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

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  • Marco Heimann
  • Sébastien Pouget

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.

Suggested Citation

  • Marco Heimann & Sébastien Pouget, 2013. "La recommandation des fonds ISR. Une étude empirique sur les conseillers clients bancaires français," Revue française de gestion, Lavoisier, vol. 0(7), pages 149-162.
    • Handle: RePEc:cai:rfglav:rfg_236_0149
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