The role of gender in sales behaviour: Evidence from institutional financial brokerage

Raul Riefler, Onur Kemal Tosun and Ylva Baeckström

Finance Research Letters, 2023, vol. 55, issue PA

Abstract: We study the role of gender in sales behaviour using 336,401 daily institutional broker transactions over two years. Female brokers appear more efficient at generating revenue than males. Their more cautious sales behaviour sees them execute fewer transactions and sell lower risk financial products to more conservative clients. Directionally supportive of literature that records higher confidence levels, trading frequency and risk taking among males, we show how female brokers contribute to more diversified and successful sales behaviour. Our findings are relevant to gender unequal financial services industry and other quantitative domains that tend to overvalue male relative to female skills.

Keywords: Gender differences; Financial brokers; Sales performance; Sales behaviour (search for similar items in EconPapers)
JEL-codes: G23 G41 J16 (search for similar items in EconPapers)
Date: 2023
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:finlet:v:55:y:2023:i:pa:s1544612323002866

DOI: 10.1016/j.frl.2023.103914

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