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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


John Ensor

John R Thomson

Maktoba Omar


Sharyn Rundle-Thiele

Krzysztof Kubacki

Denni Arli


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.

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
Publisher URL
Contract Date Jun 8, 2015