La recommandation des fonds ISR. Une étude empirique sur les conseillers clients bancaires français

Marco Heimann and Sébastien Pouget

Revue française de gestion, 2013, vol. N° 236, issue 7, 149-162

Abstract: The article examines three variables (characteristics of the fund, personal values of advisers, customer request) influencing the recommendations of SRI funds by retail bank advisers. The ESG approach a fund uses, and SRI labelling both influence recommendations. Factors related to the personality of the adviser, and client requests also play a role, but to a lesser extent. Results highlight the utility of highlighting certain characteristics of the funds, to promote SRI funds.

Date: 2013
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