In the increasingly complex international private banking system, intermediaries are often used to connect client and service provider for investment and advisory services. In the creation of offshore trusts, for example, intermediaries are often used to identify and screen the foreign...

Examines factors that predict the successful sale of financial services to affluent investors. Reports on a study in which data were collected using a new set of scales that measure traits, selling strategies, and compliance‐gaining tactics. Results suggest that these tactics, called...

Probes affluent investor mutual fund investment decisions. Develops several different investor profiles from data on approximately 300 affluent investors. These investor types differ in sources of information regarding mutual fund investments, particularly the use of financial advisers, and in...