The role of gender in sales behaviour: Evidence from institutional financial brokerage

Riefler, Raul, Tosun, Onur Kemal ORCID: https://orcid.org/0000-0003-2551-1408 and Baeckström, Ylva 2023. The role of gender in sales behaviour: Evidence from institutional financial brokerage. Finance Research Letters 55 (Part A) , 103914. 10.1016/j.frl.2023.103914

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Abstract

We study the role of gender in sales behaviour using 336,401 daily institutional broker transactions over two years. Female brokers appear more efficient at generating revenue than males. Their more cautious sales behaviour sees them execute fewer transactions and sell lower risk financial products to more conservative clients. Directionally supportive of literature that records higher confidence levels, trading frequency and risk taking among males, we show how female brokers contribute to more diversified and successful sales behaviour. Our findings are relevant to gender unequal financial services industry and other quantitative domains that tend to overvalue male relative to female skills.

Item Type:	Article
Date Type:	Publication
Status:	Published
Schools:	Business (Including Economics)
Publisher:	Elsevier
ISSN:	1544-6123
Date of First Compliant Deposit:	24 April 2023
Date of Acceptance:	17 April 2023
Last Modified:	21 Jul 2023 05:51
URI:	https://orca.cardiff.ac.uk/id/eprint/159017

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