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Behavioral Finance and Wealth Management

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Table of Contents

Preface xv Acknowledgments xxiii PART ONE Introduction to Behavioral Finance 1 CHAPTER 1 What Is Behavioral Finance? 3 Behavioral Finance: The Big Picture 4 Standard Finance versus Behavioral Finance 12 The Role of Behavioral Finance with Private Clients 19 How Practical Application of Behavioral Finance Can Create a Successful Advisory Relationship 19 Notes 21 CHAPTER 2 The History of Behavioral Finance Micro 23 Historical Perspective on the Link between Psychology and Economics 23 Modern Behavioral Finance 27 Psychographic Models Used in Behavioral Finance 36 Notes 40 CHAPTER 3 Introduction to Behavioral Biases 43 Introduction 43 Behavioral Biases Defined 44 Why Understanding and Identifying Behavioral Biases Is Important 45 Categorization of Behavioral Biases 46 Differences between Cognitive and Emotional Biases 46 Difference among Cognitive Biases 47 Emotional Biases 48 A Final Word on Biases 49 Summary of Part One 50 PART TWO Belief Perseverance Biases Defined and Illustrated 51 CHAPTER 4 Cognitive Dissonance Bias 53 Bias Description 53 Practical Application 55 Research Review 57 Diagnostic Testing 59 Advice 60 Conclusion 62 Notes 62 CHAPTER 5 Conservatism Bias 63 Bias Description 63 Practical Application 64 Research Review 67 Diagnostic Testing 69 Advice 70 Notes 71 CHAPTER 6 Confirmation Bias 73 Bias Description 73 Practical Application 75 Research Review 77 Diagnostic Testing 81 Advice 83 Notes 84 CHAPTER 7 Representativeness Bias 85 Bias Description 85 Practical Application 87 Research Review 89 Diagnostic Testing 93 Advice 94 Notes 97 CHAPTER 8 Illusion of Control Bias 99 Bias Description 99 Practical Application 100 Research Review 103 Diagnostic Testing 104 Advice 105 Final Thought 106 Notes 106 CHAPTER 9 Hindsight Bias 107 Bias Description 107 Practical Application 108 Research Review 109 Diagnostic Testing 112 Advice 113 Notes 114 PART THREE Information Processing Biases Defined and Illustrated 117 Overview of the Structure of Chapters 10 through 16 117 CHAPTER 10 Mental Accounting Bias 119 Bias Description 119 Practical Application 121 Research Review 123 Diagnostic Testing 128 Advice 130 The Behavioral Finance Approach to Asset Allocation based on Mental Accounting 133 Notes 134 CHAPTER 11 Anchoring and Adjustment Bias 135 Bias Description 135 Practical Application 136 Research Review 138 Diagnostic Testing 139 Advice 140 Bonus Discussion: Investment Strategies that Leverage Anchoring and Adjustment Bias 141 Notes 142 CHAPTER 12 Framing Bias 143 Bias Description 143 Practical Application 145 Research Review 148 Diagnostic Testing 150 Advice 152 Notes 153 CHAPTER 13 Availability Bias 155 Bias Description 155 Practical Application 157 Research Review 160 Diagnostic Test 162 Advice 163 Notes 164 CHAPTER 14 Self-Attribution Bias 165 Bias Description 165 Practical Application 166 Research Review 167 Diagnostic Testing 169 Advice 170 Notes 171 CHAPTER 15 Outcome Bias 173 Bias Description 173 Diagnostic 176 Notes 178 CHAPTER 16 Recency Bias 179 Bias Description 179 Practical Application 181 Research Review 184 Diagnostic Testing 185 Advice 187 Notes 188 PART FOUR Emotional Biases Defined and Illustrated 189 CHAPTER 17 Loss Aversion Bias 191 Bias Description 191 Practical Application 193 Research Review 194 Diagnostic Testing 195 Advice 196 Notes 197 CHAPTER 18 Overconfidence Bias 199 Bias Description 199 Practical Application 200 Research Review 201 Diagnostic Testing 203 Advice 206 A Final Word on Overconfidence 208 Notes 208 CHAPTER 19 Self-Control Bias 211 Bias Description 211 Practical Application 214 Research Review 216 Diagnostic Testing 219 Advice 220 Notes 222 CHAPTER 20 Status Quo Bias 223 Bias Description 223 Practical Application 224 Research Review 225 Diagnostic Testing 226 Advice 228 Notes 229 CHAPTER 21 Endowment Bias 231 Bias Description 231 Practical Application 232 Research Review 235 Diagnostic Testing 237 Advice 239 Notes 240 CHAPTER 22 Regret Aversion Bias 243 Bias Description 243 Practical Application 244 Research Review 246 Diagnostic Testing 247 Advice 249 Notes 251 CHAPTER 23 Affinity Bias 253 Bias Description 253 Research Review 256 Diagnostic Testing 258 Advice 259 Notes 260 PART FIVE Application of Behavioral Finance to Asset Allocation and Case Studies 261 CHAPTER 24 Application of Behavioral Finance to Asset Allocation 263 Practical Application of Behavioral Finance 264 Best Practical Allocation 266 Guidelines for Determining Best Practical Asset Allocation 267 Quantitative Guidelines for Incorporating Behavioral Finance in Asset Allocation 269 Investment Policy and Asset Allocation 271 Notes 271 CHAPTER 25 Case Studies 273 Case Study A: Mr. Nicholas 276 Case Study B: Mrs. Alexander 281 Summary of Case Studies 286 PART SIX Behavioral Investor Types 287 CHAPTER 26 Behavioral Investor Type Diagnostic Process 289 Background of the Development of Behavioral Investor Types 290 Psychographic Models of Investor Behavior 291 Early Psychographic Models 293 The Behavioral Alpha Process: A Top-Down Approach 295 The BIT Identification Process 296 Summary 299 Notes 300 CHAPTER 27 Behavioral Investor Types 301 Introduction 301 Preserver 302 Follower 305 Independent 308 Accumulator 312 Summary 315 Index 317

About the Author

Michael M. Pompian, CFA, CFP, is a partner at Mercer Investment Consulting, a firm serving institutional and private wealth clients. Prior to joining Mercer, he was a wealth management advisor with Merrill Lynch and PNC Private Bank, and served on the investment staff of a family office. Pompian is a Chartered Financial Analyst (CFA), a Certified Financial Planner (CFP), and a Certified Trust Financial Advisor (CTFA). He is also a member of the CFA Institute (formerly AIMR) and the New York Society of Security Analysts (NYSSA). He holds a BS in management from the University of New Hampshire and an MBA in finance from Tulane University. Pompian is a regular speaker on the subject of behavioral finance and has published several articles on the subject. He is married with three sons and can be reached at michael.pompian@mercer.com.

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