Journal of
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Archive » January 2019 » Investors’ competence and financial advisors: the potential synergies

Investors’ competence and financial advisors: the potential synergies

Nadia Linciano, Monica Gentile, Paola Soccorso
January 2019 - n. 1
Keywords: Investitori, famiglie, consulenti finanziari
Jel codes: D11, D14, I 22

There are many reasons to identify the financial advisor as an important educational channel which can: stimulate virtuous attitudes to planning, savings and financial control; literate customers and, where possible, to deepen more sophisticated concepts about financial products and markets; orientate towards behavioral profiles and against potentially destabilizing psychological traps. The advisor educational potential is hindered by both limited propensity of Italian investors to rely on an expert and the critical and informative dystonia that seem to characterize the communication between advisors and customers. Trust, technological and empathic skills seem to be the levers to be activated for an active relationship and effective communication with the customers.

 

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