Abstract The research uses reference materials from the insurance industry and the insurance brokerer industry, to do further study and analysis. Then we use a business case study ¡V Tai-yung Insurance Broker (Beijing) Co., to understand the past development of the company. After further study, a qualitative analysis is used through interviews with several insurance industry¡¦s experts and managers. In addition to understanding the differences between the past and the present conditions of the industry, but to explore the opportunities and impacts the insurance brokerage industry in Taiwan might encountered to entering the mainland market after running the ECFA (Economic Cooperation Framework Agreement). Finally comes up with conclusions and recommendations. Keywords¡GThe Insurance Broker Industry¡BMainland China¡BTai-yung Insurance Broker¡BExpert Interview( Delphi technique)¡BCase Study

This diploma thesis deals with the comparison of car insurance products of chosen insurers on the Czech insurance market. It searches this complexity of problem in the meaning of global macroeconomic background, but also with the microeconomic ones, which are fundamental for issuing a insurance plan. It answers the ethical, moral attitudes of insurance basis.

The insurance industry in Taiwan has been more open and geared to the international standards during the recent years. At the same time, the Taiwanese and international financial industry has gone through drastic changes. Interest rate dropped and cost of material and human resource went up, leading to increased operation cost for insurance companies. In addition, the popularity of internet and elevated consumer awareness have challenged insurance companies¡¦ traditional marketing model ¡V direct sales force. Therefore, in order to cut down operation cost and expand the market, insurance companies started to develop diversified marketing channels, such as tele-marketing, bank insurance marketing, internet, TV direct sales, etc. New sales channels such as insurance agency and insurance broker also emerged at the same time. Every insurance company has different resources and competitive advantages, and hence created different marketing and operation models. Insurance companies hope to sell insurance through insurance brokers in order to lower operation cost. However, to avoid increasing bargaining power of insurance brokers, insurance companies are reluctant to overly rely on one or two insurance brokers. Insurance brokers, on the other hand, oftentimes recruit sales force from insurance companies to lower training cost. Such competition-cooperation relationship with insurance companies has shaped insurance brokers¡¦ operation model. This research is to analyze the industrial value chain within the insurance industry and to explore the potential operation models for insurance brokers via the five-force analysis of company L.

My master thesis "Intermediaries of insurance products" deals with the activities of insurance intermediaries, legislation regulating their work, comparison of the Czech legislation with other countries and the organizations associating insurance intermediaries. The practical part is particularly focused on the analysis of commission system in companies AWD Česká republika s.r.o. and Česká pojišťovna a.s.

我國加入WTO後，保險市場加速開放，保險行銷亦走向多元化，而保險經紀人屬於保險行銷之一環，因此如何健全保險經紀市場以維護保險業之正常運作，並兼顧消費者權益，實係監理機關之一大課題。 2004年10月14日，美國紐約州檢察官史匹哲（Eliot Spitzer）正式起訴國際保險經紀人，此起訴案為保險經紀業界投入震撼彈，引發保險經紀人之利益衝突等問題。而我國亦隨之檢討保險經紀人於保險交易中，雙重代理及保單條件與再保條件不一致之問題。因此如何避免保險經紀人之利益衝突，並尋求解決之道，無疑係現階段各國監理機關之重要課題。 而本文以「論保險經紀人之自律規範與法令遵循」為題，嘗試先就保險經紀人之利益衝突之態樣、國內外案例及解決方法做一探討；其次再就美國、歐洲、巴塞爾銀行監理委員會及國際保險監理官協會等之法令遵循計畫做介紹，嘗試為我國保險經紀人之法令遵循制度勾勒完整之藍圖；再其次針對英國金融服務管理局、保險監理官協會、紐約州之保險經紀人自律規範為介紹，引導出我國保險經紀人自律規範之立法走向；最後做一評析與建議。 / Since the entrance into WTO, the market of insurance is opened speedily and the marketing of insurance also trends to diversify in Taiwan. To be a part of insurance marketing, it is essential for the regulatory to enhance the operation of market of insurance brokers regularly and protect the rights of consumers. In 14 Oct,2004, the New York Attorney General Spitzer filed a civil suit in State Supreme Court in Manhattan, bringing charges of fraud and antitrust violations against leading insurance broker Marsh & McLennan Cos. (MMC). This case shocked the industry of insurance brokers and emerged the scandals of conflict of interest. Therefore the fierce debate on dual brokerage and difference in condition during the process of insurance mediation was going on in Taiwan. So undoubtedly the most important task of the regulatory all over the world right now is to avoid the conflict of interest of insurance brokers and solve it . The main theme of this paper focuses on the issue of Code Of Conduct And Legal Compliance Of Insurance Brokers. In the first place, the forms of conflict of interest of insurance brokers in Taiwan and overseas are addressed and the solutions are suggested. Second, some models of the legal compliance are examined, including U.S., Europe, Basel Committee on Banking Supervision and International Association of Insurance Supervisors. And the structure of legal compliance of insurance brokers in Taiwan is established. Third, the codes of conduct of insurance brokers abroad, ex: the Financial Services Authority of UK, National Association of Insurance and the Insurance Department of New York State are introduced. Then the guidance of code of conduct of insurance brokers in Taiwan is proposed. As possible contribution to the reform of insurance brokers in Taiwan, some conclusive remarks and suggestions are submitted in the final place.

När nya politiska regleringar införs på en marknad kan det få konsekvenser för alla aktörer på marknaden. Det kan påverka både deras verksamhet och deras relationer. Syftet med denna uppsats är att få en ökad förståelse för hur relationen mellan företag på försäkringsmarknaden förändras inför en större politisk förändring och vilka faktorer som kan spela in. För att undersöka detta intervjuas företrädare för försäkringsbolag och försäkringsförmedlare inför det kommande direktivet om försäkringsdistribution (IDD). För att undersöka hur relationerna förändrats används en modell av relationen som grundar sig i bland annat Anderson och Narus (1990) forskning om relationens beståndsdelar och hur dessa hänger ihop. För att undersöka vilka faktorer som påverkar hur förändringen går till används en modell av Hadjikhani, Thilenius och Pourmand (2009) som förklarar hur politiska förändringar kan påverka företag, både direkt genom lagstiftning och indirekt via andra företag. Slutsatserna som dras är att: Relationerna mellan försäkringsbolag och försäkringsförmedlare påverkas av regleringar såsom direktivet om försäkringsdistribution (IDD) och att relationen börjar förändras redan innan regleringen trätt i kraft. Vilken relation två företag har till varandra influerar till vilken grad företagen utsätts för direkt och indirekt påverkan inför förändringar i politiska regleringar. Graden av indirekt påverkan de olika företagen utsätts för kan påverka relationen mellan företagen. En politisk förändring kan innehålla både stödjande och tvingande element. / When new political regulations are introduced to a market, they can have consequences for all market players. This can affect both the activities and relationships between them. The purpose of this paper is to gain a better understanding of how the relationship between companies in the insurance market is changing as a consequence of a major political change and which factors can be relevant to this change. To investigate this, representatives from insurance companies and insurance brokers are interviewed about the forthcoming Insurance Distribution Directive (IDD). To investigate how the relationships changed, a model of the relationship, based in, among others, Anderson and Narus (1990) model, which deals with the constituents of a relationship and how they relate to each other. To investigate the factors which influence how the relationship changes, a model of Hadjikhani, Thilenius and Pourmand (2009) is used, which explains how political changes can affect companies, both directly through legislation and indirectly through other companies. The conclusions drawn are that: Relationships between insurance companies and insurance brokers are affected by regulations such as the Insurance Distribution Directive (IDD) and that the relationship begins to change even before the regulation is implemented. The relationship between the companies influences the extent to which companies are exposed to direct and indirect influence as a result of political regulations. The degree of indirect impact on the various companies can affect the relationship between the companies. A political change can contain both supporting and compelling elements.

This work deal with a consumer protection in insurance in conditions of the Czech Republic. It specifies an insurance service and reasons leading to necessity of clients of insurance companies protection. The central theme of the work is delimitation of instruments serving to consumer protection in insurance. It treats of legislative acts, Czech National Bank as a supervisory authority in insurance, consumer associations, codes of ethics, financial education of consumers and institute of insurance arbiter or ombudsman, which is not still established in the Czech Republic. A proposal of European Commision to Insurance Guarantee Schemes is mentioned too. The work deal with an insurance terms as well, its transparency for clients of insurance companies and necessity to read it before signing a contract of insurance. In conclusion of the work the most important deficiencies of the particular instruments and the recommendations for improvement of situation are presented.

我國保險法令對於市場中分屬不同業務性質之保險經紀人，於監理規範上並無太大之區別。而於實際之財產保險與人身保險之經紀業務中，其間實具有相當大之差異性存在。再就保險之需求者而言，企業型之被保險人與消費型之被保險人，本屬相當不同之市場族群，這也正說明近年關於金融消費者保護法之立法，即係著眼於金融消費者市場保護措施的建立。惟對於企業型之被保險人市場，於保險法相關之規範上，則相應缺少一些差異性之規範設計。 我國保險法令關於直接保險業務與再保險業務並未依國內市場之業務與國際市場之業務而區分，自然造成我國保險經紀人之業務類別僅分為「直接保險經紀業務」及「再保險經紀業務」二分法之現象。而保險經紀人執行此等「前衛業務」時，事實上其所應負責任之對象為該等原始被保險人，而非被再保險人〈即原保險人〉。但相較於國內保險法規上之分類類別，也只能將其視為「再保險」之一類別，此時該等執行此類「前衛業務」之保險經紀人依此法令上之二分法類別設計，將同時具備執行「直接保險經紀業務」及「再保險經紀業務」之情形，雖然於我國法令規範上，經紀人公司得經營保險經紀人業務及再保險經紀業務，但同時也衍生於法規上如何處理利益衝突之問題。但於此等「前衛業務」，保險經紀人事實上所應負責任之對象應僅指該等原始被保險人，而非被再保險人〈即原保險人〉，此時若又將其同視為兼具執行「再保險經紀業務」，則自然發生法令規範與事實關係不符之謬誤。 本文對於保險經紀人同時經營保險經紀業務與再保險經紀業務之問題，於根本上探討保險經紀人於實務作業之具體情形，並分析其法律地位與相關之義務與責任，希望對於保險法相關規範之發展上，能對於不同業務屬性之保險經紀業務行為，發展出一套不同之思路與設計，藉以消彌監理與實務間之鴻溝。並期待法規應引領國內保險公司，能真正專注於實質保險本業之經營，對於大型企業體之財產保險需求，能真正作為承接實質風險之保險人，而非甘於僅處於前衛業務所安排之出單公司，以類似於保險中介人收取服務費用之模式經營。如此，對於被保險人而言，則可相對免除國內出單費用之成本；對於保險經紀人而言，亦可達到為被保險人最大利益考量之執業職責。 基於目前法規對於跨國保險、境外保險及剩餘保險等問題呈現法規缺漏之現象，本文亦延伸探討目前相關法令對於境外保單議題之處理方式。目前之保險法167-1條未將企業等非消費者被保險人購買境外保單之情形排除於外，實無益於維護金融市場秩序、保障消費者權益之立法目的，應予排除。另鑑於境外保單交易多具跨國性質，基於罪刑法定主義之明確性原則，立法者應將「代理、經紀、招攬保險業務」定義清楚，避免嗣後爭議。 本論文以產物保險為主軸，於第二章中介紹保險相關的輔助人，保險係人類創造新文明之過程中損失分擔之機制，這個機制則需要許多人之努力方得以運轉，保險契約之締結，除了契約當事人以外，尚需要有許多相關人士的輔助，才得以使保險機制能更有效的運作，此等保險相關的輔助人各司其職，目的均在使得保險制度之運作更為流暢與正當。第三章及第四章分別論述保險經紀人之市場功能與法律地位、保險經紀人之行為規範與專業責任及義務，以及我國保險法令關於保險經紀人之相關規範。第五章至第七章深入探討保險經紀人處理境外保單之相關問題、P&I制度、國際金融業務境外保險之議題，並檢討現行法制對於保險經紀人處理境外保單之法律問題。並於第八章文末提出修法建議與結論。 本論文以現代經濟社會對保險制度之期待為標的，以保險服務業對整體經濟社會發展所產生之影響及其願景為研究背景，期待藉由保險實務工作者與政府主管機關、法律學界與實務界之共同努力，能使保險實務之運作更趨於完善，並使國內保險事業與國際保險市場之發展密切接軌，形成一套保險從業人員得所依循之「執業典範」，以為日後相關保險從業人員及主管機關得以遵循及評鑑的共同指標，使投保大眾對於保險制度之運作更具有信賴與安全感，給予全體社會一個穩健、安全又合諧的經濟環境。

Submitted by Luiz Fernando Hideichi Sasaki (luiz.sasaki@susep.gov.br) on 2016-08-02T19:55:32Z No. of bitstreams: 1 Luiz Sasaki - versão aprovada 29_07_2016.pdf: 2676534 bytes, checksum: 99cae22120aa59917795862e37f9f5b0 (MD5) / Approved for entry into archive by ÁUREA CORRÊA DA FONSECA CORRÊA DA FONSECA (aurea.fonseca@fgv.br) on 2016-08-03T16:32:17Z (GMT) No. of bitstreams: 1 Luiz Sasaki - versão aprovada 29_07_2016.pdf: 2676534 bytes, checksum: 99cae22120aa59917795862e37f9f5b0 (MD5) / Approved for entry into archive by Maria Almeida (maria.socorro@fgv.br) on 2016-08-23T19:56:49Z (GMT) No. of bitstreams: 1 Luiz Sasaki - versão aprovada 29_07_2016.pdf: 2676534 bytes, checksum: 99cae22120aa59917795862e37f9f5b0 (MD5) / Made available in DSpace on 2016-08-23T19:57:07Z (GMT). No. of bitstreams: 1 Luiz Sasaki - versão aprovada 29_07_2016.pdf: 2676534 bytes, checksum: 99cae22120aa59917795862e37f9f5b0 (MD5) Previous issue date: 2016-07-29 / Examining the prevalence of transparency in the sale of auto insurance in Brazil and around the world, this study considers the costs and benefits of this transparency through two surveys and based on extensive contextual and scholarly analyses. The agency relationship in the insurance intermediation consists of two principals (the consumer and the insurer) and one agent (the insurance broker). This relationship presents a classic principal-agent dilemma where the broker’s compensation system — in which insurers pay the brokerage commission — may portend negative effects for consumers. The international survey queried insurance supervisors and organizations representing insurers and insurance brokers about global practices related to the transparency in the auto insurance sale and received responses from 39 foreign jurisdictions (in addition to the European Commission). In the national survey, 191 Brazilian insurance brokers answered a questionnaire on their practices and opinions related to transparency in the auto insurance sale. The results show that 24 out of the 39 international jurisdictions analyzed require or encourage the disclosure of brokerage commissions to consumers. In jurisdictions where disclosure is compulsory, there is prior (prior to the decision made by the consumer) and active (without being requested by the consumer) transparency. In the national survey, results showed that 92% of insurance brokers (legal entities) in Brazil do not disclose to consumers the amount of brokerage commission received, and that 93% of brokers are against active disclosure and 92% against passive disclosure (at consumer request). Given these results, and based on the theoretical and empirical evidence examined, this study recommends the adoption of transparency requirements relating to prior and active disclosure of brokerage commissions in Brazil. / Ao examinar o domínio da transparência na venda do seguro automóvel no Brasil e no mundo, este estudo leva em consideração os custos e benefícios da transparência por meio de dois surveys e com base numa extensa análise contextual e acadêmica. A relação de agência que se forma na intermediação do seguro consiste de dois principais (consumidor e seguradoras) e um agente (corretor de seguro). Esta relação exibe um clássico dilema principal-agente onde o regime de remuneração dos corretores de seguro, no qual o pagamento da comissão de corretagem é feito pelas seguradoras, pode resultar em efeitos negativos para os consumidores. O survey internacional consultou supervisores de seguro e entidades representativas de seguradoras e de corretores de seguro sobre as práticas globais relacionadas à transparência na venda do seguro automóvel e recebeu respostas de 39 jurisdições estrangeiras (além da Comissão Europeia). No survey nacional, 191 corretoras de seguro brasileiras responderam um questionário sobre suas práticas e opiniões relacionadas à transparência na venda do seguro automóvel. Os resultados mostram que 24 das 39 jurisdições estrangeiras analisadas exigem ou apoiam a divulgação da comissão de corretagem aos consumidores. Nas jurisdições em que a divulgação é compulsória, prevalece a transparência prévia (anterior à tomada de decisão pelo consumidor) e ativa (sem que seja solicitada pelo consumidor). No survey nacional, os resultados mostram que 92% das corretoras de seguro (pessoas jurídicas) no Brasil não divulgam aos consumidores o valor da comissão de corretagem que recebem e que 93% das corretoras são contrárias à divulgação ativa e que 92% são contrárias à divulgação passiva (a pedido dos consumidores). Diante desses resultados, e baseado nas evidências teóricas e empíricas estudadas, recomenda-se a adoção de requisitos de transparência no Brasil, relacionados à divulgação prévia e ativa da comissão de corretagem aos consumidores.

This Master's thesis deals with analysis of the Czech business liability insurance market, while using a predefined client for preparation of insurance proposals. It then performs an analysis of fulfilling the requirements through control of insurance terms and conditions. Furthermore, the thesis compares the information required by individual insurance companies for the insurance calculations and examines the factors on which the client decides among the proposed insurances. In the course of the thesis is mapped the work of insurance broker, whose activity corresponds to the individual tasks performed by the thesis.