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The price of free advice

Author

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  • Machiel van Dijk
  • Michiel Bijlsma
  • Marc Pomp

Abstract

What factors determine how well consumers make their actual choices with regard to financial products? This article empirically evaluates two different choices consumers make when buying deferred annuities. One choice concerns the type of insurance policy, the other concerns the choice of insurance provider. For both choices, we will analyse what factors explain the quality of the choice made. In particular, we will investigate the role of financial advice in the decision-making process. By combining Dutch consumer survey data and data on quotations by Dutch life insurance companies, we obtain the following results. First, respondents who buy their policy directly from an insurer attain a significantly better match between their risk preferences and the type of policy chosen than respondents who purchase their policy through an insurance broker. Second, respondents who buy their policy through an insurance broker obtain a significantly lower payout than respondents who purchased their policy directly from an insurance company. These results raise doubts about the functioning of both the market for financial advice and the market for life insurances.

Suggested Citation

  • Machiel van Dijk & Michiel Bijlsma & Marc Pomp, 2008. "The price of free advice," Applied Economics, Taylor & Francis Journals, vol. 40(14), pages 1889-1903.
    • Handle: RePEc:taf:applec:v:40:y:2008:i:14:p:1889-1903
    DOI: 10.1080/00036840600905274
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    References listed on IDEAS

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    1. E. Philip Davis, 2004. "Is there a Pensions Crisis in the U.K.?," The Geneva Papers on Risk and Insurance - Issues and Practice, Palgrave Macmillan;The Geneva Association, vol. 29(3), pages 343-370, July.
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    Cited by:

    1. George Mihaylov & Alfred Yawson & Ralf Zurbruegg, 2015. "The decision to seek advice in the self-directed retirement fund industry," Applied Economics, Taylor & Francis Journals, vol. 47(32), pages 3367-3381, July.
    2. van Dalen, Hendrik Peter & Henkens, Kene, 2017. "The Making and Breaking of Trust in Pension Providers : An Empirical Study of Dutch Pension Participants," Other publications TiSEM cb47a5d0-d1c2-4f4e-8d6d-2, Tilburg University, School of Economics and Management.
    3. Hendrik P. Dalen & Kène Henkens, 2018. "The Making and Breaking of Trust in Pension Providers: An Empirical Study of Pension Participants," The Geneva Papers on Risk and Insurance - Issues and Practice, Palgrave Macmillan;The Geneva Association, vol. 43(3), pages 473-491, July.

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