The impact of interconnectedness in a triadic relationship between a financial services provider, IFAs, and customers

Tjandra, Nathalia Christiani; Ensor, John; Omar, Maktoba; Thomson, John R

Abstract

The aim of this study is to investigate the impact of interconnectedness between a long-term savings and investments provider, Independent Financial Advisers (IFAs) and customers. Ritter’s (2000) framework of the effect of interconnectedness was used to analyse this triadic relationship. Conceptual studies of triadic business relationships are scarce in marketing and organisational research (Blakenburg & Johanson, 1992; Havila, Johnson & Thilenius, 2004; Ritter, 2000). However, the applicability of a triadic relationship has been tested in a number of case studies (Andersson & Mattsson, 2004; Cunningham & Pyatt, 1989; Jaaskelainen, Kuivalainen & Saarenketo, 2000; Narayandas, 2002; Odorici & Corrado, 2004; Pardo & Salle, 1994; Trimachi, 2002). This study was conducted in collaboration with one of the UK’s largest long-term savings and investments providers. A substantial proportion of the provider’s business is conducted through IFAs and thus their significance as a major stakeholder. Indeed, the majority of sales in the long-term savings and investments industry in the UK are realised through IFAs. Academic studies (Gough, 2005; Gough & Nurullah, 2009) have indicated that IFAs are the strongest distribution channel in the industry. Thus, by analysing the impact of the interconnectedness in this relationship, a strategy that can increase the relationship performance can be proposed. However, to the best of the authors’ knowledge, a study that investigates the effect of the interconnectedness in this triadic relationship has not been established. In addition, the regulatory environment which continues to face change such as the recent implementation of Retail Distribution Review (RDR) on 1st January 2013 will make the relationship more rather than less complex.

Citation

Tjandra, N. C., Ensor, J., Omar, M., & Thomson, J. R. (2014). The impact of interconnectedness in a triadic relationship between a financial services provider, IFAs, and customers. In A. M. Docherty (Ed.), Academy of Marketing Annual Conference 2013 - Marketing Relevance Proceedings

• Conference Name: Academy of Marketing Annual Conference 2013 - Marketing Relevance
• Conference Location: Cardiff, Wales
• Start Date: Jul 8, 2013
• End Date: Jul 11, 2013
• Publication Date: 2014
• Deposit Date: May 25, 2015
• Publicly Available Date: May 25, 2015
• Peer Reviewed: Peer Reviewed
• Volume: 30
• Book Title: Academy of Marketing Annual Conference 2013 - Marketing Relevance Proceedings
• Keywords: Interconnectedness; savings and investment
• Public URL: http://researchrepository.napier.ac.uk/id/eprint/8265
• Publisher URL: https://marketing.conference-services.net/programme.asp?conferenceID=3554&language=en-uk