Client psychology / Charles R. Chaffin, editor.

Format:

Book

Contributor:

Chaffin, Charles R., editor.

Language:

English

Subjects (All):

Financial planning industry--Customer services.

Financial planning industry.

Financial planning--Psychological aspects.

Financial planning.

Customer services.

Physical Description:

xxiv, 312 pages ; 24 cm

Place of Publication:

Hoboken, New Jersey : John Wiley & Sons, Inc., [2018]

Summary:

The second in the CFP Board Center for Financial Planning Series, Client Psychology, explores the biases, behaviors, and perceptions that impact the decision-making and overall financial well-being of the individual who lies at the center of the entire profession: The Client. The book, written for practitioners, researchers, and educators, outlines the theory behind the motivations, relationships, and decisions that impact the financial planning client, while drawing a direct link to how these factors impact financial planning practice. Some chapters build an argument based solely upon theory, while others will confirm and even challenge practice through research. Client Psychology builds an entirely new body of knowledge through relevant theory in academic disciplines such as behavioral finance, cognitive and clinical psychology, sociology, financial therapy, and a multitude of other areas that impact both theory and practice. Client Psychology is for the entire profession, as theory and practice are not treated as binary, but rather, interconnected in an accessible way so that relevant research is directly connected to financial planning practice. Client Psychology: Defines an entirely new area of focus within financial planning practice and research in Client Psychology, Serves as the essential reference for financial planners on biases, behaviors, and perceptions that impact client decision-making and financial well-being, Builds upon the expands the body of knowledge for financial planning; and, Provides insight regarding the factors that impact client financial decision-making from a multidisciplinary approach If you're a CFP

Contents:

About the contributors

Introduction / Charles R. Chaffin, Ed. D, CFP Board Center for Financial Planning

Client psychology

Behavioral finance

Heuristics and biases

Prospect theory

The role of mental accounting in household spending and investing decisions

Intentional choice architecture

Cognition, distraction and the financial planning client

Personality and financial behavior

Risk literacy

Automated decision aids : understanding disuse and designing for trust, with implications for

Marriage and family therapy, financial therapy, & client psychology

Client diversity : understanding and leveraging difference to enhance financial planning practice

Client psychology : the older client

Financial psychology

Money disorders and other problematic financial behaviors

Situation awareness in financial planning : research and application

Final thoughts

Index.

Notes:

Includes bibliographical references and index.

Other Format:

Online version: Client psychology.

ISBN:

9781119436263

1119436265

OCLC:

1011027606