Assignment (MComm)--University of Stellenbosch, 2002. / ENGLISH ABSTRACT: Sponsorship marketing, as part of the integrated marketing communication programme, is a relatively new field of application. There is still a lack of research in many areas of this field, especially in respect of the measurement of the effectiveness of this communication instrument. Although its roots could be traced back to ancient Greece, substantial growth and development in the field of sponsorship marketing have taken place over the past three decades. More recently the concentration of sponsored events has moved away from sports and has been divided between a number of other areas, notably art and entertainment and also charity events. With the increase in sponsorships, an increase in literary research has also been detected. The analysis of the sponsorship strategy of a German insurance company - Cosmos Direkt - has shown that in practice many companies are still not fully exploiting the potential of their sponsorships. This became even more obvious when it was compared to the approach to sponsorships of some of South Africa's largest insurance companies. The comparison indicated that some of the insurance companies had achieved satisfaction with their sponsorship, while others were still battling to establish the right formula for success. The inconsistency of the success of sponsorships could often be ascribed to a large number of companies being uncertain about sponsorships and reluctant to fully integrate these into their marketing strategies. Sponsorships could only be effective when they are supported by other marketing communication tools, rather than being viewed as a completely separate activity. Sponsorships should be used in synergy with the other communication instruments, so that the company may project a uniform message to its customers and the public. / AFRIKAANSE OPSOMMING: Borgskappe, as deel van 'n geïntegreerde bemarkingskommunikasie, is 'n redelike nuwe veld van aanwending. Navorsing in baie gebiede van hierdie veld is nog uitstaande, veral waar die meting van hierdie kommunikasie-instrument van belang is. Oor die afgelope drie dekades het wesenlike groei en ontwikkelinge op die gebied van borgskappe plaasgevind, alhoewel die oorsprong teruggevolg kan word tot na die antieke Grieke. Meer onlangs het die fokus van geborgde gebeurtenisse wegbeweeg van sport af en is nou meer versprei oor 'n aantal ander gebiede, byvoorbeeld kuns en vermaak, asook liefdadigheidsorganisasies. Met die toename van borgskappe het daar ook 'n toename in literêre navorsing plaasgevind. Die analise van die borgskapstrategie deur 'n Duitse versekeringsmaatskappy - Cosmos Direkt - het aangetoon dat baie maatskappye in die praktyk nog nie die volle potensiaal van hul borgskappe benut nie. Hierdie bevinding is bevestig nadat dit met die benadering tot borgskappe van verskeie Suid-Afrikaanse versekeringsmaatskappye vergelyk is. Die vergelyking het aangetoon dat sommige versekeringsmaatskappye tevredenheid met hulle borgskappe bereik het, terwyl ander nog steeds op soek was na die regte formule vir sukses. Die teenstrydigheid ten opsigte van die sukses van borgskappe is dikwels die gevolg van maatskappye w~t onseker is oor hulle borgskappe en huiwerig is om dit ten volle met hulle bemarkingstrategieë te integreer. Borgskappe kan egter net effektief wees wanneer hulle ondersteun word deur ander bemarkingskommunikasie-instrumente, en nie as iets heeltemal afsonderliks beskou word nie. Borgskappe behoort in sinergie met die ander bemarkingskommunikasie-instrumente gebruik te word sodat 'n maatskappy 'n eenvormige boodskap aan sy klante en die publiek sal stuur.

The objectives of the study were (1) to determine the relationship between career adaptability (measured by the Career Adapt-Abilities Scale) and employee engagement (measured by the Utrecht Work Engagement Scale), and (2) to determine whether age, race, gender and tenure groups differ significantly regarding career adaptability and employee engagement. A quantitative survey was conducted on a convenience sample (N = 131) of employees within a business unit of a large insurance company in South Africa. Correlational and inferential statistical analyses revealed significant relationships between career adaptability and employee engagement as well as significant differences between age and race groups on some dimensions of the constructs. These findings contribute valuable insight and knowledge to the field of Organisational Psychology and Career Psychology that can be applied in engagement strategies as well as in career guidance and counselling. The study concluded with recommendations for future research and practice. / Industrial and Organisational Psychology / M. Com. (Industrial and Organisational Psychology)

by Wong Shun Yin. / Thesis (M.Phil.)--Chinese University of Hong Kong, 1997. / Includes bibliographical references. / Abstract --- p.i / Acknowledgements --- p.ii / Table of Contents --- p.iii / List of Tables --- p.vii / Chapter CHAPTER ONE: --- INTRODUCTION / Chapter I. --- RESEARCH AGENDA --- p.1 / Chapter II. --- RESEARCH METHODOLOGY --- p.3 / Chapter III. --- OVERVIEW --- p.4 / Chapter CHAPTER TWO: --- INTERACTIVE SERVICE WORK IN INSURANCE COMPANIES --- p.5 / Chapter CHAPTER THREE: --- HONG KONG'S INSURANCE INDUSTRY AND ITS NATURE / Chapter I. --- DEVELOPMENT OF HONG KONG INSURANCE INDUSTRY --- p.12 / Chapter II. --- FUNCTIONS OF LIFE INSURANCE --- p.13 / Chapter III. --- NATURE OF SERVICES --- p.14 / Chapter A) --- FUNCTIONS OF LIFE INSURANCE FROM THE VIEWPOINTS OF CUSTOMERS --- p.14 / Chapter i) --- FUNCTION OF FAMILY AND ECONOMIC PROTECTION --- p.15 / Chapter ii) --- FUNCTION OF INVESTMENT --- p.15 / Chapter iii) --- FACTORS IN AFFECTING THE NEEDS OF LIFE INSURANCES --- p.16 / Chapter iv) --- VARIATIONS OF THE NEED --- p.17 / Chapter a) --- BASIC NECESSITY? --- p.18 / Chapter b) --- EFFECTS OF HONG KONG SOCIAL POLICIES --- p.19 / Chapter c) --- EFFECT OF FRINGE BENEFITS FROM COMPANIES --- p.19 / Chapter d) --- INTANGIBLE NATURES OF INSURANCE --- p.19 / Chapter 1) --- UNTOUCHABLE --- p.19 / Chapter 2) --- CONCEPTUAL --- p.19 / Chapter 3) --- DIFFICULTY IN EVALUATION --- p.20 / Chapter 4) --- LONG-TERM COMMITMENT --- p.21 / Chapter e) --- POOR SERVICE QUALITY --- p.21 / Chapter v) --- NATURES OF LIFE INSURANCE INDUSTRY --- p.23 / Chapter a) --- PERSONAL SERVICE FROM AGENCY SYSTEM --- p.23 / Chapter b) --- UNIQUE SERVICE QUALITY OF AGENTS AND PROFESSIONAL TRAINING --- p.24 / Chapter 1) --- POOR QUALITY OF SOME AGENTS --- p.24 / Chapter 2) --- IDEAL TYPES OF GOOD INSURANCE AGENTS --- p.24 / Chapter c) --- IMPORTANCE OF IMAGES IN LIFE INSURANCE COMPANIES --- p.25 / Chapter B) --- FUNCTIONS OF LIFE INSURANCE FROM THE VIEWPOINTS OF AGENTS --- p.25 / Chapter i) --- FUNCTION OF PROTECTION --- p.26 / Chapter ii) --- FUNCTION OF INVESTMENT --- p.26 / Chapter iii) --- MARKET --- p.26 / Chapter iv) --- INACTIVE CUSTOMERS --- p.26 / Chapter a) --- CAUSES / Chapter 1) --- TRUST PROBLEM --- p.26 / Chapter 2) --- NEGATIVE IMAGES FROM MASS MEDIA --- p.27 / Chapter 3) --- INTANGIBLE AND LONG-TERM COMMITTED NATURE --- p.27 / Chapter v) --- EDUCATION AND AGENCY SYSTEM --- p.27 / Chapter a) --- THE AGENCY SYSTEM --- p.28 / Chapter 1) --- SOLE PARTNERSHIP --- p.28 / Chapter 2) --- PROFESSIONAL TRAINING - APPRENTICE SYSTEM --- p.28 / Chapter vi) --- LONG-TERM COMMITTED CAREER --- p.29 / Chapter vii) --- PERSONAL SERVICES --- p.30 / Chapter CHAPTER FOUR: --- RECRUITMENT: A START OF BEING A GOOD AGENT / Chapter I. --- INTRODUCTION --- p.31 / Chapter II. --- RECRUITMENT IN HONG KONG --- p.31 / Chapter III. --- RECRUITMENT TALK: A HINT --- p.37 / Chapter CHAPTER FIVE: --- TRAINING: TRANSFORMATION TO BE GOOD AGENTS / Chapter I. --- INTRODUCTION --- p.40 / Chapter II. --- TRAINING IN HONG KONG'S LIFE INSURANCE INDUSTRY --- p.41 / Chapter A) --- TRAINING FROM PROFESSIONAL UNITS --- p.41 / Chapter B) --- TRAINING FROM INSURANCE COMPANIES --- p.41 / Chapter i) --- PRELIMINARY TRAINING FROM INSURANCE COMPANIES --- p.41 / Chapter ii) --- TRAINING FROM UNITS AND MANAGERS --- p.42 / Chapter iii) --- FURTHER TRAINING FOR THE ESTABLISHED AGENTS --- p.46 / Chapter III. --- TRAINING MISSION: BE PRODUCTIVE --- p.47 / Chapter A) --- POWER OF MOTIVATION --- p.48 / Chapter i) --- FAIR GAME --- p.48 / Chapter ii) --- JOB SATISFACTION AND CONTRIBUTION --- p.48 / Chapter iii) --- CONFIRMATION OF RIGHT CHOICE --- p.49 / Chapter iv) --- GREAT MARKET --- p.49 / Chapter B) --- SELLING TECHNIQUES --- p.50 / Chapter i) --- CREATIVE SALES --- p.50 / Chapter ii) --- RIGHT ATTITUDE TOWARDS SELLING --- p.50 / Chapter iii) --- HANDLING REJECTION --- p.51 / Chapter a) --- LOCATING THE RIGHT CUSTOMERS --- p.52 / Chapter b) --- TO APPROACH --- p.53 / Chapter c) --- INTERVIEW TECHNIQUES --- p.54 / Chapter d) --- CLOSING TECHNIQUES --- p.54 / Chapter C) --- EFFECTS OF MANAGEMENT --- p.56 / Chapter i) --- CLOSE SUPERVISION --- p.56 / Chapter a) --- UP-LINE UNIT TRAINING --- p.56 / Chapter b) --- UNIT TRAINING --- p.58 / Chapter CHAPTER SIX: --- SELLING: SURVIVE OR DIE / Chapter I. --- INTRODUCTION --- p.62 / Chapter II. --- SITUATIONS OF AGENTS IN SELLING --- p.64 / Chapter III. --- MOTIVATION IN THE INSURANCE MANAGEMENT --- p.74 / Chapter IV. --- FINAL DESTINATION OF AGENTS: SURVIVE OR DIE --- p.82 / Chapter CHAPTER SEVEN: --- CONCLUSION --- p.86 / ENDNOTES / Chapter APPENDIX I --- BACKGROUND OF INTERVIEWEES / Chapter APPENDIX II --- PREFERRED EDUCATION AND TRAINING OF HONG KONG'S INSURANCE EMPLOYEES IN SALES LEVEL FROM 1981 TO1989 / Chapter APPENDIX III --- ADVERTISEMENT OF ABC INSURANCE COMPANY'S RECRUITMENT / Chapter APPENDIX IV --- INTERVIEWEES' LAW OF AVERAGBE / BIBLIOGRAPHY

Thesis (MBA)--Stellenbosch University, 2015. / ENGLISH ABSTRACT: This research investigates the short-term insurance industry in South Africa in order to develop a strategic architecture for a new player to enter the market, differentiated primarily by operating on mutual principles. Mutual insurance is not something new and is widely applied across the world. However, in South Africa there is only one company that operates completely as a mutual. That company is known as the Professional Provident Society (PPS), and has been in operation since 1941. Although PPS operates completely as a mutual, it has only recently started to take part in the short-term insurance industry. Apart from them, there is no other short-term insurer that operates on mutual principles. In order to develop a strategic architecture, a thorough understanding of the industry and market was obtained by analysing the external and internal environments of short-term insurers in South Africa. The research is based on solid statistical data on all registered insurers, available from the governing body for insurers in South Africa, the Financial Services Board, as well as more qualitative data in the form of reports on industry analysis, performed by major auditors like KPMG and PWC. It also takes into consideration “cutting edge” approaches to starting up a new business, regardless of industry, through the application of the “Customer Development Model”, an approach based on lean and agile principles to mitigate the risk of developing a product / service at high cost before knowing if the market actually has a need or appetite for it. This research concludes by offering a strategic architecture and strategic implementation plan for a new player to enter the market, based on the analysis performed though the application of various strategic tools and frameworks. The primary findings of this research are that the industry is highly competitive, with longstanding ‘giants’ supported by parent companies. Those ‘giants’, however, all operate as stock insurers, and a transition by any one of them to mutual insurer, is highly unlikely. As mentioned, the industry currently only has one mutual insurer. This means there is really only one competitor (PPS) in terms of the profit sharing model and in that, PPS has a rather niche focus since its products are only available to graduate professionals. This research uses further external and internal environment analysis methods to extract industry information used in the formulation of a strategic architecture and business model for a new player to compete in the environment described above. It suggests that there is, in fact, room for a new player and that it can differentiate itself from stock insurers by applying the mutual model. It can further differentiate itself from stock insurers and PPS by expanding its market focus (i.e. not only for graduate professionals) and by utilising technology in productive and creative ways that encourages engagement with customers in a new way.

Dissertation (PhD)--Stellenbosch University, 2001. / ENGLISH ABSTRACT: Notwithstanding the importance of institutional financial investments and labour to the South African economy, relatively little attention has been paid by researchers to the interdependence of these two issues. As a result of this gap in the existing literature, a potential exists for inefficient financial investment decision-making by institutional investors with a resultant non-optimal allocation of valuable capital on the JSE Securities Exchange South Africa (previously known as Johannesburg Stock Exchange). The objective of this study thus embodies the evaluation of the impact of labour-related risks on financial investment decision-making regarding long-term insurance assets, given the basic theory available in this regard, so that the resultant recommendations can lead to a better utilisation of the theory by investors in general. The resulting tasks of the study are as follows: • To do a literature study of the basic theory available in this regard. • To obtain information about the relevant aspects, by means of personal interviews with investment practitioners responsible for financial investment decision-making, as far as long-term insurance assets are concerned. • To develop a tool that can be used to measure the degree of labour-related risk at enterprises for the purpose of financial investment decision-making. • To make suitable recommendations based on the critical analysis of the obtained information. Twenty-three interviews were conducted during March and the first half of April 1999 to cover the financial investment decision-making practices of the 47 participating long-term insurers, resulting in a 100 per cent response rate. The personal interviews were structured by using a written discussion guideline that was drafted with reference to the literature study. A distinction was made between the perceived labour-related risks in manual and knowledge worker enterprises. In addition to general information, the discussion guideline required the participating institutions to disclose information about the financial investment decisionmaking process in use at their institutions and to respond with regard to the perceived importance of various labour-related risk factors. The discussion guideline also required the participants to rank certain aspects in order of their significance when the degree of labourrelated risk at enterprises is determined. Finally, questions were asked to determine the relative importance of labour-related risks in general when financial investment decisions are taken. The information obtained during the interviews was summarised on an Excel spreadsheet and subjected to an elaborate statistical analysis to satisfy the objectives of the study. The majority of the data that were obtained during the survey are ordinal, because the discussion guideline made use of an ordinal level of measurement. With this in mind, the mean (as a measure of central tendency) and the range (as a measure of dispersion) are used to describe the data. Spearman's rank correlation coefficient is used as a measure of correlation. The sign test, being one of the simplest non-parametric tests, is used throughout the study to investigate whether the observed differences in opinion regarding manual worker and knowledge worker enterprises are significant. The study highlights the significant role of long-term insurance assets on the JSE Securities Exchange South Africa, as well as the significant differences between manual and knowledge worker enterprises regarding the perceived importance of labour-related risk factors for the purpose of financial investment decision-making. The large number of labour-related risk factors and the existence of significant correlation between many of them reflects the complicated nature of labour-related risks. The respondents regard labour-related risks between moderately and highly important for manual and knowledge worker enterprises when financial investment decisions are taken. Classification trees are introduced as the preferred method to deal with these complexities and to measure labour-related risks in manual and knowledge worker enterprises for the purpose of financial investment decisionmaking. These classification trees are constructed based on the wealth of experience of investment practitioners active in the long-term insurance industry at the time of the survey and with reference to the literature study. Generally, the most critical labour-related aspects to consider when the degree of labourrelated risk at manual and knowledge worker enterprises is determined, are internal to these enterprises and can be managed. Management and the labour force of enterprises should take cognisance of their responsibilities in this regard and the perceived ability they have to significantly influence the degree of labour-related risk at manual and knowledge worker enterprises. Other role players also have important roles to play in this regard, given the impact of the external environment on the degree of labour-related risk. The responsibility of enterprises to disclose the information required by investors to determine the prevailing degree of labour-related risk at enterprises is matched by the responsibility of investment practitioners to request and rationally assess this information. The resulting conclusions and recommendations of this study and the tool that is developed to measure the degree of labour-related risk at enterprises for the purpose of financial investment decision-making are largely based on the perceptions of investment practitioners active in the long-term insurance industry at the time of the survey. With this in mind, it is recommended that future research activities be aimed at enhancing the value of the classification trees developed in this study by applying the tree-growing method on actual cases where the variables can be measured and the eventual outcomes are determined. / AFRIKAANSE OPSOMMING: Desnieteenstaande die belangrikheid van institusionele finansiele beleggings en arbeid vir die Suid-Afrikaanse ekonomie, het navorsers tot dusver relatief min aandag aan die interafhanklikheid van hierdie twee aspekte gegee. Die leemte in die bestaande literatuur kan lei tot oneffektiewe finansiele beleggingsbesluitneming deur institusionele beleggers met die gevolg dat waardevolle kapitaal nie optimaal op die JSE Sekuriteitebeurs Suid-Afrika (voorheen bekend as die Johannesburgse Effektebeurs) verdeel word nie. Die doelstelling van hierdie studie behels dus die beoordeling van arbeidsverwante risiko's se invloed op finansiele beleggingsbesluitneming met betrekking tot die bates van langtermynversekeraars, gegewe die basiese teorie beskikbaar in hierdie verband, sodat die voortspruitende aanbevelings kan lei tot 'n beter benutting van die teorie deur beleggers in die algemeen. Die take van die studie is as volg: • Om'n literatuurstudie te doen van die basiese teorie wat in hierdie verband beskikbaar is. • Om inligting rakende die relevante aspekte te bekom deur middel van persoonlike onderhoude met beleggingspraktisyns wat vir beleggingsbesluitneming rakende die bates van langtermynversekeraars verantwoordelik is. • Om'n hulpmiddel te ontwikkel wat gebruik kan word om die graad van arbeidsverwante risiko in ondememings te meet vir die doeleindes van beleggingsbesluitneming. • Om toepaslike aanbevelings te maak op grond van die kritiese ontleding van die verkrygde inligting. Drie en twintig onderhoude is gedurende Maart en die eerste helfte van April 1999 gevoer om die beleggingsbesluitnemingspraktyke van die 47 deelnemende langtermynversekeraars te dek. 'n Een honderd persent reaksiekoers is dus behaal. Die persoonlike onderhoude is gestruktureer deur gebruik te maak van 'n geskrewe besprekingsriglyn wat na aanleiding van die literatuurstudie opgestel is. 'n Onderskeid is tussen die waargenome arbeidsverwante risiko's gemaak waar hande-arbeiders en werknemers wat kennis aanwend in ondememings werksaam is. Bo en behalwe algemene inligting, het die besprekingsriglyn ook van die deelnemende instellings gevra om inligting te openbaar rakende die beleggingsbesluitnemingsproses deur hulle gebruik en om 'n mening uit te spreek orntrent die belangrikheid van 'n verskeidenheid arbeidsverwante risikofaktore. Die besprekingsriglyn het ook versoek dat die deelnemers sekere aspekte rangskik in terme van hul belang wanneer die graad van arbeidsverwante risiko by ondememings bepaal word. Ten slotte is vrae gestel ten einde die relatiewe belangrikheid van arbeidsverwante risiko's in die algemeen te bepaal wanneer finansiele beleggingsbesluite geneem word. Die inligting wat tydens die onderhoude verkry is, is op 'n Excel sigblad opgesom en aan 'n omvattende statistiese ontleding onderwerp ten einde die doelstellings van die studie te verwesenlik. Die data wat tydens die opname verkry is, is hoofsaaklik volgens 'n rangorde, aangesien die besprekingsriglyn van 'n ordinale vlak van meting gebruik gemaak het. Met dit in gedagte, is die gemidde1de (as 'n maatstaf van lokaliteit) en die variasiewydte (as 'n maatstaf van spreiding) gebruik om die data te beskryf. Spearman se rangorde korrelasiekceffisient is as 'n maatstaf van korrelasie gebruik. Die tekentoets, een van die mees eenvoudige nie-parametriese toetse beskikbaar, is in die studie gebruik om ondersoek in te stel of die waargenome verskille in mening rakende ondernemings waar hande-arbeiders en werknemers wat kennis aanwend, betekenisvol is. Die studie beklemtoon die betekenisvolle rol wat die bates van langtermynversekeraars op die JSE Sekuriteitebeurs Suid-Afrika speel, sowel as die betekenisvolle verskille rakende die waargenome belangrikheid van arbeidsverwante risiko's vir die doeleindes van beleggingsbesluitneming waar ondernemings hande-arbeiders en werknemers wat kennis aanwend, in diens het. Die groot aantal arbeidsverwante risikofaktore en die betekenisvolle korrelasie wat tussen talle van hulle bestaan, dui op die komplekse aard van arbeidsverwante risiko 's. Die respondente beskou arbeidsverwante risiko' s as tussen redelik belangrik en hoogs belangrik vir sowel ondernemings met hande-arbeiders en die met werknemers wat kennis aanwend wanneer beleggingsbesluite geneem word. Klassifikasiebome word bekend gestel as die gewenste metode om vir hierdie kompleksiteite voorsiening te maak en om arbeidsverwante risiko's in ondernemings wat hande-arbeiders en werknemers wat kennis aanwend, in diens het, vir die doeleindes van beleggingsbesluitneming te meet. Die klassifikasiebome word op grond van die omvangryke ervaring van beleggingspraktisyns (wat ten tye van die opname in die langtermynversekeringsbedryf bedrywig was) en met verwysing na die literatuurstudie opgestel. Oor die algemeen is die mees kritiese arbeidsverwante aspekte wat oorweeg moet word ten einde die graad van arbeidsverwante risiko te bepaal by ondernemings met hande-arbeiders en die met werknemers wat kennis aanwend, intern tot hierdie ondernemings. Sodanige aspekte kan gevolglik bestuur word. Bestuur en die arbeidsmag van ondernemings moet kennis neem van hul verantwoordelikhede in hierdie verband sowel as die waargenome vermoe wat hulle het om die graad van arbeidsverwante risiko by ondernemings wat handearb eiders en werknemers wat kennis aanwend, in diens het wesenlik te beinvloed. Ander rolspelers speel ook 'n belangrike rol in hierdie verb and vanwee die invloed wat die eksterne omgewing op die graad van arbeidsverwante risiko het. Die verantwoordelikheid van ondernemings om die nodige inligting aan beleggers te openbaar ten einde hulle in staat te stel om die heersende graad van arbeidsverwante risiko by die ondernemings te bepaal, stem ooreen met die verantwoordelikheid van beleggingspraktisyns om die inligting te versoek en rasioneel te beoordeel. Die voortvloeiende gevolgtrekkings en aanbevelings van die studie en die hulpmiddel wat ontwikkel is om die graad van arbeidsverwante risiko by ondernemings te meet vir die doeleindes van beleggingsbesluitneming, is grotendeels gebaseer op die persepsies van beleggingspraktisyns wat ten tye van die opname in die langtermynversekeringsbedryf bedrywig was. Met dit in gedagte, word aanbeveel dat toekomstige navorsingsaktiwiteite gerig word op die verhoging van die waarde van die klassifikasiebome wat in hierdie studie ontwikkel is deur die boom-groei metodiek toe te pas op werklike gevalle waar die veranderlikes gemeet en die finale uitkomste bepaal kan word.

Thesis (PhD)-- Stellenbosch University, 2013. / ENGLISH ABSTRACT: Sanlam has long been stereotyped as an Afrikaans company. It has been positioned in Afrikaner nationalist historiography as one of a number of Afrikaner economic, cultural and political institutions that emerged alongside British ones in the early twentieth century as Afrikaners strove to assert their identity and independence. Much of the existing literature on the history of Sanlam has focused on the role that the company played in promoting this independence by mobilising savings for investment in Afrikaner businesses. This study challenges this conventional view of Sanlam. It argues that Sanlam was established as a South African company in a British industry of which the inclusion and empowerment of Afrikaners formed one aspect. It was a national institution that tried to represent South Africa at all levels. This study demonstrates Sanlam’s inclusiveness as a South African company by analysing its client profile from its establishment as a modest life insurance company in 1918 to its transformation into a diversified financial services group by 2004. It shows that Sanlam did not only target and attract Afrikaans-speaking clients, but included as wide a spectrum of clients as possible within the political and market constraints of the time. It did this by operating as a bilingual company, including working classes through industrial insurance and group schemes and by offering non-traditional life insurance products and ancillary financial services that met a range of needs. In this way Sanlam set itself apart from its competitors. Its clients included people from both sides of the demographic and social divide. Clients included English and Afrikaans-speakers, blacks and whites, young and old, male and female, and lower and upper class. Restrictions and exclusions were based on risk and not on race, sex or class. Sanlam broadened its prospects even further into the South African market during the second half of its history. This was in response to events such as the formation of the Republic in 1961, the growth of the South African economy, the deregulation of the financial sector in the 1980s and 1990s, and the collapse of Apartheid in the early 1990s. By 2004 Sanlam had completed its transformation into a diversified financial services group that provided a range of life insurance and financial services solutions for individuals, groups and businesses from various walks of life. The Group could now shift its focus not only onto further expansion into the South African and neighbouring African markets, but onto the rest of Africa and other emerging markets abroad. / AFRIKAANSE OPSOMMING: Sanlam is lank reeds bekend as ‘n Afrikaanse maatskappy, een van ‘n aantal ekonomiese, kulturele en politieke instellings wat gedurende die vroeë twintigste eeu ontwikkel het met die doel om die Afrikaner se identitieit en onhafhanklikheid te bevorder. Bestaande literatuur oor die geskiedenis van Sanlam fokus sterk op die rol van die maatskappy deur sy verkryging van belegggings vir Afrikanerbesighede. Hierdie studie betwis so ‘n konvensionele siening van Sanlam. Dit betoog dat Sanlam gestig is as ‘n Suid-Afrikaanse maatskappy in ‘n Britse industrie, waar die insluiting en bemagtiging van die Afrikaner slegs een aspek gevorm het. Sanlam was ‘n nasionale genootskap wat Suid-Afrika op alle vlakke probeer verteenwoordig het. Die studie toon Sanlam se insluiting as ‘n Suid-Afrikaanse maatskappy, deur ‘n ontleding van sy kliënteprofiel sedert sy stigting as ‘n beskeie lewensversekeringsmaatskappy in 1918 tot met sy transformasie in 2004 as ‘n gediversifieerde finansiële dienste groep. Dit wys dat Sanlam nie net Afrikaanssprekende kliënte bedien het nie, maar ‘n wye teikengroep binne die politieke en mark beperkinge van die spesifieke era. Albei amptelike landstale is gebruik, die werkersklas is deur industriële versekering en groepskemas betrek en nie-tradisionele lewensversekeringsprodukte en finansiële dienste is aangebied. Hierin het Sanlam homself van sy mededingers onderskei. Kliënte het mense van alle demografiese en sosiale verskille ingesluit. Daar was Engels- en Afrikaanstaliges, swart en wit, jonk en oud, manlik en vroulik, en polishouers van die laer en hoër klasse. Sanlam het gedurende die tweede helfte van sy geskiedenis verder in die Suid-Afrikaanse mark uitgebrei. Dit was in antwoord op gebeure soos die stigting van die Republiek in 1961, die groei van die ekonomie, die deregulering van die finansiële sektor in die 1980s en 1990s, en die beëindiging van apartheid gedurende die vroeë 1990s. Teen 2004 was Sanlam volkome getransformeer tot ‘n gediversifiseerde finansiële dienste groep met ‘n reeks lewensversekering- en finansiële produkte beskikbaar aan individue, groepe en besighede uit alle dele van die bevolking. Die Groep kon nou uitbrei, nie net in Suid-Afrika en sy buurlande nie, maar na die res van Afrika en ander opkomende markte oorsee.

Thesis (MComm.)--University of Stellenbosch, 2001. / ENGLISH ABSTRACT: In the recent past the industrialised world bore witness to staggering growth in the secondary and tertiary sectors of the economy. In the face of this growth process economic theory had to confront new challenges in explaining and interpreting economic phenomena. The complex nature of inter- and intra-firm relationships forced a pragmatic stance on policy makers to ensure that all actions are efficient and competitive. Two prominent schools of thought with contradictory viewpoints emerged. The Structuralists built upon the foundations laid by Bain (1951) and Mason (1939). This implied a theoretical framework, namely the Structure, Conduct and Perofrmance paradigm (SCP paradigm) that could be used to explain inter- and intra-firm relations according to a simple forward causality argument. The Structuralists' interpretation of the SCP paradigm provides strong support for the implementation of deconcentration measures by competition authorities. The Chicago School, however, developed a counter-argument inspired by Demsetz's (1973) efficiency hypothesis. According to them, causality is reversed and deconcentration measures are used at the expense of the most efficient firms. The thesis aims to study these contradictory arguments as well as their evolution in South Africa. Various researchers in South Africa have built on the arguments of the Structuralists and the Chicagoans regarding the manufacturing sector. The theoretical methods implemented by them will be applied to the long-term insurance industry to assess the validity of the SCP paradigm as a theoretical framework for the application of competition policy. / AFRIKAANSE OPSOMMING: Fenomenale groei in die sekondêre en tersiêre sektore van die ekonomie het nuwe uitdagings ter verklaring en interpretering van inter- en intra-ondernemingsverhoudinge verskaf. Die komplekse aard van die verhoudinge het 'n pragmatiese aanslag ter versekering van effektiwiteit deur beleidmakers genoodsaak. Twee prominente denkskole met teenstrydige argumente het ontstaan. Die Strukturaliste het hulle sieninge op die werk van Bain (1951) en Mason (1939) gebaseer. Hierdie teorieë verwys na 'n teoretiese raamwerk, naamlik die Struktuur, Gedrag en Prestasie paradigma (SGP paradigma), wat gebruik kan word om inter- en intra-ondernemingsverhoudinge aan die hand van 'n kousaliteitsvloei van struktuur na prestasie, te verklaar. Die Strukturaliste se interpretasie van die SGP paradigma verskaf ondersteuning Vir die implementering van 'n dekonsentrasiebeleid deur mededingingsowerhede. Die Chicago Skool het 'n argument ontwikkel wat op die effektiwiteitshipotese van Demsetz (1973) gebaseer is. Volgens hulle beweeg kousaliteit in die teenoorgestelde rigting as wat die Strukturaliste beweer en straf dekonsentrasiemaatreëls die mees effektiewe ondernemings. Hierdie werkstuk het ten doelom hierdie argumente sowel as die evolusie daarvan in die Suid-Afrikaanse konteks te ondersoek. Verskeie navorsers in Suid-Afrika het op argumente van dié twee denkskole ten opsigte van die vervaardingingsektor voortgebou. Die teoretiese metodiek wat deur hulle ontwikkel is, sal aangewend word om die geldigheid van die SGP paradigma as die teoretiese raamwerk vir die aanwending van 'n mededingingsbeleid in die langtermyn-versekeringsbedryf van Suid-Afrika vas te stel.

published_or_final_version / Business Administration / Master / Master of Business Administration

M.Comm. / Economic growth is the key to wealth creation and competitiveness. The purpose is to improve the welfare of society and upgrade the standard of living of all citizens. The most important element to any nation seeking growth and stability is economic growth - and the key to this is a high level of productivity. Sustained growth transforms the lives of poor people. It makes higher output and income possible, which raises the productivity of their work. However, South Africa's productivity record is disappointing and has fallen behind that of its main trading partners. Productivity growth has slowed down since 1970 and is poor compared to world standards. This contributes to the poor economic growth and a decline in competitiveness. Despite strong capital investment, productivity growth in South Africa has been weak and even negative for a long time. South Africa's lack of economic growth is further accentuated by high unemployment, labour unrest and high goverment expenditure. South Africa, competing with developing countries like Argentina, Brazil, Chile, Greece and Mexico has lagged behind these countries in terms of economic growth. Real incomes rose steadily in the 1960's, but dropped during the 1980's. South Africa was also the only country where output per person was lower (8%) in 1994 than in 1970. The next worst performer, Argentina, reported output per person of 13% higher in 1994 than in 1970. Brazil performed the best with over 80% higher output in 1994. The challenge facing the Goverment of National Unity is sustained productivity-growth. Firstly, the economy must grow faster to provide the basis for human development in the long run. Secondly, growth must benefit everybody. The economy must be stimulated to increase job creation to help alleviate poverty. In an attempt to stimulate the local economy and focus on productivity growth, incentive-based schemes are more widely being used to increase productivity. The use of incentives and "gainsharing" is recognised by management as an effective and one of a few successful methods to help raise productivity levels. In the process, a "win-win" solution is created. Ultimately, productivity gains translate into benefits for all the stakeholders. The aim of this study is thus to investigate the problems regarding productivity, methods of improving productivity in general with the emphasis on incentive schemes and "gainsharing" with a specific focus on the insurance industry in South Africa. The study begins with a thorough literature study regarding productivity, productivity improvement techniques and incentives to increase productivity. Following this is an imperical study to investigate certain specific factors which influence productivity, and methods to improve productivity through incentive schemes.

A preliminary purpose of this study in the area of business communications was that of determining the status of correspondence improvement in stock life insurance companies in Dallas. However, the major purpose, which stemmed from the preliminary one, was to study intensively the approach used in Great American.