Determinants of sales performance in insurance industry:a cross-cultural comparison between the UK and Malaysia

This thesis is concerned with an empirical investigation of the factors that predict a successful salesperson, using a cross-cultural comparison of two countries: the UK and Malaysia. Besides collecting quantitative data, qualitative data on organisational, environmental and cultural factors were also collected through interviews, personal and case observations. The quantitative data consist of sixteen independent factors and three dependent factors. The independent variables include self-efficacy, self-esteem, locus of control, self-monitoring, extrinsic motivation, intrinsic motivation, experience, training perception, role ambiguity, role conflict, role inaccuracy, gender, age, education, race and religion. The dependent variables are performance target achieved, performance earnings and performance ratings. Questionnaires were distributed to about 500 salespersons in each country, from three insurance companies in the UK and two insurance companies in Malaysia. Response rates were 75 and 50 percent from the UK and Malaysia respectively. The survey results indicated that a salesperson's performance in the UK is predicted by self-efficacy, internal locus of control, self-esteem, extrinsic motivation, experience, training perceptions, role conflict and gender. In Malaysia, a salesperson's performance is predicted by self-efficacy, self-monitoring, experience, role conflict, role ambiguity, education, gender, race and religion. Self-efficacy, experience, role conflict and gender are common predictors of salespersons' performance in both cultures. The likely explanation for these results is culture differences, i.e. UK has a homogeneous culture, while Malaysia has a heterogeneous one. Results from the case observations, such as organisational and environmental factors, give supporting evidence in explaining the empirical results. Implications from the findings are discussed from two aspects: (1) theoretical implications for divergence/convergence theory, Hofstede's model, Churchill's model, and (2) managerial implications for selection, training, motivation and appraisal.

Web Application for Actuarial Calculations for Insurance

Report published in the Proceedings of the National Conference on "Education in the Information Society", Plovdiv, May, 2013

A bizonytalanságnak és a vevőkör nagyságának együttes hatása az árakra (Investigating how the number of policies effect the optimum insurance premium)

Ebben a cikkben azzal foglalkozom, hogy a kockázat és a vevőkör nagysága együttesen hogyan hat a termék árára. Kétféle piacot hasonlítok össze: egy biztosítási piacot, és egy termékpiacot. A kétféle piac között az a legfontosabb különbség, hogy termékpiac esetében az eladó számára csak ott jelentkezik kockázat, hogy el tudja-e adni a terméket, míg biztosítási piac esetében az eladó a termék értékesítése után is szembesül kockázattal. A cikk során megmutatom, hogy a vevőkör növekedésének ellentétes hatása lehet a termék árára termék- illetve biztosítási piacok esetében. / === / An economic approach for modeling the insurance markets. The study focuses on the monopolistic market, where one insurance company sells a product with predetermined benefits for the customers. An outline of the company and the insureds' behavior with utility functions is given. The study investigates the problem of policy pricing in relation to the number of clients the company acquires. Analytic tools will be used to further clarify the points.

Biztosítási és pénzügyi kockázat együttes hatása a biztosítók szolvencia-számításánál (Common effect of insurance and financial risk in the solvency calculation of insurers)

A Szolvencia II néven említett új irányelv elfogadása az Európai Unióban új helyzetet teremt a biztosítók tőkeszükséglet-számításánál. A tanulmány a biztosítók működését modellezve azt elemzi, hogyan hatnak a biztosítók állományának egyes jellemzői a tőkeszükséglet értékére egy olyan elméleti modellben, amelyben a tőkeszükséglet-értékek a Szolvencia II szabályok alapján számolhatók. A modellben biztosítási illetve pénzügyi kockázati "modul" figyelembevételére kerül sor külön-külön számolással, illetve a két kockázatfajta közös modellben való együttes figyelembevételével (a Szolvencia II eredményekkel való összehasonlításhoz). Az elméleti eredmények alapján megállapítható, hogy a tőkeszükségletre vonatkozóan számolható értékek eltérhetnek e két esetben. Az eredmények alapján lehetőség van az eltérések hátterében álló tényezők tanulmányozására is. ____ The new Solvency II directive results in a new environment for calculating the solvency capital requirement of insurance companies in the European Union. By modelling insurance companies the study analyses the impact of certain characteristics of insurance population on the solvency capital based on Solvency II rules. The model includes insurance and financial risk module by calculating solvency capital for the given risk types separately and together, respectively. Based on the theoretical results the difference between these two approaches can be observed. Based on the results the analysis of factors in°uencing the differences is also possible.

Solvency risk minimizing guaranteed returns in life insurance

Return guarantee constitutes a key ingredient of classical life insurance premium calculation. In the current low interest rate environment insurers face increasingly strong financial incentives to reduce guaranteed returns embedded in life insurance contracts. However, return guarantee lowering efforts are restrained by associated demand effects, since a higher guaranteed return makes the net price of the insurance cover lower. This tradeoff between possibly higher future insurance obligations and the possibility of a larger demand for life insurance products can theoretically also be considered when determining optimal guaranteed returns. In this paper, optimality of return guarantee levels is analyzed from a solvency point of view. Availability and some other properties of optimal solutions for guaranteed returns are explored and compared in a simple model for two measures of solvency risk (company-level and contract-level VaR). The paper concludes that a solvency risk minimizing optimal guaranteed return may theoretically exist, although its practical availability can be impeded by economic and regulatory constraints.

Assessing the effectiveness of two-year banking and insurance technology programs of junior colleges in Taiwan, R.O.C.: An application of the Context Input Process Product (CIPP) evaluation model

The purpose of this descriptive study was to evaluate the banking and insurance technology curriculum at ten junior colleges in Taiwan. The study focused on curriculum, curriculum materials, instruction, support services, student achievement and job performance. Data was collected from a diverse sample of faculty, students, alumni, and employers. ^ Questionnaires on the evaluation of curriculum at technical junior colleges were developed for use in this specific case. Data were collected from the sample described above and analyzed utilizing ANOVA, T-Tests and crosstabulations. Findings are presented which indicate that there is room for improvement in terms of meeting individual students' needs. ^ Using Stufflebeam's CIPP model for curriculum evaluation it was determined that the curriculum was adequate in terms of the knowledge and skills imparted to students. However, students were dissatisfied with the rigidity of the curriculum and the lack of opportunity to satisfy the individual needs of students. Employers were satisfied with both the academic preparation of students and their on the job performance. ^ In sum, the curriculum of the two-year banking and insurance technology programs of junior college in Taiwan was shown to have served adequately preparing a work force to enter businesses. It is now time to look toward the future and adapt the curriculum and instruction for the future needs of the ever evolving high-tech society. ^

Eliciting Preferences for Social Health Insurance in Ethiopia : A Discrete Choice Experiment

Peer reviewed

Health insurance competition in Germany – the role of advertising

In the 1990s, competition among public health insurance funds (‘sickness funds’) was introduced in Germany. As one means of competition, free choice of initial health funds and subsequent switching between them was made available to all insured. Since then, the number of funds has decreased substantially, and funds have had to engage in competitive strategies to remain in the market. In this paper, we want to analyse the funds' advertising activities in the face of the changed competitive environment. This has not been possible to date due to a lack of data. We use two new datasets to get a first insight into the potential effects of competition on funds' advertising strategies; one of the volume and cost of advertisements and one of their contents. Our results suggest that competition has been associated with an increase in the amount of advertising. As to the adverts themselves, we find that there was a decrease in the share of advertisements of a ‘general’ content in favour of advertisements of a more ‘fund-specific’ content. The data therefore indicate that once the market was open to switching of funds by the insured, funds' advertising efforts changed to differentiating their own perceived strengths from those of competitor funds. These observations allow us to draw some tentative conclusions about the relevance of (attempts of) risk selection by health funds via advertisements and about the general success of the pro-competitive legislation.

Health Literacy and Medicare Recipient's Knowledge of Health Insurance Options

Health literacy is a major problem for the aging population (Parker, Ratzan, & Lurie, 2003). The significance of this study was to access the relationship between health literacy and knowledge of Medicare to determine ways in which seniors can effectively navigate their healthcare insurance.

The Affordable Care Act and the Transformation of US Health Care

The neoliberal period was accompanied by a momentous transformation within the US health care system.  As the result of a number of political and historical dynamics, the healthcare law signed by President Barack Obama in 2010 ‑the Affordable Care Act (ACA)‑ drew less on universal models from abroad than it did on earlier conservative healthcare reform proposals. This was in part the result of the influence of powerful corporate healthcare interests. While the ACA expands healthcare coverage, it does so incompletely and unevenly, with persistent uninsurance and disparities in access based on insurance status. Additionally, the law accommodates an overall shift towards a consumerist model of care characterized by high cost sharing at time of use. Finally, the law encourages the further consolidation of the healthcare sector, for instance into units named “Accountable Care Organizations” that closely resemble the health maintenance organizations favored by managed care advocates. The overall effect has been to maintain a fragmented system that is neither equitable nor efficient. A single payer universal system would, in contrast, help transform healthcare into a social right.

Immigration and the demand for life insurance: evidence from Canada, 1911

This article analyses the determinants of the demand for life insurance using sample data from the 1911 Census of Canada. We find that immigrants' demand for life insurance was on average around 13 percentage points lower than that of native-born Canadians, with the effect varying by province of settlement. We interpret these findings as evidence suggesting a greater appetite for risk among self-selecting immigrants relative to native-born Canadians. We also uncover evidence of a slow assimilation of immigrants in terms of life insurance holdings, slower indeed than the process of assimilation in terms of earnings.

Audit report on the Northeast Iowa Schools Insurance Trust for the year ended June 30, 2015

Audit report on the Northeast Iowa Schools Insurance Trust for the year ended June 30, 2015

146th Annual Report of the Insurance Division, August 2016

Annual report on the insurance industry. Statistical tables reflect in detail the financial condition of all insurance companies licensed to do business in Iowa, based on their sworn annual statements covering the twelve-month period beginning January 1, 2015, and ending December 31, 2015, filed with the Division.

145th Annual Report of the Insurance Division, August 2015

Annual report on the insurance industry. Preliminary material outlines Insurance Division activities generally. The statistical tables reflect in detail the financial condition of all insurance companies licensed to do business in Iowa, based on their sworn annual statements covering the twelve-month period beginning January 1, 2014, and ending December 31, 2014, filed with the Division.

Do you want some cash-back?: assessing the demand for a no-claim rebate life-insurance product

Diseña e implementa un experimento de campo en el Perú rural, con el fin de examinar la sensibilidad de la demanda de los productos de microseguros de vida con la introducción de las devoluciones, que son reembolsos parciales de la prima del seguro cuando no se produce alguna eventualidad en el asegurado. Se encontró que las devoluciones crean mayores niveles de confianza entre el asegurador y el asegurado, lo que promete aumentar la demanda de seguros. Los resultados sugieren que las devoluciones pueden ser productos de innovación atractivos en los países en desarrollo.