It is well-known that the receipt of information by any person undergoes transformations, modifications and distortions depending on the personality, the experience, the level of education and culture and the habits of each person. In the activity of promoting and selling a computer service for investors, one can notice that there are several behavioural patterns. Thus, while for some clients the
... [Show full abstract] presentation of a capital evolution chart is a decisive factor, other investors can make a decision only after analysing the figures in the investment plan, and some others only after hearing a verbal presentation of the respective service. After a significant number of observations in this area, we were able to develop a collection of investors' behavioural patterns. The present paper presents all these psychological types of behaviour, in the investment context, accompanied by observations on the particularities of each pattern, the identification method, the appropriate manner of transmitting information and, perhaps most importantly, the elements that can positively influence the investor's decision, depending on the typology they belong to. As we are talking about an investment activity, which of course involves taking a risk, the fears that the investor is facing represent a special topic. Poorly addressed in the research literature, investor's fears are the topic of the second part of this paper. We will present you the different types of fear that investors face, the ways in which these can be identified and especially the actions by which these fears can be eliminated or controlled, so that they do not produce negative emotions during the investment. The present paper covers two important topics that are hardly addressed in the research literature. The article addresses equally to both those who work in the field of marketing and promotion of services for investors, as well as to the investors themselves, who can identify themselves as party of different typologies and thus explain their reactions and especially the fears they face. They can also identify the different ways by means of which the investment process can become stress-free.
