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Property Rights to Client Relationships and Financial Advisor Incentives

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  • CHRISTOPHER P. CLIFFORD
  • WILLIAM C. GERKEN

Abstract

We study the effect of a change in property rights on employee behavior in the financial advice industry. Our identification comes from staggered firm‐level entry into the Protocol for Broker Recruiting, which waived nonsolicitation clauses for advisor transitions among member firms, effectively transferring ownership of client relationships from the firm to the advisor. After the shock, advisors appear to tend to client relationships more by investing in client‐facing industry licenses, shifting to fee‐based advising, and reducing customer complaints. Our findings support property rights based investment theories of the firm and document offsetting costs to restricting labor mobility.

Suggested Citation

  • Christopher P. Clifford & William C. Gerken, 2021. "Property Rights to Client Relationships and Financial Advisor Incentives," Journal of Finance, American Finance Association, vol. 76(5), pages 2409-2445, October.
    • Handle: RePEc:bla:jfinan:v:76:y:2021:i:5:p:2409-2445
    DOI: 10.1111/jofi.13058
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    References listed on IDEAS

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    1. Stephen G. Dimmock & William C. Gerken & Tyson Van Alfen, 2021. "Real Estate Shocks and Financial Advisor Misconduct," Journal of Finance, American Finance Association, vol. 76(6), pages 3309-3346, December.
    2. Petya Platikanova, 2023. "The Real Effects of Analyst Research Quality: Evidence from the Adoption of the Broker Protocol," Australian Accounting Review, CPA Australia, vol. 33(3), pages 237-261, September.

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