IRANIAN JOURNAL OF INSURANCE RESEARCH (SANAAT-E-BIMEH)
Year:2013 | Volume:27 | Issue:4 (108)|Papers Count:6

Insurance is one of the most important elements which has an important role in decreasing the risk and ensuring financial and mental security and finally, creating required infrastructures for country,s economic development. This study mainly tries to investigate factors affecting demand for life insurance during 1980-1990 in Iran. Factors taken into account are assumed to be a function of such variables as real per capita income, inflation rate (consumer price index), saving rate and literacy rate on the one hand, and demand for life insurance on the other. The Model used in estimation is econometric (VAR). Our results show that variables such as per capita income and saving rate have a positive and significant relationship with the demand for life insurance. However, the consumer price index is negatively and significantly related to the demand for life insurance and also there is no significant relationship between literacy rate and the life insurance demand.

The application of internet and information technology in insurance industry is known as electronic insurance that not only has created many opportunities for insurance companies but also attracted many new customers through connecting with more people, using websites. We discuss the presumption that confidence is a key for communication with customers. As a result, insured confidence is a major factor in using on-line services. This paper uses the Corbit model for surveying factors affecting on-line confidence. Our findings show a strong correlation between perceptional confidence and the use of electronic services, using standardized regression techniques. Further tests conclude that perceptional technical ability, market oriented perceptions, website quality and risk perceptions, affect perception and confidence in on-line insurance services.

The purpose of the present study is to identify training needs in three domains: occupational standards, empowerment and problem solving skills in an insurance company using a standard skill model. The population under study consisted of all employees in an insurance company in 2010. We conducted a simple random sampling of 210 people. Data collection was carried out through a standard skill questionnaire. After an analysis of job characteristics we developed occupational competency requirements to fit duties with their required career and training needs. Then these training needs were compared with a standard skill model and categorized as occupational standard needs, empowerment needs and problem solving needs. Our results show that over 70 percent of training needs relate to occupational standard needs. However, the employees of this company have problems in occupational competency (knowledge, skill and attitude) and adaptation to international standards. The main cause of this problem is the mismatch between job fitness and employees.

This paper evaluates the effectiveness of sales methods in Life Insurance. Salespeople in selling insurance services need professional and effective methods. Therefore, we try to identify sales methods and some measures for evaluating their effectiveness and then try to evaluate and prioritize these methods. Population under study is composed of insurance branch managers, their chief agents and brokers. Our sample consisted of two tiers. The first tier was a group of 60 people, and the second tier was a group of 85 people. In total 145 respondents were selected. The results show that there is a meaningful relationship between customer oriented, consultative, cooperative, relationship, adaptive, system, cross selling; and effectiveness measures, except transactional selling and effectiveness measures. Regression analysis shows that only two methods (consultative selling and cooperative selling) can explain most of the dependent variable variations and between these two, the consultative selling is more important than the other.

The significance of business insurances to pay for damages incurred unexpectedly is undeniable. In encountering risks, people always look to find a solution to drive away risks or else find a way to pay for the damages. Life and property insurances are solutions to pay for these damages. During centuries, insurance is considered by civilized societies and people tend toward it.Using insurance as a way to pay for the damages depends on specific conditions and so the time lapse has been defined in Clause No.36 of Insurance Law, so that after a defined period, insurance claims would be lapsed. Since in Iran laws are regulated on religious orders, in 1984 the Council of Guardians announced that the time lapse is unlawful in civil procedure law, thus the question is whether the time lapse in insurance law as in business insurance is in force or is obsolete? In this paper we discuss time lapse and its difference with moratoriums. Finally, we discusse in conclusion that the time lapse in insurance law has remained in force but it is divided in two sections: legal and conventional.

This paper, examines the effects of personality traits of consumers and their perceived relationships on intention to brand switching considering severity of service failures in insurance markets. For this purpose a population of liability insurance policyholders from among A, B and C Insurance companies were selected in 2011 with 180 policies using stratified sampling questionnaire method. In order to analyze the data and carry out statistical analysis, we used the partial least squares method. The data were analyzed using the PLS software. Our results show that when service failures are more serious, consumers with internal locus-of-control orientation, exhibit intention to change their existing consumption rather than those with external locus-of-control orientation. Although for more serious service failures, the higher the relationship involvement with costumers, the more their intention to switch is reduced.