Citation
Nukala, Vasudha. (2025). Buy Now, Pay Later and Purchase-level Underwriting .
Copyright
2025
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Abstract
This paper examines the value and impact of using purchase-level information, specific ally its role in alleviating information asymmetry in credit markets. Using a proprietary lending dataset from a firm operating in the BNPL industry, I evaluate the underwriting practices of the lender and document three findings – i) lender’s internal score predicts the likelihood of a loan defaulting with18% greater accuracy than traditional credit score, ii) lender’s internal score incorporates purchase level information, and iii) lender prices a significant portion of loans using purchase-level information. I find that a model that includes purchase-level information can lend 33 percentage points more, increasing financial inclusion without having a negative effect on the default rate. Similarly, a model that includes purchase-level information can achieve 3 percentage points lower default rate, thus increasing efficiency in this market. Leveraging a randomized experiment conducted by the lender and discontinuity in lender pricing, I find that a 10percentage point increase in offered interest rate decreases applicant take-up by 14.25 percentage points with no significant impact on the loan performance.
Vasudha Nukala is an Assistant Professor of Finance at the Indian School of Business (ISB). Her research focuses on how external forces such as policy shocks or technological developments disrupt the financial processes. In particular, she studies the impact of these forces on lending to both firms and households.
Professor Nukala holds a PhD from the Olin Business School at Washington University in St. Louis. She also holds a B.E. (Hons) in Electronics and Instrumentation and an M.Sc. (Hons) in Economics from BITS Pilani, as well as an MS in Finance from the Simon Business School, University of Rochester.

Vasudha Nukala