Vol 7, No 2 (2019)

Impact of Family Constellation upon the Financial Advisor-Client Dyad: A Conceptualization

David R. Rink


Client retention is crucial to a company’s survival in the financial services industry. A major determinant of retention is a customer’s satisfaction with financial services provided by the firm. A critical component of an investor’s service experience is the financial advisor. Therefore, determining which advisor to assign to a new client will have a significant impact upon whether the financial advisor-customer relationship is mutually beneficial. Social and behavioral scientists have extensively researched the effect of participants’ personalities-similar and dissimilar-upon inter-relationships. While many marketing studies have been performed in this area, most have focused on the similarity of members’ demographics and personalities. This paper presents a composite variable that identifies the major factors of successful dyads. It also allows more detailed evaluation of the financial advisor-client interaction. The variable is called “family constellation”, which includes birth order, gender, spacing of children, and family size. A model incorporating both similarity and dissimilarity of dyadic participants’ personalities is discussed, and conceptually extended. Potentially successful and unsuccessful financial advisor-client relationships are highlighted. Limitations and implications are presented.

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Financial Services; Financial Advisor-Client Dyad; Family Constellation; Birth Order; Similarity/Dissimilarity of Dyadic Members.

Publication information

Volume 7, Issue 2
Year of Publication: 2019
ISSN: 1857 - 8721
Publisher: EDNOTERA

How to cite

Rink, D.R.: Impact of Family Constellation upon the Financial Advisor-Client Dyad: A Conceptualization. Journal of Applied Economics and Business, Vol 7, No. 2, 54-81. (2019)