Financial planner credibility: the importance of being understood
Within the context of a financial planner offering advice to a client, this study examines the effect of the use of technical language on advice understandability and client perceptions of credibility (i.e., trustworthiness, expertise and likeability). The responses of 185 participants, randomly assigned to view one out of two videotapes (one tape low in the use of technical financial terms, the other high), were analysed. The results indicate that the overuse of technical language in a lay client consultation reduces a client's understanding of the advice offered by the financial planner. The results also show that lower advice understandability negatively affects the client's perceptions of the financial planner's credibility and the client's intention to seek the planner's advice.
If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Volume (Year): 1 (2006)
Issue (Month): 4 ()
|Contact details of provider:|| Web page: http://www.inderscience.com/browse/index.php?journalID=76|
When requesting a correction, please mention this item's handle: RePEc:ids:ijfsmg:v:1:y:2006:i:4:p:438-449. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Graham Langley)
If references are entirely missing, you can add them using this form.