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Analysis of the Factors Influencing the Solictors’ Choice for a Company in the Cross-selling

  • Journal of Insurance and Finance
  • 2008, 19(3), pp.59-82
  • Publisher : Korea Insurance Research Institute
  • Research Area : Social Science > Business Management

Jung SeChang 1 안철경 2

1홍익대학교
2보험개발원

Accredited

ABSTRACT

The purpose of this paper is to forecast an aspect of cross-selling and to suggest useful implication to the insurance companies for adopting a cross-selling strategy. The preference for a cross-selling company, product, and the reason for the preference are analysed. We employ the multiple correspondence analysis, one of the most popular in the preference analysis. The findings of this study are as follows: Firstly, The solicitors of large life insurance companies prefer selling motor insurance of large non-life insurance companies. The solicitors of foreign insurance companies prefer selling health insurance and commercial lines of small-medium sized non-life insurance companies. Secondly, health insurance of life insurance companies is preferred by the solicitors of large non-life insurance companies. Variable life and saving-linked insurance of life insurance companies are preferred by the solicitors of smallmedium sized non-life insurance companies. Thirdly, a level of commission is the most important factor in choosing the cross-selling company for the solicitors of large life insurance companies.

Citation status

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