This thesis examines the regulation behind exclusion clauses and their use in third party motor insurance policies. The thesis answers three key questions. First, to what extent are exclusion clauses valid in third party motor insurance policies against third parties? Second, what is the effect of the use of exclusion clauses on third party claims? Third how should the law in this area be reformed? It further examines the effect on exclusion clauses of general contractual and insurance contract regulation on third party victims. Finally, the thesis will examine the role of the MIB and whether it provides adequate protection as a ‘fund of last resort’.

The United Kingdom (UK)’s transposition of the European Directive on motor insurance (the Directive) is shot through with provisions that fall below the minimum standard of compensatory protection for accident victims prescribed under this superior law. These expose third party victims to the risk of being left undercompensated, or recovering nothing at all. The author’s research has demonstrated that the handful of cases that had previously been perceived as isolated anomalies in the UK’s transposition of this European law are in fact symptomatic of a more extensive and deep-rooted nonconformity. His published articles over the past five years were the first to reveal the prevalence of this problem and the resulting lack of legal certainty. He has been the first to offer detailed proposals for reform, as well as fresh insights into legal remedies potentially available to private citizens affected by these irregularities. Sections 2 and 3 of this paper are a summary of the author’s views covered in his various articles and research into the causes and effects of this disparity. They explain that whilst both the UK and European Union’s legislature share a policy objective the different approaches to achieving that end have resulted in different standards of compensatory protection. Section 4 recounts the author’s empirical approach that led him to undertake the first comprehensive comparative law analysis in this field. Section 5 explains the original, if sometimes controversial, nature of the author’s case commentaries, articles and official reports proposing reform. Section 6 sets out the author’s contribution to legal knowledge and practice in this area. This includes his opinion, contrary to long established precedent, that the Directive is capable of having direct effect against the Motor Insurers’ Bureau.

我國汽車保險行銷制度，概分為直接招攬制度與間接招攬制度。緣於行銷管理不健全、保險業者自律性低、保戶受制於車商，導致車商日形坐大，而有壟斷市場之勢。與美、英、日三國的汽車保險行銷制度相較，我國是以車商保代為主，依發展趨勢觀之，保險業者對其之依存度有逐年上升的趨勢。緣於現行車商保代難以達成代理、輔助保險公司之使命，而其他保險行銷輔助人亦因汽車保險市場被車商所壟斷，其行銷體系及功能均未受重視，再加上目前整個社會大環境不改，發展空間有限，而使其進入市場之意願低落。純就發展業務、擴大行銷空間，以達到業務成長的立場而言，保險公司與車商建立良性互動關係，對彼此可說是互蒙其利。然而實際上，根據本文分析發現，保險業者卻因車商長期握有固定且大量的汽車保險業務來源，再加上本身營運策略偏頗，以致對彼者過份依賴或遷就，產生了自出單以迄於理賠的一連串由車商壟斷的現象，不但徒增保險公司的業務取得成本（目前保險業者平均支付佣金率約百分之十三到百分之十七，超過財政部所訂的百分之七到百分之十甚多），而且因其控制而產生理賠浮濫（從承作以車商保代業務為主之公司與非以車商保代業務為主之公司比較，觀之兩者的綜合損失險及汽車責任險財損部份之損失率，前者的損失率分別較後者高出百分之十及百分之二十左右；又車商所屬修車廠往往透過其車商保代對保險公司施予修理費用及零配件價格上漲壓力，此種人為操縱價格之情形更為嚴重，較一般修車廠修理費用約高出百分之五十）。\此外，因被保險人對保險行銷輔助人認知不清，致使保險行銷輔助人對行銷體系無法產生作用，被保險人反而受制於車商，遂促成車商介入保險業務且日形坐大，雖然保戶透過其投保可能較便利或理賠較寬鬆，但是保戶權益卻受損，反而成為一切成本被轉嫁者（汽車保險的保費較高，且修理費用又高，而反應出的高損失率又要增加保費，次次被剝削，造成惡性循環）。

This study was aimed to identify the personality traits and individual differences that might predict the attitude toward motor insurance in Turkey. Demographic information, personality traits, self-esteem and locus of control were explored as the predictors of attitude toward motor insurance. Results were obtained from 343 people (201 males, 142 females) who participated an online questionnaire through internet or completed the printed form. Computer administered multi scaled questionnaire and printed form were used for data collection. The questionnaire includes Basic Personality Traits Inventory, Locus of Control Inventory, Self-Esteem Inventory and Motor Insurance Attitude Inventory in addition to demographic information form. The results of the survey indicated that gender, conscientiousness and openness to experience have power of prediction on the level of attitude toward insurance. According to the results, women have more positive attitude toward motor insurance than men. Also high levels of conscientiousness and openness to experience result in higher levels of positive attitude toward motor insurance. The findings of the study were discussed in the light of the literature and in relation to the implications of insurance ownership in Turkey. Limitations of the study and suggestions for future researches were also discussed.

[pt] O mercado de seguro de automóvel no Brasil apresenta uma concorrência agressiva, indicando que as seguradoras devem investir na fidelização de clientes para buscar sua sobrevivência. Dado isso, este estudo visa testar e analisar hipóteses que abordam a formação da lealdade do cliente no seguro de automóvel com base na análise de efeitos de antecedentes relevantes, como satisfação, custo da mudança, atratividade das alternativas e confiança. A revisão da literatura apresenta e discute modelos de lealdade de acordo com os estudos de Picón et al. (2014) e Aurier e N Goala, (2010). Por meio de uma survey, foi coletada uma amostra de 230 segurados de automóvel. A análise dos dados e o teste das hipóteses propostas foi realizada por meio de modelagem de equações estruturais. Os resultados indicam que satisfação, confiança, atratividade das alternativas e custos de troca impactam diretamente na lealdade do consumidor no mercado de seguro de automóvel. / [en] The car insurance market in Brazil presents aggressive competition, indicating that insurers should invest in customer loyalty to survive. Thus, this study aims to test and analyze hypotheses that address customer loyalty in the insurance market based on the analysis of relevant antecedents of loyalty, such as satisfaction, switching costs, attractiveness of the alternatives and trust. The literature review presents and discusses loyalty models according to Picón et al. (2014) and Aurier and N Goala, (2010). Through a survey, a sample of 230 automobile insurance clients was collected. The proposed model was analyzed via structural equations modeling. The results show that satisfaction, trust, attractiveness of alternatives and switching cost directly affect loyalty in the car insurance industry.

This diploma thesis analyses problems connected with motor insurance of the company Česká pojišťovna a.s. and contains the project to improvement the offer of this product in order to be competitive and corresponding to the requirements of client.

汽車保險基於本身商品及其業務特質，須藉由再保險來分散承保危險的需求不高。目前須安排再保險的理由與汽車保險經營所遭遇的困難，及其再保險所欲達到的目的存有顯著的差異。本文主要探討汽車保險運用財務再保險此項理財工具以化解其所遭遇到的難題。 財務再保險，緣因於八十年代美國保險市場自然災害頻傳，損失幅度巨大，保險公司、再保險人蒙受巨額虧損，致使傳統之再保險市場緊縮，再保險人承保利益大為縮減，或發生虧損，保險公司難獲再保險之保護，於是財務再保險應運而生。運用財務再保險，保險公司對於承保之業務雖然不能獲得分散危險之保護，但財務報表之缺失卻可獲得改善。 以業務特性、公司經營政策及再保市場三方面分析，發現汽車保險比其他產物保險適合以財務再保險作為理財工具，加上汽車保險的業務量大，對於公司資金運用的經濟效益反具有較高的作用。在對於財務再保合約條款分析及條件例示後，發現財務再保險在運用於汽車保險時，會將直接及間接影響保險公司的營運。 分別就保險公司及監理機關雙方的觀點分析，汽車險採用財務再保險的優、缺點。繼而探討如何防範使用財務再保險所帶來的缺失。最後發現汽車保險在運用財務再保險時，須事先評估公司汽車險的經營狀況，並應正確瞭解財務再保險此項工具的功能及其運用之影響，能未雨綢繆，預為做好防範措施，才能達成其追求公司利潤最大化及永續經營的目標。

我國汽車保險於產物保險業務結構中占約百分之五十，其業務消長與品質關係著保險公司經營績效。而業績消長與品質好壞又跟行銷通路息息相關。掌握通路即掌握業務雖對，但如何選擇好的通路及經營，就牽涉到保險公司自身之定位與優勢所在。金融控股公司法於2001年6月27日經立法院三讀通過，並於同年11月1日實施，自此金融相關產業正式邁入戰國時代，各大金融控股公司相繼成立。金控業者借由自身銀行、證券、壽險、產險等行業在資源整合、交叉行銷、One-Stop Shopping、與成本管控運用下，期待能正面積極發揮綜效（Synergy）以達成效益極大化之經營模式。非金控業者為求生存發展，也紛紛與其他異業合作，或尋求其他新興行銷營運模式，形成多元行銷契機。 　　汽車險業務經營傳統上受車商保代之影響很大，自2005下半年起因受銀行雙卡壞帳緊縮消費金融影響下，2006年汽車經銷商新車銷售大幅衰退，直接衝擊著汽車險保費的收入，因此若依賴車商業務較重之業者將承受相同衰退命運。但若業者能經營多元行銷通路，相對的可能影響就較輕微。因此產險公司如何開拓與壽險、銀行之異業合作，以提升汽車險及其他保險業務，對本身保險業務之成長就非常重要。 　　本研究以個案公司經營壽險及銀行通路為對象分析，確發現產險公司若能有效發揮自身優勢，提供附加價值，積極爭取異業合作，尤其是壽險與銀行業之互利合作，藉由他們廣大之人力與據點通路，對汽車險業務之成長有很大之幫助。另外因為多元通路的經營，風險分散，也較不會因為不利事件或經濟環境不佳，而造成業務成長的瓶頸。 / Motor insurance business has played a dominant role in the Taiwanese non-life insurance industry. The written premium incomes from the motor insurance accounts for nearly 50% of the overall incomes of the domestic market. The underwriting quality of the motor insurance business is highly related to the profit result and is closely depending on the marketing channels. Therefore, the selection of appropriate marketing channels will have predominant influence in the performance of a non-life insurance company. In 2001, the financial holding regulation went into effect and all financial sectors, including banking industry, life insurance industry, non-life insurance industry, and security industry, had made efforts to integrate internal resources in order to lower operating costs, to develop cross-selling strategy, and to provide better customer service in order to achieve the synergy from financial holdings. At the same time, those financial sectors without joining financial holding group also look for new marketing strategy through strategic alliance and or innovative market channels. 　　The marketing channels of the motor insurance business in Taiwan are traditionally dominated by car dealers. However, since the new car sales in 2006 were seriously impacted by the irrecoverable loans or credits of the credit cards in 2005 and by the depression, decreasing almost 30% than that of previous year, of new-motor market in 2006. Nevertheless, the non-life insurance company might reduce the mentioned impacts if it can conduct multi-channels with good quality except for car dealers. Therefore, to cooperate with other industries, including life insurance and banking fields, to establish a strategic alliance will be very important for the development of the property insurance company in all aspects at present and the near future. 　　The model of the research is focusing on the case studies of the two channels, life insurance business and banking business, for the operation of the non-life insurance company. With the detailed analysis, we discovered that non-life insurance company can effectively increase growth of the written motor insurance premium by the approaches of developing self-advantages, providing additional values, and co-operating with the salesmen and the resources of the life insurance industry and banking industries. Furthermore, to run the multi-channels for the property insurance companies will be extremely contributive to disperse risks and will avoid the bottleneck of sales growth under the circumstances of the unfavorable events and of the recession.

Le secteur de l'assurance automobile est confronté à plusieurs bouleversements règlementaires, financiers, comportementaux et technologiques. Afin de faire face aux défis résultant de ces changements et maintenir leur profitabilité, les assureurs doivent innover en matière de tarification. Dans ce contexte, nous développons dans cette thèse deux thématiques liées à la tarification en assurance automobile. La première thématique s'articule autour de l'optimisation des stratégies tarifaires, en souscription et au renouvellement. La deuxième thématique est orientée vers l'utilisation des expérimentations dans l'objectif de mieux appréhender les déterminants de la demande d'assurance.Tout d'abord, nous nous intéressons à l'optimisation tarifaire au renouvellement. Nous illustrons comment les modèles de demande empiriques reposant sur les données dont disposent l'assureur peuvent être utilisés afin d'optimiser sa rentabilité et la rétention de ses clients. Nous élargissons ensuite le cadre d'optimisation en tenant compte des dépendances inter-temporelles entre les décisions tarifaires actuelles et les profits générés au cours des périodes ultérieures. Ainsi, nous introduisons le cadre de Valeur Client qui permet à l'assureur d'adapter sa stratégie tarifaire en fonction des comportements des assurés au cours de leur vie client tout en tenant compte du cycle du marché. Les illustrations empiriques des deux premiers chapitres reposent sur des données naturelles observées par l'assureur.Dans la deuxième partie de la thèse, nous illustrons l'apport des expérimentions de terrain et de laboratoire à la compréhension de la demande d'assurance automobile. Une expérimentation de terrain nous permet d'affiner la mesure de l'élasticité prix des clients et de traiter le problème de tarification comme un problème de bandit contextuel. L'évaluation offline de plusieurs stratégies d'apprentissage par renforcement montre que celles appliquant une expérimentation tarifaire ciblée obtiennent de meilleures performances financières en comparaison à la stratégie myope, qui exclut toute possibilité d'expérimentation. Enfin, nous présentons les résultats d'une expérimentation de laboratoire dont l'objectif était de mesurer la valeur ajoutée des variables privées issues des modèles de décision dans le risque. En particulier, nous analysons le rôle de l'aversion au risque et la perception du risque dans l'explication des choix d'assurance automobile. La même expérimentation nous a permis d'analyser la validité externe en assurance expérimentale, c'est-à-dire la ressemblance des comportements des individus dans un contexte expérimental et dans le contexte économique réel du marché.En plus de la dualité expérimentation-optimisation dans le domaine de la tarification assurantielle, cette thèse illustre donc la dualité entre les données privées et les données publiques, ainsi que la dualité entre les modèles empiriques de demande d'assurance et les modèles théoriques. / The motor insurance sector currently confronts regulatory, financial, behavioral and technological challenges. Under these circumstances, insurers must uphold in improving their pricing strategies. Two topics related to pricing innovation are discussed in this thesis. We first take up the pricing strategy optimization for new businesses, as well as the renewals. Secondly, we highlight in the usage of experiments in leading us to a better understanding of insurance demand factors.On the first part of this thesis, we address pricing optimization at renewal, then illustrate how empirical demand models that rely on observable data could help the insurers to boost their profits and clients retention rate. We extend afterwards this framework by considering the impact of current pricing decisions on future cash-flows. Consequently, we introduce the Customer Value metric which allows insurers to reflect over the customers' behavior during their lifetime, when it comes to constructing their pricing strategy. The empirical illustrations of the first two chapters rely on natural data observed by the insurer.On the second part of this thesis, field and laboratory experiments will give us better comprehension of the motor insurance demand. Data from a field experiment refine the measure of clients' price elasticity. Offline assessment of several reinforcement learning algorithms shows how pricing experiments can achieve better performances compared with the myopic strategy which does not apply any kind of experiment. Laboratory experiments contribute to the understanding of demand models as well. In particular, we analyze the added value of risk aversion and risk perception in explaining the insurance choices. Furthermore, we examine the external validity of the experiment, i.e. the similarity between the behaviors of the customers in a lab environment versus their factual behaviors in the market.Aside from the duality between experiments and optimization, this thesis also illustrates the duality between private and public data, as well as the duality between empirical and theoretical insurance demand model.

我國財產保險業之簽單總保費收入為新台幣1,141.05億元，其中汽車保險之簽單保險費收入為新台幣573.34億元，佔我國財產保險業簽單總保費收入的50.25%，故汽車保險之簽單保險費收入於九十五年仍居財產保險市場各險種之冠。同時汽車保險業務量占全體產險業務量的比重，近十年來一直維持在45%～55%之間，由於汽車險業務量之消長與品質關係著保險公司經營的績效。而業務消長與品質良窳又跟行銷通路緊密相關。現今如能掌握住通路即能掌握業務，然而如何選擇良好通路及經營，對保險公司而言，是非常大的考驗與挑戰。 金融控股公司法於2001年六月二十七日經立法院三讀通過後，並於同年十一月一日起正式實施，自此台灣金融相關產業正式邁入戰國時代，大型金融控股公司紛紛成立。各金控業者藉由本身銀行、證券、產險及壽險等子公司在資源整合下，冀能發揮綜效，以達到較佳的經營糢式。 台灣汽車保險保費成長在經歷2005年達到近十年來的高峰後，2006年受到銀行雙卡壞帳緊縮消費金融的影響下，汽車經銷商新車銷售呈現大幅衰退，直接衝擊到汽車保險保費的收入與成長，因而導致2006年汽車保險保費首次呈現衰退。若高度依賴車商保代的業者，將受到同樣衰退命運，然而若業者能提前佈局多元化行銷通路，其受到衰退的影響就相對輕微，甚至部份業者的業績仍然能夠逆勢成長。有鑑於此，產險業者如何透過加入金控或開拓與壽險、銀行等合作，藉以提升業務成長，益顯重要。 本研究係以個案公司加入金控後銀行通路經營績效加以分析，確實發現產險公司若能充份發揮自身優勢與定位，爭取加入金控，藉由金控所屬子公司廣大的銷售人力及通路據點，對汽車險業務的經營績效有很大的綜效。 / Motor insurance business has played an important role in the Taiwan non-life insurance industry. The total written premium income for Motor insurance in 2006 amounted to NT$57.334 billion, which accounts for 50.25% of the overall premium income of non-life insurance industry in Taiwan. In the meantime, the business portfolio of Motor insurance to 　that of non-life insurance has been maintained at 45% - 55% over the past ten years. The quality of Motor business is significantly related to the business performance and is also closely linked to the marketing channels of the non-life insurance companies. As such, the selection of appropriate marketing channels, which is certainly a great challenge, will have predominant influence to the business performance of a non-life insurance company in Taiwan. Since the Financial Holding Company Law went into effect officially in November 2001, there are quite a number of mega financial holding companies were established afterwards. The aim of financial holding company is to integrate their respective resource among their banking sector, securities sector, non-life insurance sector, and life insurance sector, so as to achieve the synergy and to build up better business operation model as well. The premium growth for the motor insurance in 2005 has achieved the highest record nearly a decade. In 2006, the new car sales were serious impacted by the dual cards crisis (credit cards and cash cards). This certainly led to the motor premium income was first time ever reduced in the past five years. Non-life insurance companies will suffer the same of the recession as mentioned for their motor business if they highly rely on the marketing channel through the car dealers. However, the impact on the motor business could be mitigated for non-life insurance companies if they are able to explore new multi-marketing channels along with good results. The premium growth can be also anticipated for those non-life companies if they can make good use of these channels. In view of this, it will be very important for non-life insurance companies to achieve better performance by way of joining financial holding company as a subsidiary and establishing a strategic alliance with life insurance companies or banks from now on. This research is focusing on the case studies of the banking and financial holding maketing channels, for the Motor insurance business performance of the non-life insurance company. With the findings of this case study after detailed analysis, we come to conclusion that after joining the holding company, non-life insurance company can improve the business performance of synergy to a great extent for their motor insurance business by way of making full use of the sales force as well as point of sales among the subsidiaries of holding companies.