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 (Business Management))--University of Stellenbosch, 1987.

published_or_final_version / Business Administration / Master / Master of Business Administration

Submitted by Elba Lopes (elba.lopes@fecap.br) on 2016-02-10T16:48:49Z No. of bitstreams: 2 Vania_Vieira_Nascimento.pdf: 670377 bytes, checksum: 58733403f6f4c9e4663d9b226d94bad7 (MD5) license_rdf: 23148 bytes, checksum: 9da0b6dfac957114c6a7714714b86306 (MD5) / Made available in DSpace on 2016-02-10T16:48:50Z (GMT). No. of bitstreams: 2 Vania_Vieira_Nascimento.pdf: 670377 bytes, checksum: 58733403f6f4c9e4663d9b226d94bad7 (MD5) license_rdf: 23148 bytes, checksum: 9da0b6dfac957114c6a7714714b86306 (MD5) Previous issue date: 2002-04-13 / The current study presents the insertion of the insurance market into the Brazilian economic scene and deals with the lack of qualified professionals to sate that market. The goal was to make an exploratory study in order to identify the current state of what the country"s insurance companies offer. The research of the manager profile of insurance company is based on an investigation made in three insurance organizations, chosen for their significance in the national insurance market. In making the aforementioned study, two courses are being offered for more than one year, are recommended by the insurance market for recycling or specialization of their staff. Although not yet proved, the analysis of the courses led to foreseen conclusions: that insurance companies frequently promote internal training program for their own staff due to the lack of schools offering such programs. As a suggestion to future academic research, the structure of Funda????o Maphre"s graduation course deserves special notice as it may well be the starting point for a new graduation project in insurance. / O presente estudo apresenta a inser????o do mercado de seguros no cen??rio econ??mico brasileiro e trata da car??ncia de profissionais capacitados para suprir esta ind??stria. O objetivo foi realizar um estudo explorat??rio para identificar a forma????o securit??ria ofertada pelo mercado e do perfil profissional do gestor requisitado pelas organiza????es seguradoras. A pesquisa do perfil do gestor da empresa securit??ria tem como base levantamento realizado em tr??s organiza????es seguradoras, selecionadas em raz??o de sua expressividade no mercado de seguros nacional. Para a pesquisa referente a forma????o na ??rea de seguros, analisamos dois cursos que j?? est??o h?? mais de um ano sendo ofertados por institui????es de ensino e que s??o recomendados pelo mercado segurador para a especializa????o ou reciclagem de seus profissionais. A an??lise das entrevistas e dos cursos levou a conclus??es j?? esperadas, embora n??o tivessem sido comprovadas, at?? o momento, de que os profissionais das organiza????es seguradoras freq??entemente t??m sua forma????o realizada pelas pr??prias empresas, que promovem internamente cursos ou programas de treinamento, em raz??o da car??ncia de escolas de forma????o. Como sugest??o para futuras pesquisas acad??micas, a estrutura do curso de forma????o da Funda????o Maphre merece destaque, podendo ser o ponto de partida para um novo projeto de forma????o na ??rea de seguros.

The aim of this research was to assess the recruitment and selection strategies used in the sales department of Old Mutual Group Schemes (OMGS) in the Eastern Cape. The company hopes to stem the high labour turn over in OMGS. After the Labour Relations Act 66 of 1995 (LRA) and Employment Equity Act 55 of 1998 (EEA) were promulgated, organisations in this country introduced new recruitment and selection policies. The challenge to most organisations is the implementation of these policies by managers. The requirements of these two legislations create problems for small companies because of the high costs involved especially in the implementation stages. The organisation incurs costs in the development of the new processes and the training of staff. Even after the new processes, labour turnover did not improve in OMGS. Senior management is trying any means possible to rectify the situation. The company policy was examined against the literature available and the recruitment and selection processes of different authors were investigated. The findings indicated that some steps in the recruitment and selection processes were not followed. It was recommended that the organisation use more recruitment sources to broaden the scope of accessing more suitable applicants.

Despite the obvious importance attached to the psychological significance of height and weight in everyday life, few researchers have studied the relationship of these variables to the sales performance of ordinary life insurance salesmen. In the present study, it was hypothesized that (1) taller and/or heavier ordinary life insurance salesmen are more successful than shorter and/or lighter ordinary life insurance salesmen; (2) those who possess more "ideal statures" are more successful than those who do not; and, secondarily, (3) life insurance companies tend to hire taller and/or heavier applicants for life insurance sales positions. The results of this study offer further support for the view that many sales managers and recruiters tend to believe that "the bigger they are, the better," and to select applicants accordingly, with the qualification that in this sample, female agents were taller, but lighter than average. These findings are discussed in terms of their implications for the life insurance industry and future investigations.

金融機構跨業經營已蔚為常態，金融機構利用不同的整併模式，積極進行跨業資源整合及業務推動。金融控股公司的設立加速跨業經營的腳步，如何利用強勢通路進行共同行銷以達成綜效，成為決勝的關鍵因素。人壽保險業務員通路利用關係行銷，掌握客戶需求，面對面進行顧客服務，滿足客戶一站購足的全方位商品服務，帶動金控集團業績，肩負舉足輕重的戰略地位。然而居高不下的壽險申訴率，引發我們對業務員進行共同行銷時是否也會發生不當行為風險的疑慮，並思考如何提前辨識及因應。 本研究嘗試以保險申訴類型與現行壽險業務員共同行銷模式進行模擬比對，以辨識風險來源，經歸納推導得知壽險業務員趨利避害思維模式及價值觀，若無適當管控，將會引發共同行銷不當行為的發生，並且將隨業務擴展逐漸浮現。為回應風險，本研究結合實務經驗，分別對相關不當行為態樣及有關單位提出風險管理建議(1)在壽險公司方面，可注意強化業務員跨業行銷專業及法令教育，嚴懲共同行銷的不當行為以敬效尤，並善用保險機制以分散風險；(2)在金控公司方面，則應建立跨業風險預判及預防機制，善用集團的資源管理風險，並進行子公司間效率運作經驗的複製及移植；(3)在主管機關方面，可思考調整產險業界業績計算方式，從制度面進行改變導正，另為配合跨業行銷爭議處理機構之設立規劃，可先從金控、公會組織逐級試行申訴運作模式，待未來正式設立時即可移轉經驗及制度，讓消費者保護沒有空檔。期能透過各方面的配合，讓共同行銷的運作能更為完善，以提升金控集團經營效率並充分保護消費者權益。 / Cross-selling seems to be a popular business model for most financial institutions. Various M&A are employed by financial institutions for the purpose of resources integration and business growth across different sectors. The establishment of financial holding companies has further accelerated the scope of business. It is very critical to leverage the advantage of strong channels to enhance synergy via cross-selling. Life insurance agents position themselves importantly for the performance of the holding company groups as they provide one-stop service, face to face interact, and satisfy the demand with their customers by leveraging the customer relationship. But the high customer complaint rations arose the concern with the appropriateness of cross-selling of the agents and the legacy risk, and encourage us to identify the related risk and figure out possible solutions. This research tries to simulate the genres of complaints and the patens of cross-selling of the agents for the purpose of identifying sources of risk. It is concluded that the agents should be well monitored and restrained because of their trade-off mind-sets and value. If not, mis-behaviors can happen along with the growth of business. In response to the related risk, this research based on operation experience leads to several suggestions according to the genres of mis-behaviors to the related entities. First, the life insurance companies should play attention to the enforcement of cross-selling skills and education of regulation of the agents, the punishment of mis-behaviors, and insurance mechanism to diversify related risks. Secondly, the holding companies should build the mechanism of identifying, measuring, and preventing the related risks, manage the risk by using group resources, and replicate the experience and know-how among the subsidiaries. Finally, the supervisory authority should consider the adjustment of performance measurement of the P&C insurance sector, try to guide the sector by change of rules, and try to set up the complaint process from the level of the holding companies and the business associations sequentially, first and then transfer these accumulated experiences and rules to the institution handling arguments about cross-selling after its official establishment in the future. Then the consumers can be well protected without any gap. It is expected that the cross-selling model can be run much better to enhance the operation efficiency of holding company groups and protection of consumers due to the cooperation of related entities.

This study shows that managers of short-term insurers may improve their financial results if they can identify and manage the factors that are critical to their financial results. The development and application of the concept of critical success factors are therefore used as a basis for this study. The study reviews the functions performed by short-term insurers, focusing on the effect these functions have on their cash flows. Selection and pricing of risk are discussed in detail. The underwriting cycle in South Africa, and several possible causes of the cycle are investigated. Reinsurance, claims handling and rilanagement expenses are important components of the cash flows of short-term insurers and are therefore examined in detail. The optimum risk level at various combinations of underwriting and investment income is empirically tested, using the financial results of several insurers. The study investigates different approaches to the measurement of financial success of insurers, and the return on shareholders' funds is found to provide the fairest and most reliable method. Empirical comparisons are made on the financial results of the insurers that participated in the study to distinguish between those that are financially successful and those that are not. To discover what the industry consider to be their critical financial success factors, a postal survey was done of key decision makers in the South African short-term insurance industry. Respondents identified several success factors, but did not include some success factors discovered during the review of the literature. Respondents apparently experienced difficulty in separating strategic issues from operational ones. The survey revealed that the pricing of risk is problematic for short-term insurers. The importance of the investment function is also underestimated by the industry. The study concludes that the combined systematic risk of the investment and underwriting portfolios is a critical success factor, along with the capital base of the insurer, the ability of the insurer to use the leverage provided by using policyholders' funds as free reserves and the size and direction of an insurer's cash flows. / Business Management / D. Com (Business Management)

Summaries in Afrikaans and English / Text in Afrikaans / In die skripsie word gekyk na die remedies van 'n versekeraar by wanvoorstelling (nie-openbaring) en waarborgbreuk deur 'n versekerde en veral die beperking van die versekeraar se kansellasiereg. Die klem sal egter val op die remedies by waarborgbreuk omdat versekeraars veel meer daarop steun. Die volgende voorstelle word gemaak. 'n Kansellasiereg behoort in die geval van wanvoorstelling (nie-openbaring) nie verleen te word as die versekeraar nogtans, met kennis van die ware feite, sou kontrakteer nie. By verbreking van bevestigende waarborge behoort 'n kansellasiereg toegestaan te word as die waarborgbreuk die betrokke versekeraar se berekening van die risiko redelikerwys geraak het maar nie as die versekeraar nogtans sou kontrakteer nie. By voortdurende waarborge behoort kansellasie beskikbaar te wees as die waarborgbreuk die skade redelikerwys veroorsaak het. 'n Skadevergoedingseis behoort beskikbaar te wees waar 'n versekeraar nie kan of wil kanselleer nie. / The remedies of an insurer, in the event of misrepresentation (non-disclosure) and breach of warranty by an insured are discussed, particularly limiting the insurer's right to cancel. The emphasis is on the remedies applicable to breach of warranty because insurers use these more frequently. The following solutions are suggested. An insurer should not be allowed to cancel in the event of misrepresentation (nondisclosure) if it would still have concluded the contract, knowing the truth. In the event of affirmative warranties a right to cancel should be available if breach of warranty reasonably affected the particular insurer's assessment of the risk, but not if the contract would still have been concluded. In the event of promissory warranties, cancellation should only be available if breach of warranty reasonably caused the loss. A claim for damages should be available if an insurer can not or does not wish to cancel. / Private Law / LL.M.

Summaries in Afrikaans and English / Text in Afrikaans / In die skripsie word gekyk na die remedies van 'n versekeraar by wanvoorstelling (nie-openbaring) en waarborgbreuk deur 'n versekerde en veral die beperking van die versekeraar se kansellasiereg. Die klem sal egter val op die remedies by waarborgbreuk omdat versekeraars veel meer daarop steun. Die volgende voorstelle word gemaak. 'n Kansellasiereg behoort in die geval van wanvoorstelling (nie-openbaring) nie verleen te word as die versekeraar nogtans, met kennis van die ware feite, sou kontrakteer nie. By verbreking van bevestigende waarborge behoort 'n kansellasiereg toegestaan te word as die waarborgbreuk die betrokke versekeraar se berekening van die risiko redelikerwys geraak het maar nie as die versekeraar nogtans sou kontrakteer nie. By voortdurende waarborge behoort kansellasie beskikbaar te wees as die waarborgbreuk die skade redelikerwys veroorsaak het. 'n Skadevergoedingseis behoort beskikbaar te wees waar 'n versekeraar nie kan of wil kanselleer nie. / The remedies of an insurer, in the event of misrepresentation (non-disclosure) and breach of warranty by an insured are discussed, particularly limiting the insurer's right to cancel. The emphasis is on the remedies applicable to breach of warranty because insurers use these more frequently. The following solutions are suggested. An insurer should not be allowed to cancel in the event of misrepresentation (nondisclosure) if it would still have concluded the contract, knowing the truth. In the event of affirmative warranties a right to cancel should be available if breach of warranty reasonably affected the particular insurer's assessment of the risk, but not if the contract would still have been concluded. In the event of promissory warranties, cancellation should only be available if breach of warranty reasonably caused the loss. A claim for damages should be available if an insurer can not or does not wish to cancel. / Private Law / LL.M.