Individual Investors' Needs and the Investment Professional: Lessons from Marketing

Journal of Investment Consulting, Vol. 8, No. 2, pp. 80-91, 2007

16 Pages Posted: 25 Oct 2006 Last revised: 26 Aug 2011

See all articles by Arvid O. I. Hoffmann

Arvid O. I. Hoffmann

University of Adelaide - Business School

Multiple version iconThere are 2 versions of this paper

Date Written: February 9, 2011

Abstract

The behavioral finance literature argued that investors may care about more than risk and returns. Investing may offer value-expressive benefits like status and social responsibility besides utilitarian benefits like low risk in combination with high returns. Tastes differ and different investors like stocks for different reasons as they try to satisfy different needs with their investments. We have performed an empirical study on the different needs investors aim to satisfy by investing. Our investment survey made a fine-grained distinction between these different needs and showed important differences for male and female, old and young investors, and investors with a high level of investment-related knowledge and experience and investors with a low level of investment-related knowledge and experience.

Keywords: behavioral finance, investors' needs, investment consultants, investment professionals, marketing

JEL Classification: A1, D81, G1

Suggested Citation

Hoffmann, Arvid O. I., Individual Investors' Needs and the Investment Professional: Lessons from Marketing (February 9, 2011). Journal of Investment Consulting, Vol. 8, No. 2, pp. 80-91, 2007. Available at SSRN: https://ssrn.com/abstract=939987

Arvid O. I. Hoffmann (Contact Author)

University of Adelaide - Business School ( email )

10 Pulteney Street
Adelaide, South Australia 5005
Australia

Register to save articles to
your library

Register

Paper statistics

Downloads
451
rank
58,968
Abstract Views
3,077
PlumX Metrics