69.6% of the respondents also agreed that they use
formalized credit processes (documentation of agreement). Table 4.13 demonstrates
3.6% percent of respondents never a written plan showing credit terms, while 8.9%
reviewed the written plan once a year, 9.8% were semiannually and 46% monthly
while 31.30%never review their written plan. This finding suggests that having a
written plan was strongly practiced by SMEs in Kakamega County. Majority of the
SMEs studied about (78%) agreed that they use written plan (credit policy manuals)
and reason could be that majority have formal education and are enlightened. This is
indeed good move because a written plan is the blueprint used by any firm in making
its decision as whether to extend credit to customers or not . The major objective of a
written plan is to ensure that credit is not extended to customers who are unable to pay
their accounts.
Result on written plan agree with Wanjiku (2013), however it contradicts the findings
by Kalunda et al. and that by Kwame (2008) which showed that small businesses
always do not have written plans. The finding is also consistent with Grover (2002)
who states a credit policy must be written with an ample room for change and must be
reviewed regularly to be updated in regards to any environmental changes. The
findings implied that the SMEs under study have developed a written plan showing
credit terms. The existence of a written plan showing credit terms creates a good
platform for the SMEs owners to follow up on the customers’ in-case of default. This
further indicated that the SMEs in Kakamega County have put in place effective credit
extension practices which may have an implication on the growth of the SMEs.
71
4.8.2 Use of Formalized Credit Processes
The findings concurred with those in Tomusange. (2015) who state that credit
procedures are the criteria used by a firm to decide on the type of customers to whom
sales can be made on credit. The findings implied that the SMEs under study use
formalized credit processes in the documentation of agreements. The practice of using
formalized credit processes in the documentation of agreements provides a clear
procedure, according to the law, which ought to be followed by the two parties (SME
owner and the customer). This helps to curb the challenge of credit default and bad
debts. This further indicated that the SMEs in Kakamega County have put in place
effective credit extension practices which may have an implication on the growth of
the SMEs.
4.8.3 Use of Third Party Intelligence
Table 4.13 further illustrates that 52.2% of the respondents agreed that they used third
party provided intelligence. Wanjiru (2013) concurs with the study findings that
indicate third party reference is important as it facilitates prudent decision making as
to which customer should be granted credit. Anderson, (2007) further indicated that
with Credit Reference Bureaus a culture of financial discipline will be instilled since
consumers know that they will be monitored and black listed. The findings implied
that the SMEs under study use third party provided intelligence. The use of third party
provided intelligence by SMEs owners will help them in making wise decisions when
advancing credit to their customers. This further indicated that the SMEs in
Kakamega County have put in place effective credit extension practices which may
have an implication on the growth of the SMEs.
4.8.4 Extension to Regular Customers with Good Records
Results also revealed that 77.9% of the respondents agreed that they extend credit
only to customers who have good records, Table 4.13 demonstrates 5.5 % percent of
respondents never review records while giving credit while 17.9 % percent review
annually.9.8%, 24.5% semiannually review before they extend and 36.5% monthly
while 15.7% always. This finding suggests that on average about 50% SMEs
72
practiced in Kakamega County about (50%) agreed that they allow credit (Accounts
receivable), for amounts guaranteed. These results agree with.
(Fafchamps1997.).Table 4.13 demonstrates that4.4% percent of respondents strongly
disagree to reviewing past customer records, while 4.40 % percent disagree 9.8%,
13.1 % neutral as to whether they review or not and 53.3 % agreed while 24.8 %
strongly agree. These finding suggests that Majority of SMEs (79%) carried out this
practice in Kakamega County. Kalunda (2012), findings also concur. She argues that
the six C’s helps firms to decrease their default rate as they get to know their
customers.
Information on the C’s can be obtained several sources including the firm’s prior
experience with the customers, by tracking the trend of the customers paying history,
analyzing the financial statements for previous years, enquiring from credit reporting
agencies and even the customers financial institutions. The study determined that
SMEs extend credit to regular customers who have had good records. (Ndonye, 2015)
argues that controlling of receivables involves following up on debtors records and
paying behavior. The findings implied that the SMEs under study extend credit to
regular customers who have had good records. This practice acts as a reward to the
customers for their good records and also helps the SMEs owners retain the
customers. This can also assist them to increase their customer base as the regular
customers will market them for their good practice. This further indicated that the
SMEs in Kakamega County have put in place effective credit extension practices
which may have an implication on the growth of the SMEs.
4.8.5 Use of Portfolio Strategy
The study showed that SMEs use portfolio strategy to segment categories of
customers. Gekara et al. (2014) concurred with the results; the results ascertained that
firms at times use portfolio strategy to segment customers according to their payment
behavior. The findings implied that the SMEs under study use portfolio strategy to
segment categories of customers. Use of portfolio strategy helps the SMEs to hedge
against risk as they have been able to segment their customers according to their
riskiness. This further indicated that the SMEs in Kakamega County have put in place
73
effective credit extension practices which may have an implication on the growth of
the SMEs. Having a record of who pays and how they pay may form the basis of the
portfolio.

Extension Management Practices and Growth
Regression analysis was used to find out if there is a relationship between credit
extension practices and SMEs growth by evaluating the contribution of the Accounts
Receivable Extension Practices in explaining SMEs growth, when the other variables
are controlled; the R Square value was obtained in this case.
From the results in Table 4.14 credit extension practices were found to have an R
Square value of 0.395 or to contribute to 39.5% SME growth. The R square value is
an important indicator of the predictive accuracy of the equation. The remaining
60.5% can be explained by other factors. The implication of these finding is that
credit extension practices plays a significant role enhancing SME growth.
R R Square Adjusted R Square Std. Error of the Estimate

0.631 0.398 0.395 0.46544
that credit extension practices are good predictors of SMEs growth. This was
74

Regression 39.183 1 39.183 180.873 0.000
Residual 59.358 274 0.217
Total 98.541 275
significant relationship between credit extension practices and SMEs growth as
supported by the t values whereby t cal=13.097> t critical =12.706ata 95 percent
confidence level which depicts that we reject the null hypothesis and accept the
alternative. The findings concurred with those in Ndonye (2015); Njeru et al. (2016),
who agree that credit extension practices are important in determining tradeoff
between increase in sales and loss from uncollected debts. This implies that an
increase in credit extension practices by 1 unit would results to increase in SMEs
growth by 0.519 units.

(Constant) 1.798 0.137 13.097 0.000
Credit Extension Practices 0.519 0.039 13.449 0.000
SMEs Growth = 1.798 +0.519 Credit Extension Practices
4.9 Accounts Receivable Collection Practices
The study sought to establish the influence of customer collection practices on

growth of SMEs in Kakamega County, Kenya. The study specifically investigated
the following elements of customer collection practices; credit collection policy,
prompt invoice and regular sending of statements, contact overdue accounts, use of
ageing sheet, keeping accurate and timely records, use of collection agencies and use
of average collection period technique.
75
Table 4.17: Showing Relationship between Accounts AR Practices and Growth
Statement Never Annuall Semi-An Monthly Always mean

y
1. How often do 6.90% 19.30% 15.70% 42.00% 6.10% 3.41
you refer to a
defined credit
collection policy?.
2. How often do you 8.00% 24.60% 24.30% 31.90% 11.20% 3.14
Invoice and send
statement?
3. Do you Contact 7.40% 4.70% 16.20% 42.30% 19.50% 3.52
overdue accounts
holders?
4. How often do you 5.10% 10.30% 9.20% 58.50% 16.90% 3.72
review collection
timelines?
5. How often do you 6.60% 17.60% 27.20% 38.20% 10.30% 3.28
use ageing sheet and
make constant
follow up?
6. How often do you 5.80% 21.90% 13.50% 43.40% 15.30% 3.41
call customers prior
to due date?
7. How often do you 4.80% 6.70% 9.60% 34.40% 44.40% 4.07
use collection
agencies?
8.How often do you 13.10% 32.80% 18.20% 26.60% 9.10% 2.86
use collection
agencies?.
9.Do you use 5.50% 24.40% 25.80% 33.50% 10.90% 3.20
average collection
period technique
Average 3.29
Source: Field data 2016
Results in Table 4.17show that 58.1% of the respondents indicated that there is a
defined credit collection policy, 43.1% of the respondents also agreed that they
invoice promptly and send statement regularly while 61.8% of the respondents agreed
that they contact overdue accounts more frequently. Results also revealed that 75.4%
of the respondents agreed that they review set collection timelines and penalize those
who pay late, 48.5% of the respondents agreed that they used ageing sheet and make
constant follow up 58.7% of the respondents agreed that they call customers prior to
76
due date while 78.8% of the respondents agreed that they review and kept timely
records.
Further, results in Table 4.17 reveal disagreed that they used collection agencies while
44.4% of the respondents agreed that they used average collection period technique.
The results show good practice of the AR collection practices. This can be supported
by the mean of the responses (3.29) which means that majority of the respondents
were agreeing to the statements in the questionnaire. Table 4.17 demonstrates 5.10 %
percent of respondents never review set collection timelines, while 10.30 % do it
annually.9.20% semiannually while58.50 % monthly while 16.90% always carried
out the practice. Table 4.17 demonstrates 6.60 % percent of respondents never use
ageing sheets showing, while 17.60 % only once a year 27.20 % twice a year. 38.20
% use them monthly while 10.30% always. This finding suggests that having an-
ageing sheet is not often practiced by SMEs in Kakamega County, only about 48% of
SMEs studied had ageing sheet. Many seem not to have information about ageing
sheet.
4.9.1 Debt Collection Policy
The study determined that SMEs have a defined debt collection policy. The findings
concurred with those in Gitau (2014) who explains that it is important to set credit
terms and payment arrangement, the period of repayments. The findings implied that
the SMEs under study have a defined credit collection policy. The existence of a
defined credit collection policy creates a good platform for the SMEs owners to
follow up on the customers’ in-case of default. This further indicated that the SMEs in
Kakamega County have put in place effective credit collection practices which may
4.9.2 Prompt Invoice and Regular Sending of Statements
The study showed that not all SMEs invoice promptly and sends statement regularly.
Results in Table 4.17 reveal that less than 43.1% of the respondents agreed that they
invoice promptly and send statement regularly while 32.6% of the respondents
77
disagreed that they invoice promptly and send statement regularly. Another 24.3% of
the respondents were sent only twice a year.
The findings agreed with Connolly (2013), who found out many firms do not practice
proper billing which adversely affected timely collection of payments from the
customers. The findings implied that less than half of SMEs under study invoice their
customers promptly and send statement regularly. Invoicing their customers promptly
and sending statement regularly alerts the customer’s on when to pay back the credit
which is of advantage to the SMEs owners as this may reduce the default rate. This
further indicated that not all the SMEs in Kakamega County have put in place
effective credit collection practices which may have an implication on the growth of
the SMEs.
4.9.3 Contact Overdue Accounts
The study indicated that most of the SMEs contact overdue accounts more frequently.
The findings concurred with those in Mutwiri (2007) who ascertained that customers
with overdue accounts were contacted and late payment charges made on these
overdue accounts. The findings implied that the SMEs under study contact overdue
accounts more frequently. Contacting overdue accounts more frequently helps to
minimize the default rate as constant reminder yields good result ultimately. This
further indicated that the SMEs in Kakamega County have put in place effective credit
collection practices which may have an implication on the growth of the SMEs.
4.9.4 Use of Ageing Sheet
The table showed that only 48.5% of the SMEs use ageing sheet and make constant
follow up 27.2% of the respondents do not. The findings concurred with those in
Mukhoma (2014) who agrees that the aging of accounts receivables enables the
management appraise its credit and collection policies and this hence minimizes
possible problems. The findings implied that at least there are SMEs that use ageing
sheet and make constant follow up. Use ageing sheet and making constant follow up
helps the SMEs owners to ensure that they remind all the customers who have debts
which in return increases the credit repayment rate. This further indicated that a
78
reasonable number of SMEs in Kakamega County have put in place effective credit
collection practices which may have an implication on the growth of the SMEs.
4.9.5 Accurate and Timely Records
The study sought to determine whether SMEs keep accurate and timely records.
Results in Table 4.17 reveal that 78.8% of the respondents agreed that they review
and keep accurate and timely records while 11.5% of the respondents do not review
and keep accurate and timely records. Another 9.6% of the respondents were
undecided. The findings implied that the SMEs under study keep accurate and timely
records. The practice of keeping accurate and timely records helps the SMEs owners
to avoid errors which could result to losses. This further indicated that the SMEs in
Kakamega County have put in place effective credit collection practices which may
4.9.6 Use of Collection Agencies
The findings disagreed with those in Mutwiri (2007) that demonstrated that firms use
collection agencies (73.7%). The findings implied that only a few SMEs under study
use collection agencies. Use of collection agencies helps the SMEs owners to follow
up on customers who have declined to pay back their debts even after reminding them
constantly and giving them ample time to repay back even after their credit is long
overdue.
4.9.7 Use of Average Collection Period Technique
The study sought to determine whether SMEs use average collection period
technique. Results in Table 4.17 reveal that 44.4% of the respondents agreed that they
use average collection period technique while 29.9% of the respondents disagreed that
they use average collection period technique. Another 25.8% of the respondents were
undecided.
The findings concurred with those in Graham et al, (2010) who agrees that use of
average collection period aids a firm to determine how long it takes a customer to pay
79
his/her dues. The findings implied that less than half of the SMEs under study use
average collection period technique. The practice of using average collection period
technique gives the customers enough time and flexibility to repay their loans which
in-turn helps to reduce on default rates. This is an indicator that not very many SMEs
in Kakamega County have put in place effective credit collection practices which may

Collection Practices and Growth
Regression analysis was used to find out if there is a relationship between credit
collection practices and SMEs growth by evaluating the contribution of the credit
collection practices in explaining SMEs growth, when the other variables are
controlled; the R Square value was obtained in this case. From the results in Table
4.18, credit collection practices were found to have an R Square value of 0.578 or to
contribute to 57.8% SME growth. The R square value is an important indicator of the
predictive accuracy of the equation. The remaining 42.2% can be explained by other
factors. The implication of these finding is that credit collection practices plays a
significant role enhancing SME growth.
80

0.761 0.579 0.578 0.38889
that credit collection practices are good predictors of SMEs growth. This was

Regression 57.103 1 57.103 377.581 0.000
Residual 41.438 274 0.151
Total 98.541 275
significant relationship between credit collection practices and SMEs growth as
supported by the t values whereby t cal=50.75> t critical =12.706ata 95 percent confidence level
which depicts that we reject the null hypothesis and accept the alternative. The
findings concurred with those of Pandey (2008), an indication that collection practice
adopted influences growth of SMEs. This implies that an increase in credit collection
practices by 1 unit would results to increase in SMEs growth by 0.296 units. However
contrary to the study findings, Wanyama (2014) in their study on Effects of
bookkeeping Management Practices show that most of the MSBES in Bungoma
District did not practice accounts receivable management which negatively affect
business performance. This results concur with Oware, Samanhyia and Ampong
81
(2015), who demonstrated that when a firm does not invest well in the collection of
account receivable then the debt accumulation will decrease profits.

(Constant) 2.684 0.053 50.75 0.000
Accounts Receivable Collection Practices 0.296 0.015 19.431 0.000
SMEs Growth = 2.684 +0.296 Credit Collection Practices
4.10 Accounts Receivable Risk Assessment Practices
The study sought to establish the influence of customer risk assessment practices on
growth of SMEs in Kakamega County, Kenya. The study specifically investigated the
following elements of Accounts Receivable Risk Assessment Practices; use of expert
systems, use of credit scoring models, and internal rating system as shown in table
4.21
Table 4.21: Accounts Receivable Risk Assessment Practices
Statement very low low Average high Very Mean

high
1. How often do you 11.30% 28.10% 16.40% 32.80 11.30% 3.05
make use of Expert %
Systems?
2. How often do you 13.40% 23.20% 30.40% 24.30 8.70% 2.92
make use of Credit %
Scoring Models?
3. How often do you 7.00% 21.90% 14.80% 44.10 12.20% 3.33
make use of Internal %
Rating Systems?
Average 3.58
Source: Field Data 2016
82
The study sought to determine the influence of Accounts Receivable Risk Assessment
Practices on Growth of SMEs. Results in Table 4.21 show that 44.1% of the
respondents indicated that they used expert systems, 36.6% of the respondents also
rarely used credit scoring models while 56.3% of the respondents agreed that they
used internal rating systems. Table 4.21demonstrates over 50% of respondents rarely
use credit scoring models, This finding suggests that use of credit scoring models are
not practiced by SMEs in Kakamega County very few agreed to using credit scoring
model and reason could be that majority have no knowledge on this practice and it is a
new idea. The major objective of credit scoring model is to ensure that only good
clients are retained.
Table 4.21 demonstrates over 55% percent of respondents rarely use of Expert
system, while only 11.30% occasionally use it. This finding suggests that use of
expert systems is moderately practiced by majority of the SMEs in Kakamega
County. On average(54%) agreed to using expert systems, reason could be that there
are SME owner who have formal education and are enlightened on this practice. This
is indeed good move because expert system is good as it helps a firm make informed
decisions as whether to extend credit to customers or not .
4.10.1Use of Credit Scoring Models
The findings disagreed with Moti et.al. (2012) who found a significant relationship
between credit rating and performance of a firm. The findings implied that only few
SMEs under study use credit scoring models. This implies that most of the SMEs in
Kakamega County use other methods to determine the credit worthiness of their
customers other than credit scoring.
4.10.2 Internal Rating System
The findings concurred with those in Ikua (2015) who said there is a significant
relationship between internal credit rating and performance of a firm. The findings
implied that the SMEs under study have internal rating systems. Use of these systems
helps the SMEs owners to avoid the moral hazard problem. This further indicated that
83
the SMEs in Kakamega County have put in place effective credit risk assessment
practices which may have an implication on the growth of the SMEs.

Risk Assessment Practices and Growth
Regression analysis was used to find out if there is a relationship between Accounts
Receivable Risk Assessment Practices and SMEs growth by evaluating the
contribution of the Account risk assessment practices in explaining SMEs growth,
when the other variables are controlled; the R Square value was obtained in this case.
From the results in Table 4.22, ARRAP were found to have an R Square value of
0.528 or to contribute to 52.8% SME growth. The R square value is an important
indicator of the predictive accuracy of the equation. The remaining 47.2% can be
explained by other factors. The implication of these finding is that Accounts
Receivable Risk Assessment Practices plays a significant role enhancing SME
growth.

0.726 0.528 0.526 0.4122
that credit risk assessment practices are good predictors of SMEs growth. This was

Regression 51.985 1 51.985 305.954 0.000
Residual 46.556 274 0.17
Total 98.541 275
84
significant relationship between credit risk assessment practices and SMEs growth as
supported by a p value of 0.000 and a beta coefficient of 0.277. This was also
supported by the t values whereby t cal=49.249> t critical =12.706ata 95 percent confidence

level which depicts that we reject the null hypothesis and accept the alternative. The
findings concurred with those in Owonde (2013) posits that maintaining close links
with their customers activities either through expert systems, internal rating or credit
scoring help in monitoring business activities of the customers and this may raise the
red flag for management to take action before a debt can go bad and inhibit profits.
Maria (2014) concurs that when sales are on credit, a monitoring system is important
to avoid the potential build of excessive levels of accounts receivable which would
erode set profits. The study equally agree with Njagi (2016) who analyzed effect of
the risk management practices on the performance of hotels in Mombasa. It was
observed that majority of hotels did not have a risk management policy which
apparently affected their performance.

(Constant) 2.736 0.056 49.249 0.000
Acc. R Risk Assessment Practice 0.277 0.016 17.492 0.000
SMEs Growth = 2.736 +0.277 Credit Risk Assessment Practice
This implies that an increase in credit risk assessment practices by 1 unit would
results to increase in SMEs growth by 0.277 units.
4.11 Accounts Receivable Financing Practices
The study sought to assess the influence of financing practices on growth of SMEs.
The study specifically investigated the following elements of financing practices;
regular discount/sale of overdue invoices, use of accounts receivable as collateral for a
loan, securitization of accounts receivables and factoring accounts receivables.
85
Table 4.25: Showing Accounts Receivable Financing Practices
Statement never Annual Semi Ann Monthly Always Mean

1. do you 12.30% 22.10% 27.50% 30.10% 8.00% 2.99
discount/sell
overdue invoices
2. Use of account 8.30% 19.20% 14.50% 47.50% 10.50% 3.33
receivable as
collateral for a
loan.
3. Factoring 10.10% 18.80% 19.60% 38.80% 12.70% 3.25
accounts
Receivables.
Average 3.23
The study sought to assess the influence of financing practices on growth of SMEs.
Results in Table 4.25show that 38.1% of the respondents indicated that they
discounted/sold overdue invoices regularly while 58% of the respondents agreed that
they used accounts receivable as collateral for a loan. Results also revealed that 56.7%
of the respondents agreed that they securitized accounts receivables while 51.5% of
the respondents agreed that they factored accounts receivables. The results show good
financing practices as confirmed by the mean of the responses (3.23) which means
that majority of the respondents were agreeing to the statements in the questionnaire.
Table 4.25demonstrates 9.5 % percent of respondents never discount overdue

invoices, while 16.4 percent discount annually 17.5 % discount twice a year
and42.90% monthly while13.80% always when they are I need of cash. This finding
suggests that discounting overdue invoices is commonly practiced by SMEs in
Kakamega County majority of the SMEs studied about (56 %) agreed to discounting
invoices .and reason could be that majority have formal education and are
enlightened. The major objective of discounting invoices is to ensure that that money
is not tied up in invoices or remain idle for a long time. Table 4.25 demonstrates 3.6%
percent of respondents strongly disagree to using accounts receivable as collateral,
86
while 8.3% percent disagree19.2% were undecided as to whether they use or not and
47.5% agreed while 10.5% strongly agree This finding suggests that having a use of
accounts receivable as collateral for loans is strongly practiced by SMEs in Kakamega
County. Majority of the SMEs studied about (58%) agreed to use AR as collateral,)
Table 4.25This finding suggests that Factoring accounts receivable is not a common
practice among SMEs in Kakamega County. Majority of the SMEs studied about
(78.1 %) rarely use factoring and reason could be that majority have do not have
sufficient level of financial literacy in this area. This is meant majority do not
understand factoring.
4.11.1 Discounting overdue invoices
The study sought to determine whether SMEs regularly discount/sell overdue

invoices. Results in Table 4.25 reveal that majority of the respondents regularly
discount/sell overdue invoices the findings implied that the SMEs under study do
regularly discount/sell overdue invoices. Failure to regularly discount/sell overdue
invoices may result to an increase in the volume of bad debts which in return dampens
the SMEs growth. This study agree with (Waweru, 2013)
4.11.2 Use of Accounts Receivable as Collateral for a Loan
The study sought to determine whether SMEs use accounts receivable as collateral for
a loan. Results in Table 4.25 reveal that 58% of the respondents agreed that they use
accounts receivable as collateral for a loan while 27.5% of the respondents disagreed
that they use accounts receivable as collateral for a loan. Further 14.5% of the
respondents occasionally or even do not use. The findings concurred with those in
Njeru et al. (2016). The findings implied that the SMEs under study use accounts
receivable as collateral for a loan. When Banks allow customers to use accounts
receivable as collateral for a loan helps the SMEs to increase their performance as
more customers as able to access loans to grow their businesses. This is also an
indicator that the SMEs in Kakamega County have put in place effective financing
practices which may have an implication on the growth of the SMEs. If a company is
also using its accounts receivable as collateral for a loan, the lending institution will
87
generally exclude any past due accounts from those used as back up for the credit line
(Waweru, 2013)
4.11.3 Securitization of Accounts Receivables
The study sought to determine whether SMEs securitize accounts receivables. Results
in Table 4.25 reveal that 56.7% of the respondents agreed that they securitize accounts
receivables while 25.9% of the respondents disagreed that they securitize accounts
receivables. Further 17.5% of the respondents were undecided. The findings
concurred with those in Palia and Sopranzetti. (2004) who argued that securitization is
becoming a more acceptable way of financing SMEs which are starved of external
financing. The findings implied that most of the SMEs under study securitize
accounts receivables. This helps to convert its accounts receivable into cash or an
investment instrument which increases the SMEs capital base. An increase in the
capital base may result to increased productivity and thus improved SME growth.
4.11.4 Factoring Accounts Receivables
The study sought to determine whether SMEs factor accounts receivables. Results in
Table 4.25 reveal that 51.5% of the respondents agreed that they factor accounts
receivables while 28.9% of the respondents disagreed that they factor accounts
receivables. Further 19.6% of the respondents were undecided. The findings
concurred with those in Blayney (2006): Mutwiri, (2007) they agree with the study
that most SMEs are now using factoring. The findings implied that the SMEs under
study factor accounts receivables. This is of great significance to the SMEs owners as
they are able to access their cash more quickly than it would by waiting for many days
for a customer payment. This is an indicator that the SMEs in Kakamega County have
put in place effective financing practices which may have an implication on the
growth of the SMEs. This supports Asselbergh (2002) who described Factoring as an
alternative mean of finance.
88
Financing Practices and Growth
Regression analysis was used to find out if there is a relationship between financing
practices and SMEs growth by evaluating the contribution of the financing practices
in explaining SMEs growth, when the other variables are controlled; the R Square
value was obtained in this case. From the results in Table 4.26, financing practices
were found to have an R Square value of 0.1 or to contribute to 1% SME growth. The
R square value is an important indicator of the predictive accuracy of the equation.
The remaining 99% can be explained by other factors. The implication of these
finding is that financing practices do not play a significant role enhancing SME
growth.

0.322 0.104 0.1 0.56776
Table 4.27provides the results on the analysis of the variance (ANOVA). The results
that financing practices are good predictors of SMEs growth. This was supported by
an F statistic of 31.692 and the reported p value (0.000) which was less than the
conventional probability of 0.05 significance level.

Regression 10.216 1 10.216 31.692 0.000
Residual 88.325 274 0.322
Total 98.541 275
89
significant relationship between financing practices and SMEs growth as supported by
a p value of 0.000 and a beta coefficient of0.04. This was also supported by the t
values whereby t cal=24.134> t critical =12.706ata 95 percent confidence level which
depicts that we reject the null hypothesis and accept the alternative. The findings
concurred with those in Mutwiri (2007) who illustrated that respondents agreed that
they engaged in invoice discounting and factoring use of accounts receivables as
collateral due to provision of finance, this implies that an increase in financing
practices by 1 unit would results to increase in SMEs growth by 0.204 units.

(Constant) 2.946 0.122 24.134 0.000
Financing Practices 0.204 0.036 5.63 0.000
SMEs Growth = 2.946 +0.204 Accounts Receivable Risk Assessment Practice
4.12 Moderating effect of Financial Literacy on Accounts Receivable

Management Practices
The study sought to assess the financial literacy of the respondents. The study
specifically investigated the following elements of financial literacy; financing of
receivable options available, credit monitoring methods, computation of discounts,
computation of financial ratios, credit analysis methods and credit collection methods.
90
Table 4.29: Showing moderating effect of Financial Literacy
Statement Very Low Average high Very Mea

low High n
1. Financing of receivable 6.50% 20.30% 50.00% 18.50 4.70% 2.95
options available. %
2. Credit monitoring methods. 6.50% 12.30% 36.60% 33.70% 10.90% 3.30
3. Computations of discounts. 12.70% 16.70% 34.80% 25.70% 10.10% 3.04
4. Computation of financial 15.30% 22.90% 36.70% 20.40% 4.70% 2.76
ratios.
5. AR analysis methods. 9.50% 27.50% 35.90% 17.60% 9.50% 2.90
6. AR collection methods. 1.80% 12.30% 41.70% 29.70% 14.50% 3.43
Average 3.06
The study sought to assess the financial literacy of the respondents. The study
specifically investigated the following elements of financial literacy; financing of
receivable options available, credit monitoring methods, computation of discounts,
computation of financial ratios, credit analysis methods and credit collection methods.
4.12.1 Options for Financing Receivables
The study sought to determine whether SMEs have the knowledge on options of
financing receivables available. Results in Table 4.29 reveal that 50% of the
respondents have sufficient knowledge. The results also revealed that about 26.8% of
the respondent’s very low level of financial literacy on options of financing
receivables available. The findings implied that the SMEs under study do not have the
options of financing receivables. Lack of this form of financial literacy limits by the
SMEs owners limits their customers from accessing credit more than what is
available. This would dampen their growth as they would not make to meet all needs
of their customers.
91
4.12.2 AR Monitoring Methods
The study sought to determine whether SMEs have information on credit monitoring
methods. Results in Table 4.29 reveal that 44.6% of the respondents agreed that they
have knowledge on credit monitoring methods while 18.8% of the respondents have
low level of financial literacy on credit monitoring methods. The results also revealed
that 36.6% of the respondents were Average. The findings implied that the SMEs
under study used credit monitoring methods. Use of credit monitoring methods would
help the SMEs to identify customers’ who have the ability to pay back credit and thus
avoid the risk of advancing credit to risky customers.
4.12.3 Computations of Discounts
The study sought to determine whether SMEs compute discounts. Results in Table
4.29 reveal that 35.8% of the respondents agreed that they know how to compute
discounts while 29.4% of the respondents occasionally compute discounts. The results
also revealed that 34.8% of the respondents rarely. The findings implied that the some
of the SMEs under study compute discounts. Computation of discount is a practice
which would enable the SMEs owners retain their customers as well as attract new
customers. Use of this knowledge can help SMEs improve their growth.
4.12.4 Computation of Financial Ratios
The study sought to determine whether SMEs compute financial ratios. Results in
Table 4.29 reveal that 38.2% of the respondents disagreed that they compute financial
ratios while 36.7% of the respondents were undecided. The results also revealed that
25.1% of the respondents disagreed that they compute financial ratios. The findings
implied that the most of the SMEs under study do not compute financial ratios.
Failure to compute financial rations is risky as the SMEs owners are not informed of
their status in-terms of profitability. Lack of knowledge on the importance of
computing financial ratios can result to poor decision making which could dampen the
growth of the SMEs
92
4.12.5 AR Analysis Methods
The study sought to determine whether SMEs use credit analysis methods. Results in
Table 4.29 reveal that over 60% of the respondents have knowledge on credit analysis
methods while 35.9% of the respondents don’t. The results also revealed that 27.1%
of the respondents have minimum know how on credit analysis methods. The findings
implied that the most of the SMEs under study do not use credit analysis methods.
This further indicated that the SMEs owners in Kakamega County are not financial
literate which may have a negative impact on the growth of the SMEs.
4.12.6 AR Collection Methods
The study sought to determine whether SMEs use credit collection methods. Results
in Table 4.29 reveal that over 44.2% of the respondents have knowledge on credit
collection methods while less 41.7% of the respondents had low financial literacy
level. The findings implied that the most of the SMEs under study use credit
collection methods to some extent. Financial literacy on the use of credit collection
methods can help the SMEs owners avoid uncollectible debts which would impact
their growth positively.
4.13 Small and Medium Enterprises (SMEs) Growth
The study sought to access the growth of SMEs. The study specifically investigated
the following elements of SMEs growth; increased sales, decrease in total current
asset, the business percentage of bad and delinquent debts, profits for the last three
years, fees paid to collection agencies.
93
Table 4.30: Showing SMEs Growth
Statement S.D D U A S.A M

1. Sales have increased 0.80% 4.60% 9.50 64.10% 21.00% 4.00
over the last three years. %
2. The total current asset 4.80% 34.70% 18.50% 29.20% 12.90% 3.11
represented by accounts
receivable has gone
down.
3. The business 4.00% 19.30% 32.00% 33.80% 10.90% 3.28
percentage of bad and
delinquent debts is less
than 10% of sales.
4. The business has been 1.80% 3.60% 7.20% 58.00% 29.30% 4.09
able to generate profits
for the last three years.
5. Fees paid to collection 15.80% 27.60% 15.10% 28.30% 13.20% 2.95
agencies have reduced.
Average 2.95
S.D-Strongly Disagree, D- Disagree, U- Undecided, A- Agree, A.A- Strongly Agree,

M- Mean
4.12.1 Increased Sales
The study sought to determine whether SMEs in Kakamega County have experienced
increase sales. Results in Table 4.30 reveal that 85.1% of the respondents agreed that
they have experienced increase sales while 9.5% of the respondents were undecided.
The results also revealed that 5.4% of the respondents disagreed that they have
experienced increase sales. The findings reveal that most of the SMEs under study
have experienced increase sales. This is an indicator that SMEs in Kakamega County
94
are experiencing growth which is an implication that use of account receivable
management practices improves the growth of the SMEs in Kakamega County.
4.12.2 Decrease in Total Current Asset
The study sought to determine whether SMEs in Kakamega County have experienced
a decrease in total current assets. Results in Table 4.30 reveal that 42.1% of the
respondents agreed that they have experienced a decrease in total current assets while
38.5% of the respondents disagreed that they have experienced a decrease in total
current assets. The results also revealed that 18.5% of the respondents were
undecided. The findings implied that the most of the SMEs under study have
experienced a decrease in total current assets. This is an indicator that use of account
receivable management practices improves the growth of the SMEs in Kakamega
County.
4.12.3 Business Percentage of Bad and Delinquent Debts
The study sought to determine whether the business percentage of bad and delinquent
debts for SMEs in Kakamega County is less than 10% of sales. Results in Table 4.30
reveal that 44.7% of the respondents agreed that their business percentage of bad and
delinquent debts is less than 10% of sales while 32% of the respondents were
undecided. The results also revealed that 23.3% of the respondents disagreed that their
business percentage of bad and delinquent debts is less than 10% of sales. The
findings implied that the business percentage of bad and delinquent debts for most of
the SMEs in Kakamega County is less than 10% of sales. The low percentage of bad
and delinquent debts is an indicator that use of account receivable management
practices improves the growth of the SMEs in Kakamega County.
4.12.4 Profits for the Last Three Years
The study sought to determine whether the business for SMEs in Kakamega County
has been able to generate profits for the last three years. Results in Table 4.30 reveal
that 87.3% of the respondents agreed that their business has been able to generate
profits for the last three years while 72% of the respondents were undecided. The
95
results also revealed that 5.4% of the respondents disagreed that their business has
been able to generate profits for the last three years. The findings implied that the
business for most SMEs in Kakamega County has been able to generate profits for the
last three years. Continuous profitability is an indicator that SMEs in Kakamega
County are experiencing growth.
4.12.5 Fees Paid to Collection Agencies
The study sought to determine whether the fees paid to collection agencies forSMEs
in Kakamega County has reduced. Results in Table 4.30 reveal that 43.4% of the
respondents disagreed thatthefees paid to collection agencies has reduced while 41.5%
of the respondents agreed that the fees paid to collection agencies has reduced. The
results also revealed that 15.1%of the respondents were undecided. The findings
implied that the fees paid to collection agencies for most SMEs in Kakamega County
have not reduced. This is an indicator that the default rate is still high which calls for
the extreme action of using collection agents. Existence of a fees paid to collection
agencies by SMEs in Kakamega County could be dampening their growth.
4.13 Knowledge of ARM Practice
The study found out that 46.1% of the respondents were aware and practiced the
ARM practices in their businesses. The study also found out that 35.4% of the
respondents were aware but did not practice ARM in their businesses. Further, results
revealed that 18.5% of the respondents were not aware and so did not practice as
shown in table 4.31.
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Table 4. 31: Knowledge of ARM Practice
Knowledge of ARM Practices Frequency Percent

1. Know and practice 112 46.1
2. Know but do not practice 86 35.4
3. No knowledge 45 18.5
Total 243 100
In a study to investigate the effect of business development services on the

performance of Small Scale enterprises in Kisii Town Osinde et al. (2013) found out
that entrepreneur who attended the training services recorded an improvement in their
businesses in terms of growth in sales and profits with 83.3% of the respondents who
always attended training reporting to have good growth in profits as opposed to only
41.2% of those who never attended training. The implication of the results is that most
of the SMEs owners are aware and practice ARM in their businesses. This can be
attributed to improved SME growth and secondly that most of the SMEs owners have
formal education.
4.14 Correlations
Pearson correlation coefficient (r) was used to determine the degree or strength of
linear relationship among the variables. Linearity increases the predictive power of
the model and the validity of the estimated coefficients. A correlation of r >± 0.7
implies that the variables are strongly related either positively or negatively. The
study sought to determine the correlation between the variables in order to determine
the strength of the relationship at 5% significance level. A summary of the correlation
coefficients and significance level for all the variables is shown in Table 4.32
97
Table 4.32 Correlation
Growth ARAP AREP ARCP AARRAP ARFP ARFL A

Growth 1.000
ARAP 0.247* 1.000
AREP 0.222* 0.604* 1.000
ARCP 0.255* 0.575* 0.592* 1.000
ARRAP 0.348* 0.521* 0.470* 0.677* 1.000
ARFP 0.271* 0.522* 0.253* 0.559* 0.575* 1.000
*correlations significant at 0.05 level of sig
4.14.1. Correlation between Accounts Receivable Analysis Practice and Growth
Pearson correlation was used to determine the relationship between Accounts

receivable analysis and SME growth. The correlation coefficient was 0.247 with p-
value (0.000) which was found to be significant at 5% significance level suggesting
the existence of a moderate positive relationship between Accounts receivable
analysis and SME growth, implying that the more often the practice is used the higher
would be the growth.
4.14.2 Correlation between Accounts Receivable Extension Practice and Growth

the existence of a positive relationship between Accounts receivable extension and
SME growth, implying that the frequent use of this practice the higher would be the
growth.
4.14.3 Correlation between Accounts Receivable Collection Practice and Growth

98
the existence of a positive relationship between Accounts receivable collection and
growth
4.14.4. Correlation between Accounts Receivable Risk Assessment Practice and

Growth

growth
4.14.5. Correlation between Growth Receivable Financing Practice and Growth

receivable analysis and SME growth. The correlation coefficient was0.271 with p-
growth.
4.15 Homoscedasticity
The assumption of homoscedasticity is essential to linear regression models.

Homoscedasticity explains a situation where the error term is the same across all of
the independent variables’ values. On the other hand, heteroscedasticity appears when
the size of the error term is different across all of the independent variables’ values.
The effect of violating the assumption of homoscedasticity is a matter of degree,
increasing as heteroscedasticity increases (Andrean, 2007). In regression analysis,
heteroscedasticity means a condition in which the variance of dependent variable
varies across the data. On the other hand homoscedasticity means a situation which
the variance of the dependent variable is the same for all the data. According to
99
Deloof (2009), homoscedasticity describes the consistency of variance of the error
term (e, residual) at different levels of the predictor variable. Smith (2010) explains
homoscedasticity in terms of the standard error estimate (of the regression line). The
standard error of estimate is an index of the variance of measured values around each
predicted value. The homoscedasticity assumption more formally stated as VAR (ej)
= c that, is, the variance of the error of residual term of each point j is equal to the
variance for all residuals. The Gauss-Markov theorem states that when all the
methodological assumptions are met, the least squares estimator regression
parameters are unbiased and efficient, that is, the least square estimators said to be
BUE: Best linear Unbiased Estimators (Horne & Wachowicz, 2010).
4.16 Multicollinearity
Multi-collinearity was used to test correlation between the independent variables. The
presence of multicollinearity makes it difficult to isolate the impact of each
independent variable on the dependent variable and also standard errors for each
independent variable become inflated (Landau & Everett, 2004).Multicollinearity can
be corrected by excluding one or more of the corrected by excluding one or more of
the correlated independent variable from the regression
model(Lind,Marchal,&Wathen,2008).To check for multicollinearity Variance
inflation Factor and Tolerance level were used. A VIF of less than 10 or a tolerance
level of greater than 0.1 is acceptable. A summary of multicollinearity statistics is
shown in Table 4.33.
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Table 4.33: Collinearity Diagnostics
Independent variable Tolerance VIF

Accounts Receivable analysis practice 0.799 1.252
Accounts receivable extension practice 0.735 1.361
Accounts receivable collection practices 0.658 1.519
Accounts receivable risk assessment practice 0.630 1.587
Accounts receivable financing practice 0.815 1.226
Accounts receivable risk assessment practices had the lowest tolerance level of
0.630.The tolerance level for all the independent variables was greater than 0.1 which
suggests the absence of multi-collinearity problem. Accounts receivable risk
assessment had the highest VIF of 1.587and accounts receivable financing had the
lowest VIF of 1.226, the VIF for all the variables was less than 10 hence this suggests
there is no multi-collinearity among the independent variables. The rule of thumb was
applied in the interpretation of the variance inflation factor. From table 4.33, the VIF
for all the estimated parameters was found to be less than 4 which indicate the
absence of multi-Collinearity among the independent factors. This implies that the
variation contributed by each of the independent factors was significant independently
and all the factors should be included in the prediction model.
4.17 Moderating effect of Financial Literacy
The sixth objective of the study was the moderating effect of financial literacy on the
relationship between Accounts receivable management practices and growth. The
moderation effect was tested using Ongore and Khisa (2013) approach. Each variable
was interacted with the moderator and the model took the following estimation
equation;
Table 4.34: Multi-Linear Regression after Moderating.
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(Constant) 35.758 1.195 29.93 0.001
Account Receivable analysis and
Financial literacy(X1*.M) 0.001 0.006 2.123 0.009
Account Receivable Extension and
Account Receivable Collection and
Account Receivable risk assessment
and Financial literacy(X4*.M) 0.01 0.005 2.159 0.032
Account Receivable Financing
Practices and Financial
literacy(X5*.M) 0.003 0.008 3.323 0.007
R square =69.23
F statistic,(p value) =11.298(0.000)
Y= 35.758+ 0.001X1*.M+ 0.008X2*.M + 0.003X3*.M + 0.01X4*.M + 0.003X5*.M
R2 improved to 69.23% after moderation. Further the interaction terms of all the
variables were significance since the calculated P values were less than the critical p
value (0.05). Therefore the study concluded that financial literacy has a moderating
effect on the relationship between Accounts receivable management practices and
growth.
4.18 Multi-Linear Regression Equation
Regression of coefficients results in Table 4.34shows that there is a positive and

significant relationship between Accounts Receivable Analysis Practices, Accounts
Receivable Extension Practices, Accounts Receivable Collection Practices, and
Accounts Receivable Risk Assessment Practices and SMEs growth. This was
supported by a p value of 0.001, 0.009, 0.024, 0.005, 0.032 and 0.007 respectively.
This was also supported by beta coefficients of 0.001, 0.008, 0.003, 0.01, and 0.003
respectively.
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Regression Equation
Ordinary least square regression equation was
Y= 35.758+ 0.001X1*.M+ 0.008X2*.M + 0.003X3*.M + 0.01X4*.M + 0.003X5*.M
From the above regression equation while moderating by financial literacy, it was
revealed that holding accounts analysis practice, Accounts receivable extension
practices, Accounts receivable collection practices, Accounts receivable risk
assessment practices, Accounts receivable financing practices to a constant zero ,
SME growth would be 35.758 ,a unit increase in ARAP would lead to increase in
SME growth in Kakamega County by a factor of 0.001, a unit increase in AREP
would lead to increase SME growth in Kakamega County by a factor of 0.008, unit
increase in ARCP would lead to increase in SME growth by a factor of 0.003,unit
increase in ARRAP would lead to increase in SME growth by a factor of 0.003,and
lastly unit increase in ARFP would lead to increase in SME growth by a factor of 0.01
and unit increase in Financial literacy level on ARMP would lead to an increase in
growth by a factor of 0.003. The study also found that all the p-values were less than
0.05, an indication that all the variables were statistically significant in influencing
SME growth when financial literacy is used as a moderating variable in Kakamega
County.
R R Adjusted R Std. Error of the

Square Square Estimate
0.7 0.692 0.581 0.433
14
Regression analysis was used to find out if there is a relationship between ARM
practices and SMEs growth by evaluating the contribution of the ARM practices in
explaining SMEs growth, when the other variables are controlled; the R Square value
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was obtained in this case. Adjusted R squared is coefficient of determination which
tells us the variation in the dependent variables due to change in the independent
variables. R is the correlation coefficient which shows the relationship between the
study variables when financial literacy comes in as an interactive variable. From the
findings shown in table 4.35 there was a strongly positive relationship between the
study variables as shown by 0.714.From the results in Table 4.35, ARM practices
were found to have an R Square value of 0.692 or to contribute to 69.2% SME
growth.
The R square value is an important indicator of the predictive accuracy of the

equation. The remaining 30.2% can be explained by other factors. The implication of
these finding is that ARM practices plays a significant role enhancing SME growth.
The results differ with that of Oluoch (2014) who postulated that ARM practices have
no impact on SMEs success, Mathuva (2010) study of 30 firms listed in the Nairobi
stock Exchange for the period 1993 to 2008 also found a negative relation of accounts
receivable on profitability. Padachi (2006) found that high investment in inventories
and receivables is associated with lower profitability, however the study agrees with
(Mwangi, 2013). In his study of receivable management practices in CDF funded
projects in Kenya, he concluded that the successful CDF funded projects embraced
and implemented efficient receivable management practices and so their survival was
eminent. The variations in the findings were expected as accounts receivable
management varies from one context to the next and also the size of the firm. For the
SMEs with different setting, such as, in Kakamega County that Accounts Receivable
Management Practices may have a considerable effect on their growth and may lead
to their closures. The study further concurs with Sabri (2015) indicating financial
literacy level of the respondents affects performance of a firm.
4.19. Test of Significance of Regression Coefficients
In determining the cause effect relationship between the dependent variable and the
explanatory variables the regression coefficients were tested at the5% level of
significance using t-test. The regression is presented in Table 4.36.
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(Constant) 35.758 1.195 29.93 0.001
Account Receivable analysis and
Account Receivable Extension and
Account Receivable Collection and
Account Receivable risk assessment
and Financial literacy(X4*.M) 0.0212 0.005 2.159 0.032
Account Receivable Financing
Practices and Financial
literacy(X5*.M) 0.0266 0.008 3.323 0.007
4.19.1. The Effect of Accounts Receivable Analysis Practice on Growth
The study sought to find out the effect of Accounts receivable analysis practice on
growth of SMEs. In Table4.36, the coefficient obtained from regression was 0.0127
with (p-value 0.009< 0.05) thus the null hypothesis that use of Accounts receivable
analysis practice has no significant effect on growth was rejected which leads to the
conclusion that there is a statistically significant relationship between use of
Accounts receivable analysis practice and SME growth. In this case ARAP has a
positive effect on growth such that a unit increase in use of ARAP will result to a
significant increase in profits by 0.0127or 1% This may be attributed to the fact that
scrutiny of clients would mean owners selling on credit to only creditworthy
customers. The study agrees with Rosemary Nduta (2011) on credit management of
MFIs. Her study established that majority of the respondents agreed that Client
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appraisal is a viable strategy for credit management as shown by a mean of 1.70,
which is in agreement with (Kungu et al., 2016)
4.19.2. The Effect of Accounts Receivable Extension Practice on Growth
The study sought to find out the effect of Accounts receivable extension practices
growth of SMEs. In Table 4.36, the coefficient obtained from regression was 0.0151
with (p-value 0.024< 0.05) thus the null hypothesis that use of Accounts receivable
extension practices has no significant effect on growth was rejected which leads to
the conclusion that there is a statistically significant relationship between use of
Accounts receivable extension practices and SME growth. In this case use accounts
receivable extension practice has an effect on growth such that a unit increase in use
of AREP will result to an increase in growth by 1.5%.These results agree with
Waniku (2013), however it contradicts the findings by Kalunda et al. and that by
Kwame (2008) which showed that small businesses always do not have written
plans.
4.19.3 The Effect of Accounts Receivable Collection Practice on Growth
The study sought to find out the effect of Accounts receivable collection practices on
growth of SMEs. In Table 4.36 the coefficient obtained was0.0179 with (p-value
0.005< 0.05) thus the null hypothesis that use of Accounts receivable collection
practices has no significant effect on SME growth was rejected which leads to the
conclusion that there is a statistically significant relationship between use of use
Accounts receivable collection practices and SME growth. In this case use ARCP has
positive effect on growth such that a unit increase in use of ARCP will result to an
increase in growth by 2%.The implication of these finding is that credit collection
practices plays a significant role enhancing SME growth which negates Uremadu et
al. (2012) study that established a distorted and non-significant relationship of
debtors collection period with the level of corporate profitability among quoted
companies in Nigeria This, however agrees with the study carried out by Nyaga
(2011).studied the relationship of AR management and performance of Learning
institutions (TIVET), he concluded that there is a positive relationship between
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collection policy and monitoring practices adopted and organization performance.
This study is consistent with another study carried out by Kilonzo, Memba and Njeru
(2016) who posits that dedication of debt collection resources ensure better and
timely collection and few instances of bad debts.
4.19.4. The Effect of Accounts Receivable Risk Assessment Practice on Growth
The study sought to find out the effect of Accounts receivable risk assessment
practice on growth of SMEs. In Table 4.36 the coefficient obtained was 0.0212with
(p-value 0.032< 0.05) thus the null hypothesis that use of ARRAP has no significant
effect on growth was rejected which leads to the conclusion that there is a
statistically significant relationship between use of use of ARRAP and SME growth.
In this case use Accounts receivable risk assessment practices have a positive effect
on SME growth such that a unit increase in use of Accounts receivable assessment
practice will result to an increase in growth by 2.1%. This may be attributed to the
increase in the tracking methods to owners selling on credit to only creditworthy
customers. This study agrees with Mutungi (2010) who established that there was a
significant positive relationship between monitoring and control of accounts
receivables and performance of a firm.
4.19.5 The Effect of Accounts Receivable Financing Practice on SME Growth
The study sought to find out the effect of internal rating on growth of SMEs. In Table
4.36, the coefficient obtained was 0.0266 with (p-value 0.933> 0.007) thus the null
hypothesis that use of Accounts receivable financing practice has no significant effect
on growth was accepted which leads to the conclusion that there is no statistically
significant relationship between Accounts receivable financing practices and SME
growth. In this case use Accounts receivable financing practices have an effect on
growth such that a unit increase in use of Accounts receivable financing practices will
result to an increase in growth by about 3%. This may be attributed to the increase
awareness of the entrepreneurs about other forms of financing other than financial
loans from financial institutions which are not readily available due to insufficient
collateral. This finding is differ with the study by Afza and Nazir (2009), who in his
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regression results found a negative relationship between the profitability of firms and
the degree of aggressiveness of receivables investment and financing policies.
4.19.6. The Moderating Effect of Financial Literacy on the relationship between

Accounts Receivable Management and Growth
The study sought to find out the moderating effect of financial literacy levels on the
relationship between Accounts receivable management practices and growth of
SMEs. In Table 4.36.The significant level for all is less than 0.05 indicating that
there is a significant impact of financial literacy on the relationship between
Accounts Receivable and Management Practices and growth of SMEs. This may be
attributed to the fact that knowledge of Accounts receivable management practices
leads to their use by the owners. This study differs with the one of Nyabwanga
(2011), who studied the effects of working capital management practices on financial
performance of small scale enterprises in Kisii South district. In his study, he
established that majority of business operators did not have business management
knowledge .However the findings concurs with Njoroge (2013), in his study
concludes that there is positive relationship between entrepreneur’s success and
financial literacy. He noted SMEs that are more successful are run by entrepreneurs
who are financial literate and understand key financial concepts that include, risk
management, interest rates, time value for money and financial market. The study
agrees with the study of Sabri (2015) who posits that there is positive relationship
between ARM practices and Growth.
4.20 Hypothesis Testing and Discussion
This section presents the hypothesis testing of the study variables. The rule of thumb
was to reject the hypothesis if the independent variable had significant with the
dependent variable. The significance was tested at a critical P value of 0.05.
Ho1: Revealed that an Accounts receivable analysis practice has no significant effect
on the SME growth in Kakamega County. However, research findings showed that
Accounts receivable analysis practice had coefficients of estimate which was
significant basing on β1= 0.0127(p-value = 0.009which is less than α =0.05) implying
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that we reject the null hypothesis stating that Accounts analysis practice has no
significant effect on the growth of SMEs in Kakamega County. This indicates that for
each unit increase in practice there is 0.089 units increase in the growth of SMEs in
Kakamega County. Furthermore, the effect of Accounts Analysis was stated by the t-
test value = 2.123 which implies that the effect of Accounts receivable analysis
surpasses that of the error by over 2times.
Ho2:Stated that Receivable management has no significant effect on the growth of

SMEs in Kakamega. Findings showed that Accounts receivable extension practices
had coefficients of estimate which was significant basing on β2 = 0.0151 (p-value =
0.000 which is less than α = 0.05) hence we reject the null hypothesis, and conclude
that Accounts Receivable extension practices has significant effect on the growth of
SMEs in Kakamega. This implies that for each unit increase in Accounts receivable
extension practice, there is up to 0.2 unit increase in growth of SMEs in Kakamega
County. Also the effect of Accounts receivable extension practice is shown by the t-
test value of 2.166 which implies that the effect of AREP is more than of the error by
over 2 times.
Ho3: Stated that Accounts receivable collection practice has no significant effect on
the growth of SMEs in Kakamega County. However, study findings showed that
Accounts receivable collection practices had coefficients of estimate which was
significant basing on β3 = 0.0179 (p-value = 0.005 which is less than α = 0.05) hence
the research failed to accept the hypothesis and concluded that Accounts receivable
collection practices has a significant effect on growth, there is up to 0.0179 units
increase in the growth of SMEs in Kakamega County. The effect of Accounts
receivable collection practices is stated by the t-test value = 3.568 which clearly
demonstrates that the effect of Accounts receivable collection practices is over 4
times that of the error associated with it.
Ho4: Stated that Accounts receivable risk assessment practice has no significant effect
on the growth of SMEs in Kakamega. However, study findings showed that Accounts
receivable risk assessment practice had coefficients of estimate which was significant
basing on β4 = 0.021 (p-value = 0.000 which is less than α = 0.05) hence research
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failed to accept the hypothesis and concluded that Accounts Receivable Risk
Assessment Practice has a significant effect on the growth of SMEs in Kakamega.
This indicates that for each unit increase in Accounts receivable risk assessment
practices, there is up to 0.021 units increase in the growth of SMEs in Kenya. The
effect of Accounts receivable risk management practices is stated by the t-test value =
2.159 which point out that the effect of Accounts receivable risk assessment practice
is over 2 times that of the error associated with it
Ho5 :Stated that Accounts receivable financing practice has no significant effect on the
growth of SMEs in Kakamega. However, study findings showed that Accounts
receivable financing practice had coefficients of estimate which was significant
basing on β5 = 0.0266 (p-value = 0.007 which is less than α = 0.05) hence research
rejected the hypothesis and concluded that Accounts receivable financing practice has
significant effect on the growth of SMEs in Kakamega. This indicates that for each
unit increase in Accounts receivable financing practices, there is up to 0.03 units
increase in the growth of SMEs in Kakamega. The effect of Accounts receivable
financing practices is stated by the t-test value = 3.323 which point out that the
positive effect on growth of SMEs.
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CHAPTER FIVE
SUMMARY OF FINDINGS, CONCLUSIONS AND

RECOMMENDATIONS
5.1 Introduction
The chapter has presented the summary of the findings, the conclusion and the
recommendation that can help enhance SMEs growth in Kakamega County. Finally,
the suggestion for further research has been given in order to shed light on the key
areas which need more research to be conducted. The purpose of the study was to
establish the relationship between Accounts Receivable Management Practices (ARM
practices) on growth of SMEs in Kakamega County (Central Sub County), Kenya.
The study sought to establish the relationship between Accounts Receivable analysis
practices, Accounts receivable extension practices, Accounts Receivable collection
practices, Accounts Receivable Risk Assessment Practices, Accounts Receivable
Financing Practices and SMEs growth. Financial literacy was the moderating variable.
5.2 Summary of Findings
This section summarizes the findings obtained in chapter four in line with the study
objectives.
5.2.1 Accounts Receivable Analysis Practices
The first objective of the study was to determine the influence of customer analysis
practices on growth of SMEsin Kakamega County, Kenya.Results revealed that the
SME owners practice various Accounts Receivable Analysis Practices. These include;
analyzing customers’ paying history to determine capacity to pay, frequently
analyzing debtors ledger accounts, contacting third parties for
references(creditworthiness), scrutinizing customers’ account to determine his capital
base, analyzing and determine customers’ cash flows financial statement and
evaluating collateral issued.
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The bivariate regression results revealed that there is a positive and significant
relationship between Accounts Receivable Analysis Practices and SMEs growth as
indicated by beta coefficient and so the null hypothesis was rejected and the
alternative was accepted. This implies that an increase in ARAP would results to
increase in SMEs growth.
The multivariate regression analysis revealed that there is a positive and significant
relationship between customer analysis practices and SMEs growth.
5.2.2 Accounts Receivable Extension Practices
The second objective of the study was to establish the influence of Accounts
Receivable Extensions Practice son growth of SMEsin Kakamega County;
Kenya.Results revealed that the SME owners practice various ARAP. These practices
include; developed a written plan(showing credit terms), formalizing credit processes
(documentation of agreement), use third party provided intelligence, granting credit
only when amount is guaranteed, extending credit to regular customers who have had
good records and using portfolio strategy to segment categories of customers.
relationship between Accounts Receivable Extensions Practices and SMEs growth
which depicts that we reject the null hypothesis and accept the alternative. This
implies that an increase in Accounts Receivable extension practices would results to
increase in SMEs growth
relationship between Accounts Receivable Extensions Practices and SMEs Hence, an
increase in Accounts Receivable Extension Practices would results to increase in
SMEs growth.
5.2.3 Accounts Receivable Collection Practices
The third objective of the study was toexamine the influence of credit collection
practices on growth of SMEsin Kakamega County, Kenya.Results revealed that the
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SME owners practice various AR collection practices. These practices include;
defining the credit collection policy, invoicing promptly and sending statements
regularly, contacting overdue accounts more frequently, setting collection timelines,
using ageing sheet and making constant follow up, calling customers prior to due
date, keeping accurate and timely records and using average collection period
technique. Results also revealed that the SME owners did not visit their customer as
well as use collection agencies.
relationship between AR collection practices and SMEs growth depicts that we reject
the null hypothesis and accept the alternative. This implies that an increase in AR
collection would results to increase in SMEs growth.
The multivariate regression analysis revealed that is a positive and significant

relationship between AR collection practices and SMEs growth. Thus, an increase in
Accounts Receivable Collection Practices would results to increase in SMEs growth
5.2.4 Accounts Receivable Risk Assessment Practices
The fourth objective of the study was toassess the influence of Accounts Receivable
Risk Assessment Practices on growth of SMEsin Kakamega County, Kenya.Results
revealed that the SME owners practice various Accounts Receivable Risk Assessment
Practices. These practices include; using internal rating systems, expert system, credit
scoring models Results also revealed that the SME owners did not use expert systems
as well as credit scoring models.
The bivariate regression results revealed that that there is a positive and significant
relationship between credit risk assessment practices and SMEs depicts that we reject
the null hypothesis and accept the alternative. This implies that an increase in
Accounts Receivable risk assessment practices would results to increase in SMEs
growth by 0.277 units.
relationship between credit risk assessment practices and SMEs growth. This implies
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that an increase in Accounts Receivable risk assessment practices would results to
increase in SMEs growth.
5.2.5 Financing of Accounts Receivable Practices
The fifth objective of the study was to determine the influence of financing practices
on growth of SMEsin Kakamega County; Kenya.Results revealed that the SME
owners practice various financing practices. These practices include;
discounting/selling overdue invoices regularly, using accounts receivable as collateral
for a loan, securitizing accounts receivables and factoring accounts receivables.
relationship between financing practices and SMEs growth which depicts that we
reject the null hypothesis and accept the alternative. This implies that an increase in
financing practices would results to increase in SMEs growth.. The multivariate
regression analysis revealed that financing practices had positive relationship with
SMEs growth. This implies that financing practices did have effect on the overall
growth of SMEs as funds tied up are unlocked through this practices.
5.2.6 Financial Literacy
The sixth objective of the study was to establish the moderating effect of financial
literacy on the relationship between ARM practices and growth of SMEsin Kakamega
County, Kenya. Results revealed that the SME owners were informed about various
aspects of finances such as using credit monitoring methods, computing discounts and
using credit collection methods. However, results revealed that the SME owners who
were more financially literate were able to manage their accounts receivables.
5.3 Conclusion
Based on the findings the study concluded that Accounts Receivable analysis
practices influence the growth of SMEs in Kakamega County, Kenya. This can be
114
explained by the bivariate and multivariate regression results which revealed that the
influence was positive and significant.
The study concluded that Accounts Receivable Extension Practices influence the
growth of SMEs in Kakamega County, Kenya. This can be explained by the bivariate
and multivariate regression results which revealed that the influence was positive and
significant.
5.3.3 AR Collection Practices
The study concluded that Accounts Receivable Collection Practices influence the
growth of SMEs in Kakamega County, Kenya. This can be explained by the bivariate
and multivariate regression results which revealed that the influence was positive and
significant.
The study concluded that Accounts Receivable Risk Assessment Practices influence
the growth of SMEs in Kakamega County, Kenya. This can be explained by the
bivariate and multivariate regression results which revealed that the influence was
positive and significant
5.3.5 Accounts Receivable Financing Practices
The study concluded that Accounts Receivable Financing Practices influence the
growth of SMEs in Kakamega County, Kenya individually without inclusion of other
factors. This can be explained by the bivariate regression which revealed that the
influence was positive and significant.
5.3.6 Moderating effect of Financial Literacy
Based on the study results, the study concluded that financial literacy moderates the
relationship between ARM practices and growth of SMEsin Kakamega County,
115
Kenya. This can be supported by the regression results which revealed a positive and
significant moderating effect. The magnitude of the effect was significant and
illustrated that the interactive factor increased the way Accounts Receivable
management Practices affected growth of SMEs. It can be concluded that when SMEs
empower their employees with more knowledge in ARMP the SMEs would be
successful.
5.4 Recommendations
The study recommendations are in line with the objectives, findings and conclusions
of the study.
As evidenced by the study findings, customer analysis practices play a key role in the
growth of SMEs in Kakamega County, Kenya. Thus, it is imperative that SMEs
owners should continue in the practice of customer analysis practice for consistent
growth. Additionally, the SMEs owners should endeavour to use other AR analysis
practices that are not outlined in this study.
Based on the study findings, credit extension practices play a key role in the growth of
SMEs in Kakamega County, Kenya. The study therefore recommends that SMEs
owners should continue in the practice of AR extension practice for consistent
growth. Additionally, the SMEs owners should endeavour to use other AR extension
practices that are not outlined in this study.
5.4.3 Accounts Receivable Collection Practices
As evidenced by the study findings, credit collection practices play a key role in the
growth of SMEs in Kakamega County, Kenya. Thus, it is imperative that SMEs
owners should continue in the practice of Accounts Receivable Collection Practice for
consistent growth. Additionally, the SMEs owners should endeavour to use other
credit collection practices that are not outlined in this study.
116
The study findings reveal that Accounts Receivable Risk Assessment Practices play a
key role in the growth of SMEs in Kakamega County, Kenya. The study therefore
recommends that SMEs owners should continue in the practice of AR Risk
Assessment Practice for consistent growth. Additionally, the SMEs owners should
endeavour to use other Accounts Receivable Risk Assessment Practices that are not
outlined in this study.
5.4.5 Accounts Receivable Financing Practices
The study findings reveal that AR financing practices play a key role in the growth of
SMEs in Kakamega County, Kenya. The study therefore recommends that SMEs
owners should continue in the practice of AR financing practice for consistent growth.
Additionally, the SMEs owners should endeavour to use financing practices to unlock
the tied funds in Accounts Receivables.
5.4.6 Financial Literacy
Accruing form the study findings, financial literacy moderates the relationship
between ARM practices and growth of SMEsin Kakamega County, Kenya. The study
recommends that financial institutions within Kakamega County should endeavor to
educate SME owners about the ARM practices. This would result to economic growth
within the county which would also impact them positively. The study also
recommends that SMEs owners should take the initiative to be financial literate. This
would help to speed the growth of their businesses. Government should encourage
entrepreneurs to learn about Accounts Receivable Management Practices, SMEs
growth translates to economic growth for the entire Nation which will mean reduction
in poverty levels. SMEs would be able to sustain themselves.
5.5 Areas of Further Research
The study recommends that a similar study should be conducted in the mid-sized
enterprises within Kakamega County for comparison purposes. The study also
117
recommends that a study seeking to establish other ARM practices that affect SMEs
growth should be conducted. This would help to give insight to SMEs and other
organizations on other kinds of ARM practices they can use in their businesses. As a
result, this would translate to better performance. The study also recommends that a
similar study should be conducted in a different County. This would assist to establish
whether SMEs across different counties use the same ARM practices and whether the
impact of these practices is different. Further, the study recommends that a study
seeking to establish the direct effect of financial literacy should be conducted. This
would help to determine whether the direct effect differs from the moderating effect.
118
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APPENDICES
Appendix 1: Researcher’s Letter of Introduction
Dear Participant/Respondent,
I am a post graduate student in Jomo Kenyatta University pursuing Doctor of

Philosophy degree in Business Administration. I wish to request you to participate in
my study. The title of my research is “Relationship between Accounts Receivable
Management Practices on growth of SMEs in Kakamega County (Central Sub
County), Kenya The purpose of this study is to establish whether receivable
management practices affect growth of SMEs. The results of the study will help
SMEs formulate ways of enabling SMEs increase their finance and growth prospects.
You are requested to provide honest and accurate responses to the Questionnaires and
interview schedule. You are free to participate/not to participate or seek for any
clarification during the study. Thank you very much for accepting to participate in this
study
Researchers name…… ………………………………………….
Student number…… ……………………………………………
Contact phone numbers …………………
Signature………………………………………………………………
131
Appendix 2: Interview Schedule
1. Does credit analysis practice affect growth of SME in Kenya?
Yes[ ] No[ ] please, Explain
………………………………………………………………………………………
2. Does the extension of credit practice on trade receivables influence growth of

SMEs in Kenya? Yes [ ] No [ ] Explain
………………………………………………………………………………………
…………………………………………………………………………………
3. Does Credit collection practice affect growth of SMEs in Kenya?
………………………………………………………………………………………
………………………………………………………………………………………
4. Doses the credit risk assessment practice used affect growth of SMEs in
Kenya?
…………………………………………………………………………………
…………………………………………………………………………………
5. Does financing of accounts receivables practice influences growth of SMEs?
Yes [ ] No[ ] please, Explain your
………………………………………………………………………………………
132
………………………………………………………………
6. Does the level of financial literacy on the affect the relationship between RM
practices and growth of SMEs? Yes[ ] No[ ] please, Explain your
………………………………………………………………………………….
133
Appendix3: Questionnaire
Questionnaire to illicit views on the receivable management practices and growth of

SMEs within Kakamega Central Sub-County
Part A: Business Demographics
Part A: Entrepreneurs’ background Information
1. Gender of the respondent:
Male [ ] Female [ ]
2. How many years have you worked in this firm---------------------------

3. Highest level of education attained:
4. None [ ] Primary [ ] Secondary [ ] Graduate [ ] Post Graduate [ ]
others (specify) _____________________________________________
5. What is your job title? ______________________________________
6. Which sector does your organization fall?
Retail [ ] Health and Beauty [ ]
Construction [ ] Agriculture [ ]
Manufacturing [ ] Hospitality [ ]
Transport [ ] Service [ ]
Others, specify _______________________________________________
7. Business Ownership: Sole trader [ ] Partnership [ ] Family trust [ ] public
Enterprise [ ] other specify......................................
8. How long has the business been in operation since inception...........................
134
PART B: RECEIVABLE MANAGEMENT PRACTICES
9. To what extent do you agree that the following Credit analysis practices and
approval practices are adopted by your firm? (Tick as appropriate)
AR analysis practices that are Never Annually Semi-annually Monthly Always

adopted by the
SME
How often do you analyze
customers’ paying history to
determine capacity to pay
How often do analyze debtors
ledger accounts
How often do you contact third
parties for
references(creditworthiness)
How often do you scrutinizes
customers’ account to
determine his capital base
How often do you analyze and
determine Customers cash flows
financial statement.
How often do make a follow up
on collateral issued
135
10. To what extent do you agree that the following credit extension/granting
practices has your firm adopted? (Tick as appropriate)
AR extension practices Never Annually Semi-annually Monthly Always

that are adopted by
theSME
How often do you review
written plan(showing credit
terms)
How often do you Use
formalized credit
processes(documentation of
agreement)
How often do you use third
party provided intelligence
How often do you review
data of regular customers
who have had good records?
How often do use portfolio
strategy to segment
categories of customers
136
11. To what extent do you agree that your firm adopts the following Accounts
Receivable Collection practices?
ARcollectionpractices Never Annually Semi-annually Monthly Always

that are adopted by
the SME
How often do you refer
to a defined credit
collection policy?
How often do you
Invoice and send
statement?
Do you Contact
overdueaccounts
holders?
How often do you
review collection
timelines?
How often do you use
ageing sheet and make
constant follow up?
How often do you call
customers prior to due
date?
How often do you use
collection agencies?
Do you use average
collection period
technique
137
12. To what extent do you agree that your firm adopts the following credit risk
assessment practices?
AR risk assessment Never Annually Semi-annually Monthly Always

practices that are
adopted by
the SME
How often do you make
use of Expert Systems?
use of Credit Scoring
Models?
use of Internal Rating
Systems?
13. To what extent do you agree that your firm adopts the following Accounts
receivable financing practices?
Accounts Never Annually Semi-annually Monthly Always

receivablefinancing
practices that are
adopted by the SME
How often do you
Discounting/selling
overdue invoices?
Do you often use of
accounts receivable as
collateral for a loan ?
Do you Securitize
accounts receivables
How often do contact
Factoring firms to factor
accounts receivables
138
PART D: Financial Literacy
14. On a scale of 1 to 5 rate your overall understanding of the subject matter and
how comfortable are you making decisions about these items
Level of financial Very low Low Average High Very High

literacy
1. Financing of
receivable options
available
2. Credit monitoring
methods
3. Computations of
discounts
4. computation of
financial ratios
5. AR analysis
methods
6. AR collection
methods
139
PART E: GROWTH MEASURE
15. What is your opinion on the following statements on how Accounts receivable
management practices have affected profitability growth?
Statement Strongly Disagree Undecided Agree Strongly

disagree agree
Sales have increased
over the last three years
The total current asset
represented by
accounts receivable has
gone down
The business
percentage of bad and
delinquent debts is less
than 10% of sales
The business has been
able to generate profits
for the last three years
The total current asset
represented by accounts
receivable has gone
down
Fees paid to collection
agencies has reduced
140
17 How would you rate your level of knowledge of the ARM PRACTICES?
a Know and practice

b Know but do not practice
c No knowledge
141
Appendix 4: Map of Kakamega
142
Appendix 5: Research Permit
143

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RELATIONSHIP BETWEEN ACCOUNTS

RECEIVABLE MANAGEMENT PRACTICES AND

MARY NELIMA LYANI

JOMO KENYATTA UNIVERSITY OF

AGRICULTURE AND TECHNOLOGY

Mary Nelima Lyani

A Thesis Submitted in Partial Fulfillment for the Degree of Doctor

Signature ………………………………………. . Date ……………………………

Mary Nelima Lyani

Signature ………………………………………. . Date ……………………………

Prof. G. S. Namusonge, PhD

Signature ………………………………………. . Date ……………………………

Prof. M. Sakwa, PhD

DEDICATION ...................................................................................................... iii

TABLE OF CONTENTS ........................................................................................ v

LIST OF TABLES ............................................................................................... xiv

LIST OF FIGURES ............................................................................................. xvi

LIST OF APPENDICES..................................................................................... xvii

ACRONYMS AND ABBREVIATIONS ........................................................... xviii

DEFINITION OF TERMS .................................................................................. xix

ABSTRACT ......................................................................................................... xxi

CHAPTER ONE ..................................................................................................... 1

1.1 Background of the Study ..................................................................................... 1

1.1.1. Global Perspective of Accounts Receivable Management. ............................... 1

1.1.2 Kenyan Perspective of Accounts Receivable Management ............................... 3

1.1.3 SME Perspective of Accounts Receivable Management. .................................. 4

1.1.4 Accounts Receivable Management Practices .................................................... 5

1.2Statement of Problem ......................................................................................... 10

1.3 Objectives of the study ...................................................................................... 12

1.3.1 General Objective .......................................................................................... 12

1.3.2Specific Objectives ......................................................................................... 12

1.4. Research Questions .......................................................................................... 13

1.5 Research Hypotheses ........................................................................................ 13

1.6 Justification of the Study ................................................................................... 14

1.6.1 Investors ........................................................................................................ 14

1.6.2Policy Makers ................................................................................................. 14

1.6.3 Research Institutions ...................................................................................... 15

1.7 Scope of the Study ............................................................................................ 15

1.8 Limitations and Delimitations ........................................................................... 15

CHAPTER TWO .................................................................................................. 16

LITERATURE REVIEW ..................................................................................... 16

2.1 Introduction ...................................................................................................... 16

2.2 Theoretical Framework ..................................................................................... 16

2.2.1 Theories on Receivables Management Practices and Growth.......................... 17

2.3Conceptual Framework ...................................................................................... 20

2.4.1 Accounts Receivable Management Practices .................................................. 22

2.4.1.1 Accounts Receivable Analysis Practices ...................................................... 23

2.4.1.2 Accounts Receivable Extension Practices .................................................... 26

2.4.1.3Accounts Receivable Collection Practices .................................................... 27

2.4.1.4Accounts Receivable Risk Assessment Practices .......................................... 30

2.4.1.5 Accounts Receivable Financing Practices .................................................... 34

2.4.1.6 Financial Literacy........................................................................................ 36

2.4.1.7 Growth ........................................................................................................ 37

2.4.2 Relationship between Receivable Management Practices and Growth ............ 39

2.5 Research Gaps .................................................................................................. 40

2.6 Summary .......................................................................................................... 43

CHAPTER THREE .............................................................................................. 45

RESEARCH METHODOLOGY ......................................................................... 45

3.1 Introduction ...................................................................................................... 45

3.2 Research Design ............................................................................................... 45