Financial advice and bank profits

Ruenzi, Stefan ; Hoechle, Daniel ; Schaub, Nic ; Schmid, Markus

Document Type: Conference presentation
Year of publication: 2017
Conference title: WU Gutmann Center Symposium 2017
Location of the conference venue: Wien, Austria
Date of the conference: 19.06.2017
Publication language: English
Institution: Business School > Internat. Finanzierung (Ruenzi)
Subject: 330 Economics
Abstract: We use a unique data set from a large retail bank containing internal managerial accounting data on revenues and costs per client to analyze how banks and their financial advisors generate profits with customers. We find that advised transactions are associated with higher profits than independently executed trades of the same client. The bank’s own mutual funds and structured products are most profitable for the bank, and profits increase with trade size. We show that advisors recommend exactly those transactions. Furthermore, we find that advised clients achieve a worse performance than independent clients, suggesting that advisors put their employer’s interest first.

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