Segmentation of current and potential investors in retirement plans to retain and capture customers
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| Format: | Artículo científico |
| Sprache: | en |
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FUCAPE Business School
2022
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| _version_ | 1876472139075289088 |
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| author | Ronaldo Andrade Deccax |
| author_facet | Ronaldo Andrade Deccax |
| contents | Segmentation of current and potential investors in retirement plans to retain and capture customers Ronaldo Andrade Deccax Carlos Heitor Campani Administración y Contabilidad Financial Markets Consumer Behavior Behavioral Sciences Market Segmentation Supplemental Retirement Savings Plans The goal of this research was to fill the gap represented by the lack of studies that apply Behavioral Finance concepts in the segmentation of investors in retirement savings plans. Based on a bibliographic review, and the study of multiple cases, there was revealed relevant aspects of the supplemental retirement market in Brazil, this article proposes a new set of demographic and psychographic variables that were more effective in previous research in the segmentation of financial services clients. It innovates by incorporating variables from Psychology and Behavioral Finance, especially the “rationality” variable which has a remarkable ability to synthesize vulnerabilities to a wide universe of heuristics and biases when applied to investors. In addition, significant behavioral barriers were identified for the expansion of the retirement market, such as a low level of maturity of current market practices in Brazil and the need to use Behavioral Finance instruments in this confrontation. 2022 artículo científico 1807-734X https://www.redalyc.org/articulo.oa?id=123070168002 https://www.redalyc.org/journal/1230/123070168002/ https://www.redalyc.org/journal/1230/123070168002/html/ https://www.redalyc.org/journal/1230/123070168002/123070168002.epub https://www.redalyc.org/journal/1230/123070168002/movil 10.15728/bbr.2022.19.1.2 en http://www.redalyc.org/revista.oa?id=1230 BBR - Brazilian Business Review application/pdf FUCAPE Business School BBR - Brazilian Business Review (Brasil) Num.1 Vol.19 |
| format | Artículo científico |
| id | redalyc_123070168002 |
| institution | Redalyc |
| language | en |
| publishDate | 2022 |
| publisher | FUCAPE Business School |
| spellingShingle | Segmentation of current and potential investors in retirement plans to retain and capture customers Ronaldo Andrade Deccax Administración y Contabilidad Financial Markets Consumer Behavior Behavioral Sciences Market Segmentation Supplemental Retirement Savings Plans Segmentation of current and potential investors in retirement plans to retain and capture customers Ronaldo Andrade Deccax Carlos Heitor Campani Administración y Contabilidad Financial Markets Consumer Behavior Behavioral Sciences Market Segmentation Supplemental Retirement Savings Plans The goal of this research was to fill the gap represented by the lack of studies that apply Behavioral Finance concepts in the segmentation of investors in retirement savings plans. Based on a bibliographic review, and the study of multiple cases, there was revealed relevant aspects of the supplemental retirement market in Brazil, this article proposes a new set of demographic and psychographic variables that were more effective in previous research in the segmentation of financial services clients. It innovates by incorporating variables from Psychology and Behavioral Finance, especially the “rationality” variable which has a remarkable ability to synthesize vulnerabilities to a wide universe of heuristics and biases when applied to investors. In addition, significant behavioral barriers were identified for the expansion of the retirement market, such as a low level of maturity of current market practices in Brazil and the need to use Behavioral Finance instruments in this confrontation. 2022 artículo científico 1807-734X https://www.redalyc.org/articulo.oa?id=123070168002 https://www.redalyc.org/journal/1230/123070168002/ https://www.redalyc.org/journal/1230/123070168002/html/ https://www.redalyc.org/journal/1230/123070168002/123070168002.epub https://www.redalyc.org/journal/1230/123070168002/movil 10.15728/bbr.2022.19.1.2 en http://www.redalyc.org/revista.oa?id=1230 BBR - Brazilian Business Review application/pdf FUCAPE Business School BBR - Brazilian Business Review (Brasil) Num.1 Vol.19 |
| title | Segmentation of current and potential investors in retirement plans to retain and capture customers |
| topic | Administración y Contabilidad Financial Markets Consumer Behavior Behavioral Sciences Market Segmentation Supplemental Retirement Savings Plans |
| url | https://www.redalyc.org/articulo.oa?id=123070168002 https://www.redalyc.org/journal/1230/123070168002/ https://www.redalyc.org/journal/1230/123070168002/html/ https://www.redalyc.org/journal/1230/123070168002/123070168002.epub https://www.redalyc.org/journal/1230/123070168002/movil |