This paper examines how traditional informal institutions shape preferences for old-age support and the emergence of initiative-based long-term financial planning. Using data from the China Health and Retirement Longitudinal Study combined with clan genealogy records, we estimate the causal impact of exposure to clan culture on old-age support preferences. We find that stronger exposure to clan culture in early life is associated with a higher likelihood of adopting modern preferences for old-age support, characterized by greater reliance on self-initiated savings and pension participation rather than dependence on children. The results are robust to instrumental variable estimation and placebo test. Importantly, the effect operates exclusively through exposure to clan culture during early life, while clan culture encountered in adulthood has no significant influence, particularly among individuals who relocate later in life. Mechanism analysis suggests that peer effects, generalized trust, income growth, and financial literacy jointly mediate the relationship between clan culture and old-age support preferences. We further show that the expansion of the formal pension system complements, rather than crowds out, the influence of clan culture, consistent with a process of co-evolution between informal and formal institutions. The effects are stronger among individuals with favorable attitudes toward clans, rural residents, and men. Finally, modern preferences induced by clan culture translate into higher pension participation and larger financial asset holdings. Overall, the findings highlight how informal institutions can shape economic preferences and facilitate the adoption of formal financial arrangements.

We examine whether investor behavior can be influenced by the social norms to which they are exposed. Specifically, we test two competing hypotheses regarding the influence of social trust on the disposition effect related to mutual fund investment. On the one hand, a higher level of social trust may elicit stronger investor reactions by increasing the credibility of the performance numbers reported by funds. This results in higher flow-performance sensitivity, which mitigates investors’ tendency to sell winners and hold onto losers. On the other hand, societal trust may reduce concerns about expropriation, thereby weakening investors’ need to react to poor performance. The resulting lower flow-performance sensitivity increases the disposition effect. Based on a proprietary dataset of complete account-level trading information for all investors in a large mutual fund family in China, we find compelling evidence 1) of a significant disposition effect among fund investors; 2) that a higher degree of social trust is associated with higher flow-performance sensitivity; and 3) that (high) trust-induced flows mitigate the disposition effect. Our results suggest that, in addition to cognitive biases, investor behavior is also strongly influenced by social norms.