Behind the Success of Dominated Personal Pension Plans: Sales Force and Financial Literacy Factors
By Giuseppe Marotta (Department of Economics Marco Biagi and CEFIN) The revealed preference for dominated insurance-based personal pension plans in Italy is a decade-long puzzle. I surmise that a motivation from the supply side is a sales force factor deriving from the geographical distribution of financial providers, including the countrywide network of the state controlled Post Office. I provide supporting evidence using three biennial waves of the Bank of Italy’s survey on household finances from 2010 to 2014. The time...
