Exploring the power and influence of intermediaries in an intermediated relationship: a case study from the UK financial services industry.

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

Abstract

This paper aims to explore the power and influence of intermediaries in an intermediated relationship between a long-term savings and investments provider, Independent Financial Advisers (IFAs) and customers. IFAs have a very important role in the UK long-term savings and investments industry as more than three-quarters of the sales in this industry are generated through them (Datamonitor, 2012). Consequently, they have been recognised as the strongest distribution channel in the industry (Gough & Nurullah, 2009; Gough, 2005). Despite their importance, there has been very little research investigating the extent of their power and influence in this intermediated relationship. This study does not only contribute to the knowledge gap within intermediated channel research but is also beneficial for the long-term savings and investments industry as well as other industries in which intermediaries play a key role. A case study research method conducted in collaboration with one of the largest UK long-term savings and investments provider was adopted for the purpose of this study.

Citation

Tjandra, N. C., Ensor, J., Thomson, J. R., & Omar, M. (2014). Exploring the power and influence of intermediaries in an intermediated relationship: a case study from the UK financial services industry. In D. Arli, K. Kubacki, & S. Rundle-Thiele (Eds.), Agents of Change: Proceedings of ANZMAC 2014

• Conference Name: Agents of change: ANZMAC 2014
• Start Date: Dec 1, 2014
• End Date: Dec 3, 2014
• Publication Date: 2014
• Deposit Date: Jun 8, 2015
• Publicly Available Date: Jun 8, 2015
• Peer Reviewed: Peer Reviewed
• Book Title: Agents of Change: Proceedings of ANZMAC 2014
• ISBN: 1447-3275
• Keywords: Independent Financial Advisors; savings and investments; intermediated relationship
• Public URL: http://researchrepository.napier.ac.uk/id/eprint/8592
• Publisher URL: http://www.anzmac.org/_files/1423706830anzmac%202014%20proceedings.compressed.pdf