Toward enhanced excellence in Brazilian investment firms: the role of investors' personality assessment tools

Abstract

PurposeThis research aims to investigate how personality, identified through the psychological type, can contribute to a more robust process of identifying the investor's profile. The traditional process of investor profile analysis of Brazilian financial institutions is performed through a form in which basic information is required to define the profile. By adding psychological and behavioral aspects obtained through the Myers–Briggs type indicator (MBTI) typology, institutions participating in the financial and capital markets could enrich the understanding of their clients.Design/methodology/approachIt presents a quantitative approach, with an exploratory-descriptive focus, with a survey carried out on a sample of 613 investors, in which nonparametric tests were performed to test hypotheses on the influence of personality on the behavioral aspects of these investors.FindingsThe results showed a relationship between the dimensions of the personality type and the investment profile, indicating that personality is a relevant factor in guiding investor behavior. In this context, evidence of the applicability of the principles of behavioral finance to investor behavior was found, to the detriment of traditional finance principles.Practical implicationsFindings help investors to plan and manage their finances more appropriate manner. Financial institutions can create more accurate and realistic investor profile analysis processes, adding psychological and behavioral aspects obtained through the MBTI typology. In this way, companies and financial advisors will be able to provide a better-quality service to their clients, recommending the most appropriate investment strategies.Originality/valueThe elements originality of this study are as follows: (1) methodology: there is a lack of research covering the application of personality assessment tools, particularly the MBTI, to improve investor's profile analysis; (2) geographical coverage: lack of research of the theme in Brazil and Latin America in general; (3) robustness of the database.