Home
>
Explore Content
>
All Issues
>
Article View
The Suitability of Independent and Exclusive Channels based upon the Persistency Rate in the Korean Life Insurance Market Focusing on Insurers’Characteristics and Solicitation Methods
Journal of Insurance and Finance
2017, 28(1),
pp.63-95
DOI :10.23842/jif.2017.28.1.003
Publisher : Korea Insurance Research Institute
Research Area : Business Management
DOI :10.23842/jif.2017.28.1.003
Publisher : Korea Insurance Research Institute
Research Area : Business Management
-
This study analyzes the suitability of Korean life insurers' marketing channels focusing on insurers' characteristics and solicitation methods. For empirical analyses, 2,254,633 new policies signed in 2012 are sampled and their states (maintaining, death, maturity, lapse, and surrender) as of December 31, 2015 are investigated. Collected data are statistically analyzed using frequency analysis, cross analysis, and chi-square analysis. Overall result shows that independent channels, such as general agents and bancassurance channels, are more suitable than exclusive channels such as solicitor and exclusive agents. However, results are different depending on life insurers' characteristics and solicitation methods. For the big 3 companies, the bancassurance channels show higher persistency rate than the dependent channels, while the GA channels show lower persistency rate than the dependent channels. For foreign companies, the persistency rate is higher in the GA channels, lower in the bancassurance channels, similar in the solicitor channels compared to the dependent channels. For contracts solicited face-to-face, the independent channels show higher persistency rate than the dependent channels. However, for contracts solicited through home-shopping, the persistency rate of the GA channels is higher than the solicitor channels and similar to the tied agent channels.
245
Viewed
Print this page
Download PDF