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ENHANCING CUSTOMERS’ ESG INVESTMENTS: KEY FACTORS SHAPING FINANCIAL ADVISORS’ RECOMMENDATIONS

Paola Bongini et al.

Journal of Financial Management, Markets and Institutions2025https://doi.org/10.1142/s2282717x25500021article
AJG 1ABDC C
Weight
0.41

What the paper says

This research explores the factors that shape financial advisors’ intentions to recommend Environmental, Social, and Governance (ESG) financial products to their clients. To address this, a survey was conducted among financial advisors from a leading European bank. The study draws on Ajzen ’s [( 1985 ) From intentions to actions: A theory of planned behavior. In: Action Control, 11–39. Berlin, Heidelberg: Springer], augmenting its core constructs with additional variables that act as proxies for ESG-related themes. The findings reveal that, alongside factors such as prior experience, perceived behavioral control, and subjective norms, advisors’ self-assessed knowledge of ESG investments significantly boost their willingness to propose ESG products to their clients. These results highlight the critical role of enhancing advisors’ ESG expertise to encourage broader adoption of ESG financial instruments. This study adds to the ongoing discussion about the pivotal influence of financial advisors in promoting ESG investment strategies.

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https://doi.org/https://doi.org/10.1142/s2282717x25500021

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@article{paola2025,
  title        = {{ENHANCING CUSTOMERS’ ESG INVESTMENTS: KEY FACTORS SHAPING FINANCIAL ADVISORS’ RECOMMENDATIONS}},
  author       = {Paola Bongini et al.},
  journal      = {Journal of Financial Management, Markets and Institutions},
  year         = {2025},
  doi          = {https://doi.org/https://doi.org/10.1142/s2282717x25500021},
}

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Evidence weight

0.41

Balanced mode · F 0.40 / M 0.15 / V 0.05 / R 0.40

F · citation impact0.25 × 0.4 = 0.10
M · momentum0.55 × 0.15 = 0.08
V · venue signal0.50 × 0.05 = 0.03
R · text relevance †0.50 × 0.4 = 0.20

† Text relevance is estimated at 0.50 on the detail page — for your query’s actual relevance score, open this paper from a search result.