The split capital investment trust saga: Lessons for financial services marketing.

Andrew Adams, James Clunie

    Research output: Contribution to journalArticle

    Abstract

    The split capital investment trust boom at the end of the 1990s demonstrated that product innovation and financial engineering can lead to the creation of dangerous products whose risks are not understood by investors. It also emphasised the need for careful marketing of investment products. This involves identifying the needs of investors, creating products to meet those needs, promoting and selling those products, and managing client relationships after the sale. Particular issues that should be addressed include the need to educate clients and adequate stress testing of new products. [ABSTRACT FROM AUTHOR]
    Original languageEnglish
    Pages (from-to)218 - 227
    JournalJournal of Financial Services Marketing
    Volume10
    Issue number3
    Publication statusPublished - 2006

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