Abstract
This paper studies how professional asset allocators such as endowments, fund-of-funds, or pension funds select fund managers for investments. We develop a simple model of their due-diligence process to motivate predictions about the timing of investment decisions. We then test these predictions using a unique dataset with detailed information on the interactions between a large institutional investor and 1,093 hedge funds over the course of 8 years. Soft information conveyed during the meetings with fund managers strongly influences the decisions. A one standard deviation increase in our proxy for positive soft information doubles the probability of fund selection and reduces the due-diligence time by 20%. Contrary to prior research, we find no evidence that relying on these subjective judgements is wasteful. Instead, in a matched sample, conditioned on the fund characteristics and past performance, the 12-month average peer-adjusted returns are 1.5% higher for the selected funds.
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