Herman Brodie

(Author)

The Trust Mandate: The Behavioural Science Behind How Asset Managers Really Win and Keep ClientsPaperback, 7 May 2019

The Trust Mandate: The Behavioural Science Behind How Asset Managers Really Win and Keep Clients
Qty
1
Turbo
Ships in 2 - 3 days
In Stock
Free Delivery
Cash on Delivery
15 Days
Free Returns
Secure Checkout
Buy More, Save More
Print Length
240 pages
Language
English
Publisher
Harriman House
Date Published
7 May 2019
ISBN-10
0857197622
ISBN-13
9780857197627

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.

Product Details

Authors:
Herman BrodieKlaus Harnack
Book Format:
Paperback
Country of Origin:
US
Date Published:
7 May 2019
Dimensions:
23.39 x 15.6 x 1.3 cm
ISBN-10:
0857197622
ISBN-13:
9780857197627
Language:
English
Pages:
240
Publisher:
Weight:
340.19 gm

Related Categories


Need Help?
+971 6 731 0280
support@gzb.ae

About UsContact UsPayment MethodsFAQsShipping PolicyRefund and ReturnTerms of UsePrivacy PolicyCookie Notice

VisaMastercardCash on Delivery

© 2024 White Lion General Trading LLC. All rights reserved.