Abstract
Abstract In this chapter, Mariana Santos shows how relational wealth chains are based on high-trust status-based relationships between clients and suppliers. Santos investigates transgenerational wealth management, a market where wealth managers carefully cultivate close relationships with ultra-high-net-worth individuals to maintain ties over generations. In this market 500 individuals will pass over $2.1 trillion to heirs over the next 20 years. Wealth managers engage in relational work to foster intimacy and trust between ultra-high-net-worth clients and professional suppliers located in private banking and the wealth-management industry. This includes influencing parents and children on emotional and financial commitments and investing time in financial education and elite networking events. Based on extensive fieldwork in Lisbon, London, Geneva, and Zurich, Santos analyzes the careful cultivation of the affective bonds that fortify relational wealth chains.
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