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Harriman House The Trust Mandate: The behavioural science behind how asset managers REALLY win and keep clients

Name: The Trust Mandate: The behavioural science behind how asset managers REALLY win and keep clients
Brand: Harriman House
Price: 51.0 GBP
Availability: InStock

Applied Psychology

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Description

This groundbreaking new book answers an essential question: why is it that a fund client selects, or an investment consultant recommends, one asset manager over another when the two are, on paper at least, very similar? Also, why is it that some asset managers maintain their mandates during difficult periods in the cycle and others don't, even though their performances are identical? Authors Herman Brodie and Klaus Harnack investigated the drivers of these selection decisions and uncovered that so-called 'soft' factors play the primary role – even more so for consultants than for end-clients. They also discovered that these soft factors are essentially the means clients use to judge an asset manager's benevolent intentions, one of the two dimensions of the universal human evaluation more commonly known as trust. Backed by compelling data and research from multiple disciplines, The Trust Mandate breaks open the science of trust for asset managers, revealing the systematic steps clients take in their search for evidence of good intentions – the essential, but often missing, component in business relationships. It also shows how trusted managers are able to win more clients, keep them longer, merit good recommendations, allowed to take more risks, and justify higher fees. The clients of trusted managers enjoy reduced anxiety, earn higher long-run returns, and avoid costly and pointless transitions from firm to firm. So high-trust relationships are a genuine win-win situation. Yet the task of initiating and nurturing them falls squarely on the service provider. Asset managers must learn to convey their good intentions. The Trust Mandate shows why – and how – in unprecedented detail.

Key Features

The Trust Mandate: The Behavioural Science Behind How Asset Managers Really Win And Keep Clients

Product Type: Abis Book

Brand: Harriman House

Product Specifications

Brand: Harriman House
Format: hardcover
ASIN: 085719643X
Category: Books > Subjects > Health, Family & Lifestyle > Psychology & Psychiatry > Applied Psychology
Domain: Amazon UK
Release Date: 09 April 2018
Listed Since: 22 January 2018

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Harriman House The Trust Mandate: The behavioural science behind how asset managers REALLY win and keep clients

This is the most expensive it has ever been. Walk away.

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