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JOURNAL OF APPLIED BUSINESS AND ECONOMICS
Strategies for Customizing Financial Services Using Clients' Birth Order
Author(s): David R. Rink, Dianne M. Roden, Steven R. Cox
Citation: David R. Rink, Dianne M. Roden, Steven R. Cox, (2014) "Strategies for Customizing Financial Services Using Clients' Birth Order," Journal of Applied Business and Economics," Vol. 16, Iss. 4, pp. 82-91
Article Type: Research paper
Publisher: North American Business Press
Abstract:
Birth order provides unique insight into individuals' personalities, risk tolerances, and investment needs.
Use of this information will allow financial service firms to create a more customized experience for
clients. This should increase customer satisfaction and retention, and with appropriate promotion, attract
new investors. The practical implementation of birth order segmentation is discussed in a framework that
includes the relationship with the financial advisor, investment advice, access to financial services,
receptiveness to new products, packaging of services, and promotion of benefits from considering birth
order.
