Christiansen,
T. & DeVaney, S. A. (1998). Antecedents of trust and commitment in
the financial planner-client relationship. Financial Counseling and
Planning, 9(2), 1-10.
Antecedents Of Trust And Commitment
In The Financial Planner-Client Relationship
Tim Christiansen(1)
and
Sharon A. DeVaney(2)
Financial planners must
establish and nurture relationships with their clients, yet there has been
little empirical work examining factors that contribute to the development
of successful relationships. The current research utilizes a framework
from the marketing relationship literature to examine the effect of five
factors on the level of trust and commitment a client has to a planner.
Data were collected from current clients of a planner and examined through
path analysis. The research found that communication plays a key role in
determining the level of trust, and subsequently trust is the key variable
related to commitment.
Key words: Financial
planners, Marketing relationships, Social Exchange Theory
1. Tim Christiansen,
Assistant Professor, Department of Consumer Sciences & Retailing, 1262
Matthews Hall, Purdue University, West Lafayette, IN 47907-1262. Phone:
(765) 494-8299 Fax: (765) 494-0869. E-mail: txchris@purdue.edu
2. Sharon A. DeVaney,
Assistant Professor, Department of Consumer Sciences & Retailing, 1262
Matthews Hall, Purdue University, West Lafayette, IN 47907-1262. Phone:
(765) 494-8300. E-mail: sdevaney@purdue.edu.