Collectors’ motives in the context of wealth management

Eric Le Fur
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Eric Le Fur: Larefi - Laboratoire d'analyse et de recherche en économie et finance internationales - UB - Université de Bordeaux

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Abstract: In this article, we analyse the motives of collectors in the context of wealth management. Using 1185 questionnaires completed by persons liable to real estate wealth tax, we try to answer several questions: Who collects? Why do they collect? What do they collect? And how do they collect? We suggest several reasons: pleasure, potential for financial gain and friendly and family social relationships. Collectors make a clear distinction between their professional and private lives. Knowledge of these motives enables wealth managers to offer advice, wealth packages and products that are more in line with their clients' expectations.

Keywords: Behavioral finance; Collection; Collectors; Motives; Wealth management (search for similar items in EconPapers)
Date: 2021-04-20
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Citations: View citations in EconPapers (2)

Published in Journal of Asset Management, 2021, 22 (5), pp.326-337. ⟨10.1057/s41260-021-00221-5⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-03867970

DOI: 10.1057/s41260-021-00221-5

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