ENHANCING CUSTOMERS’ ESG INVESTMENTS: KEY FACTORS SHAPING FINANCIAL ADVISORS’ RECOMMENDATIONS
This research explores the factors that shape financial advisors’ intentions to recommend Environmental, Social, and Governance (ESG) financial products to their clients. To address this, a survey was conducted among financial advisors from a leading European bank. The study draws on Ajzen’s [(1985)...
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| Format: | Article |
| Language: | English |
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World Scientific Publishing
2025-06-01
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| Series: | Journal of Financial Management, Markets and Institutions |
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| Online Access: | https://www.worldscientific.com/doi/10.1142/S2282717X25500021 |
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| author | PAOLA BONGINI DORIANA CUCINELLI MONICA ROSSOLINI |
| author_facet | PAOLA BONGINI DORIANA CUCINELLI MONICA ROSSOLINI |
| author_sort | PAOLA BONGINI |
| collection | DOAJ |
| description | This research explores the factors that shape financial advisors’ intentions to recommend Environmental, Social, and Governance (ESG) financial products to their clients. To address this, a survey was conducted among financial advisors from a leading European bank. The study draws on Ajzen’s [(1985) From intentions to actions: A theory of planned behavior. In: Action Control, 11–39. Berlin, Heidelberg: Springer], augmenting its core constructs with additional variables that act as proxies for ESG-related themes. The findings reveal that, alongside factors such as prior experience, perceived behavioral control, and subjective norms, advisors’ self-assessed knowledge of ESG investments significantly boost their willingness to propose ESG products to their clients. These results highlight the critical role of enhancing advisors’ ESG expertise to encourage broader adoption of ESG financial instruments. This study adds to the ongoing discussion about the pivotal influence of financial advisors in promoting ESG investment strategies. |
| format | Article |
| id | doaj-art-ced2cfbd40af4950aec1ed618930e2dc |
| institution | Kabale University |
| issn | 2282-717X |
| language | English |
| publishDate | 2025-06-01 |
| publisher | World Scientific Publishing |
| record_format | Article |
| series | Journal of Financial Management, Markets and Institutions |
| spelling | doaj-art-ced2cfbd40af4950aec1ed618930e2dc2025-08-20T03:51:19ZengWorld Scientific PublishingJournal of Financial Management, Markets and Institutions2282-717X2025-06-01130110.1142/S2282717X25500021ENHANCING CUSTOMERS’ ESG INVESTMENTS: KEY FACTORS SHAPING FINANCIAL ADVISORS’ RECOMMENDATIONSPAOLA BONGINI0DORIANA CUCINELLI1MONICA ROSSOLINI2Department of Business and Law, University of Milano-Bicocca, Milan, ItalyDepartment of Economics and Management, University of Parma, Parma, ItalyDepartment of Business and Law, University of Milano-Bicocca, Milan, ItalyThis research explores the factors that shape financial advisors’ intentions to recommend Environmental, Social, and Governance (ESG) financial products to their clients. To address this, a survey was conducted among financial advisors from a leading European bank. The study draws on Ajzen’s [(1985) From intentions to actions: A theory of planned behavior. In: Action Control, 11–39. Berlin, Heidelberg: Springer], augmenting its core constructs with additional variables that act as proxies for ESG-related themes. The findings reveal that, alongside factors such as prior experience, perceived behavioral control, and subjective norms, advisors’ self-assessed knowledge of ESG investments significantly boost their willingness to propose ESG products to their clients. These results highlight the critical role of enhancing advisors’ ESG expertise to encourage broader adoption of ESG financial instruments. This study adds to the ongoing discussion about the pivotal influence of financial advisors in promoting ESG investment strategies.https://www.worldscientific.com/doi/10.1142/S2282717X25500021ESG investmentstheory of planned behaviorfinancial adviserssustainable financeinvestment decisionsprivate investors |
| spellingShingle | PAOLA BONGINI DORIANA CUCINELLI MONICA ROSSOLINI ENHANCING CUSTOMERS’ ESG INVESTMENTS: KEY FACTORS SHAPING FINANCIAL ADVISORS’ RECOMMENDATIONS Journal of Financial Management, Markets and Institutions ESG investments theory of planned behavior financial advisers sustainable finance investment decisions private investors |
| title | ENHANCING CUSTOMERS’ ESG INVESTMENTS: KEY FACTORS SHAPING FINANCIAL ADVISORS’ RECOMMENDATIONS |
| title_full | ENHANCING CUSTOMERS’ ESG INVESTMENTS: KEY FACTORS SHAPING FINANCIAL ADVISORS’ RECOMMENDATIONS |
| title_fullStr | ENHANCING CUSTOMERS’ ESG INVESTMENTS: KEY FACTORS SHAPING FINANCIAL ADVISORS’ RECOMMENDATIONS |
| title_full_unstemmed | ENHANCING CUSTOMERS’ ESG INVESTMENTS: KEY FACTORS SHAPING FINANCIAL ADVISORS’ RECOMMENDATIONS |
| title_short | ENHANCING CUSTOMERS’ ESG INVESTMENTS: KEY FACTORS SHAPING FINANCIAL ADVISORS’ RECOMMENDATIONS |
| title_sort | enhancing customers esg investments key factors shaping financial advisors recommendations |
| topic | ESG investments theory of planned behavior financial advisers sustainable finance investment decisions private investors |
| url | https://www.worldscientific.com/doi/10.1142/S2282717X25500021 |
| work_keys_str_mv | AT paolabongini enhancingcustomersesginvestmentskeyfactorsshapingfinancialadvisorsrecommendations AT dorianacucinelli enhancingcustomersesginvestmentskeyfactorsshapingfinancialadvisorsrecommendations AT monicarossolini enhancingcustomersesginvestmentskeyfactorsshapingfinancialadvisorsrecommendations |