Not only productive age population uses life insurance as an instrument serving to cover the risks, but we should more consider using this product in pre-retirement and retirement age. With respect to demographics of the population, we can expect an increase in the number of our elderly population that will be interested in the use of life insurance products. In the introduction, we present a questionnaire survey of potential candidates for insurance product, that provides information about the preferences of the individual types of insurance. Further work focuses on two significant risks for people of working age, the risk of total disability and critical diseases. In the next part we analyze Czech, European and American insurance market with regard to the category of people approaching retirement age. In conclusion, the author makes recommendations for product innovation on the Czech insurance market.

The thesis deals with life insurance market in Czech Republic, its trends and importance. In the first place it defines life insurance and its importance for individuals and whole community. It looks at possible ways how to sign an insurance contract and particularly it explores a work of insurance brokers and deals with the actual questions of the brokerage distribution of insurance. Furthermore, it examines the life insurance market trends since 1990s, it compares it with the trends in European union and sums up the sources of results. Finally, it shows the importance of life insurance for Czech citizens based on questionnaire and predicts future trends of life insurance market in Czech Republic.

This diploma thesis deals with the comparison of investment life insurance with risk life insurance and individual investment in open mutual funds in the territory of the Czech Republic. The theoretical part describes the basic characteristics of life insurance, open mutual funds and as a cross-section of the two products of the investment life insurance. It also describes the main cost indicators that can be used to calculate the cost of the insurance product. The analysis of the current situation is focused on a model example, in which the insurance products are compared and the investment part is evaluated. Subsequent comparison of results, selection of the most effective tool and recommendations are contained in the proposal section. The main goal of the diploma thesis is to determine the best solution for the end customer and to propose possible changes in the investment life insurance to make it more competitive.

Solvens II är ett nytt regelverk för försäkringsbolag inom EU som ska träda i kraft 2016. Tidigare forskning har diskuterat effekterna av det nya regelverket och förutspår att det kommer att påverka försäkringsbolagens tillgångsallokering. Syftet med denna studie är att studera optimala tillgångsallokeringar för livbolag, både med avseende på interna krav på risk och avkastning och externa kapitalkrav i Solvens II. En fallstudie utförs på ett svenskt livbolag för att ta fram en modell för optimala tillgångsallokeringar, som även tar hänsyn till livbolagets framtida utbetalningar. En optimal allokering tas fram med hjälp av kvadratisk optimering på risk och kapitalkrav givet en viss förväntad avkastning och den nuvarande allokeringen jämförs med olika optimala portföljer. Resultaten visar att det är möjligt att optimera allokeringen både ur ett risk- och avkastningsperspektiv samt  apitalkravsperspektiv, men att de optimala tillgångsportföljerna skiljer sig åt markant. Detta arbete påvisar att det finns en betydande skillnad på risk, mätt genom antingen historisk volatilitet eller kapitalkrav. Ett exempel är tillgångsklassen hedgefonder som har en låg historisk volatilitet men har ett högt kapitalkrav i Solvens II. Denna studie bidrar till befintlig forskning genom att utveckla ett ramverk för investeringar för ett livbolag i Solvens II som tar hänsyn till kapitalkrav för olika tillgångar. / Solvency II is a new regulatory framework concerning insurance companies in the European Union, to be introduced in 2016. The effects of the regulation have been discussed and previous literature believes it will have a significant effect on insurance companies’ asset allocation. The aim of this thesis is to investigate the optimal asset allocation for a life insurer with respect to internal risk-return requirements and external capital requirements imposed by Solvency II. The thesis performs a case study on a Swedish life insurer for the purpose of developing and evaluating an asset allocation model which incorporates future liabilities of the life insurer. Through quadratic optimization, the asset allocation is optimized for portfolios associated with a certain expected return and the current allocation is compared to optimal portfolios. The results show that it is possible to optimize the asset allocation from both a risk-return and capital requirement perspective. However, they are subject to large shifts in asset allocation. The thesis also shows that there is a large discrepancy of risk from a standard deviation standpoint and regulatory capital charges. One example are hedge funds which have shown a low historical volatility but are classified as an asset with high risk in Solvency II. This study contributes to theory by providing an investment decision framework for life insurers that includes capital charges for asset allocation.

We introduce a new insurance instrument allowing retirees to hedge against risk of mortality and risk of default. At retirement, the retiree is allowed to purchase an annuity that provides a defaultable income stream over his lifetime. The time of mortality and time of default are both uncertain, but are accompanied by determined hazard rates. The retiree will make consumption and investment choices throughout his lifetime, which have certain restrictions: the retiree can never enter a bankruptcy state (negative total wealth), and the investment choices are made in a risk-free financial instrument (such as a treasury bill or bond) and a risky instrument (such as commodities or stock). The retiree also makes insurance premium payments which hedge against mortality and default risks simultaneously. This new form of insurance is one which can be implemented by financial institutions as a means for retirees to protect their illiquid assets. In doing so, we calculate the optimal annuity rate a retiree should purchase to maximize his utility of consumption and bequest.Throughout the paper, we develop stochastic control models for a retiree's optimal investment and consumption policies over an uncertain planning horizon in several models which may or may not allow for insurance purchases. We find exact solutions to several models, and apply dynamic programming and the logarithmic transformation to other models to find numerical solutions when constraints are needed. We also analyze the effects of loading on insurance, analyzing the effects of more expensive insurance on the retiree's control policies and value functions. In particular, we will consider the model in which the retiree can purchase life insurance and credit default insurance (in the form of a credit default swap, or CDS) separately to hedge against life events. CDS's do not exist for annuities, but we extend this model by incorporating life insurance and the CDS into a single entity, which can be a viable, and realistic, option to hedge against risk. This model is beneficial in providing a solution to the annuity problem by showing that minimal annuity purchase is optimal.

This research assesses the IFRS 17 Insurance Contracts standard from a mathematical and actuarial point of view. Specifically, a valuation model that complies with the standard is developed in order to investigate implications of the standard on financial statements of insurance companies. This includes a deep insight into the standard, construction a valuation model of a fictive traditional life insurance product and an investigation of the outcomes of the model. The findings show firstly that an investment strategy favorable for valuing insurance contracts according to the standard may conflict with the Asset & Liability Management of the firm. Secondly, that a low risk adjustment increases the contractual service margin (CSM) and hence the possibility of smoothing profits over time. Thirdly, that the policy for releasing the CSM should take both risk-neutral and real assumptions into account. / I denna rapport ansätts redovisningsstandarden IFRS 17 Insurance Contracts utifrån ett matematiskt och aktuariellt perspektiv. En värderingsmodell som överensstämmer med standarden konstrueras för att undersöka standardens implikationer på ett försäkringsbolags resultaträkning. Detta inkluderar en fördjupning i standarden, konstruktion och modellering av en fiktiv traditionell livförsäkringsprodukt samt undersökning av resultaten från modellen. Resultaten visar att det finns en möjlig konflikt mellan investeringsstrategier som är gynnsamma med avseende på värdering enligt standarden och ett försäkringsbolags tillgångs- och skuldförvaltning. Vidare leder en låg riskjustering till en högre avtalsmässig servicemarginal (CSM) vilket ökar möjligheten att utjämna vinster över tid. Slutligen bör policyn för hur CSM frisläpps beakta både risk-neutrala och verkliga antaganden.

Death, Mortality and Consumer Decision Making: Two Essays Dwayne Scott McGraw ABSTRACT This dissertation presents two essays that address specific aspects of the broad domain of death, mortality and consumer decision making. Essay 1 examines how priming mortality salience (MS) and financial vulnerability (FV) influences insurance policy choices of young, middle aged and senior consumers. Essay 2 investigates how, in funeral planning contexts when consumer may be dealing with significant grief, manipulating choice architecture (via additive vs. subtractive framing of funeral package options) influences the composition and cost of the chosen funeral package. In Essay 1, we use a three-factor design: 2 (MS prime: present/absent) x 2 (FV prime: present/absent) x 3 (Age: Young/Middle-Aged/Senior) to examine how participants evaluate and choose among three hypothetical policies (premium/benefits: low, medium, and high). In a control group (neither prime present), the younger and middle age groups modally select the medium policy whereas the seniors select the high policy. However, the primes affect these choices. When MS alone is primed (FV prime absent), young adults move toward the low policy (assures death benefits at affordable cost). The middle-aged group moves toward the high policy. The seniors remain over-insured with the high policy. When FV is primed, the senior group seems to recognize that their strong financial situation and low obligation levels warrant the medium policy. Interestingly, sensitive to higher financial obligations, the middle-aged tend to buy the high policy. With both MS and FV primed, seniors continue to show affinity toward the medium policy (salience of lower FV tempers the MS effect). Sensitized to their financial situation, younger adults continue to favor the low policy. The middle-aged group remains with the higher policy: both primes have impact. These evaluation data are generally consistent with the choice data. The findings have significant implications for designing life insurance products attuned to the needs of consumers in various age groups. They provide insight into the factors that, if made salient at choice, may facilitate better consumer choices. The results also have important regulatory implications. In Essay 2, we examine if consumers are influenced by how funeral package options are presented at the time of choice. Specifically, we study these effects of choice architecture using manipulations of choice architecture (additive versus subtractive framing of package options). In study1, we examine how grief and related emotions surrounding death influence the effects of additive versus subtractive framing of items. In Study 2, we examine how these effects are moderated by when the funeral is pre-planned or planned at the time of death. These studies shed light on how options framing influence the choice of funeral packages and also the costs and benefits of preplanning funeral events and providing advanced directives for end-of-life care and death related expenses. / Doctor of Philosophy / Death, Mortality and Consumer Decision Making: Two Essays Dwayne Scott McGraw GENERAL AUDIENCE ABSTRACT This dissertation (titled Death, Mortality, and Consumer Decision Making: Two Essays) address specific aspects of the broad domain of death, mortality and consumer decision making. Essay 1 examines how priming mortality salience (MS) and financial vulnerability (FV) influences insurance policy choices of young, middle aged and senior consumers. Essay 2 investigates how, in funeral planning contexts when consumer may be dealing with significant grief, manipulating choice architecture (additive vs. subtractive framing of funeral package options) influences the composition and cost of the funeral package that is ultimately chosen. In Essay 1, we investigate how priming mortality salience (MS), and financial vulnerability (FV) influences the insurance policy choices of young, middle-aged, and senior consumers. These findings show that such priming affects makes the likelihood of death and associated financial needs salient, and differentially influences choice of policies with specific benefit/premium profiles in different age groups. The results provide significant insights for designing life insurance products tailored to the needs of consumers at different life stages and the factors that highlight may influence consumer choices of such products. The results also have regulatory implications. In Essay 2, we examine how coping with grief surrounding death and bereavement may influence consumers' choices of funeral packages. Specifically, we examine the effects of choice architecture (additive versus subtractive framing) on the funeral package that is finally chosen in such situations. In Study 1, we find that both option framing as well as grief and related emotions surrounding the death of a loved one affect the composition and cost of the funeral package that consumers choose. In Study 2, we assess how these effects are influenced by whether the funeral is pre-planned or arranged at the time of death. These studies shed light on how options framing influence the choice of funeral packages and also the costs and benefits of preplanning funeral events and providing advanced directives for end-of-life care and death related expense.

Thesis (MA (Political Science ))--University of Stellenbosch, 2006. / The accession of the China to the World Trade Organization represents one of the most significant political-economic events since the close of the Cold War. China’s distinctive political and socio-economic history has made its process of accession unlike that of any other member-nation of the WTO. This study aims to answer the questions of how and to what extent has China complied with its WTO commitments that apply to the life insurance sector. In order to answer these questions, this study employs the qualitative method of evaluation of describing China’s post-accession behavior then comparing that behavior to the liberalization commitments contained in China’s accession protocol and its service schedule. Upon examination of the evidence, it appears that China has been partially compliant with the WTO-related commitments in the life insurance sector. China’s compliance with market access commitments in area of ownership structure exhibits a compromise between the interests of other WTO members. China’s liberalization of geographic restrictions shows that China’s interest in even development of its insurance market also figures into its decision to comply. China’s compliance with commitments regarding licensing, however, appears to show a maneuvering around obligations in order to protect the domestic life insurance industry. While rational functionalist approaches are more helpful in explaining China’s compliance behavior in regards to market access commitments, constructivist normative approaches are more in explaining China’s compliance behavior in regards to its general commitments. Compliance behavior with regard to transparency-related commitments in the life insurance sector reflects socialization or an adjustment to the WTO-norm of transparency. Compliance behavior in with regard to judicial review-related commitments in the life insurance sector reflects an adjustment to the WTO-norm in policy, but this norm is rarely observed in practice. In sum, China’s compliance behavior in regards to commitments in the life insurance sector has generally been compliant with few exceptions. However, all judgments on compliance are generally subject because they reflect the interests of the parties involved. The true test of China’s compliance will begin after full accession in 2007, when WTO members are allowed to files cases against China in the WTO dispute resolution panel.

本研究旨在探討郵政壽險業務員個人基本屬性在工作滿足與績效上之差異情形及其人格特質對工作滿足與績效之影響，期能依據研究成果提出建議，提供予郵政管理實務上之參考。 本研究係採用問卷調查法，問卷內容包含郵政壽險業務員人格特質量表、工作滿足量表、績效量表及個人基本資料，四大部份。以中華郵政股份有限公司台中郵局為研究對象，採分層比例隨機抽樣法，計抽取20個單位，以以25％至40％之比例為抽樣基準，總計抽取526份樣本進行施測，共計回收有效問卷458份，問卷調查所得資料運用電腦統計套裝軟體SPSS for windows 10.0 版，進行因素分析、信度分析、描述性統計分析、t考驗、單因子變異數分析（one-way ANOVA）、及Pearson積差相關係數等統計方法進行處理。 本研究經實證分析歸納結論如下： 一、郵政壽險業務員之年齡漸趨中年化。 二、郵政壽險業務員之教育程度以高中（職）為主。 三、郵政壽險業務員之婚姻狀況為已婚者居多。 四、擔任主管者工作滿足感較無擔任主管者為高。 五、人格特質中具有高成就動機者其工作滿足與績效都明顯較高。 六、人格特質中屬內控型人格特質者其工作滿足與績效較高。 七、人格特質中具有高風險偏好者其工作滿足與績效也都明顯較高。 八、擔任投遞郵件工作之壽險業務員其績效高於擔任窗口工作者。 九、郵政壽險業務員之工作滿足與績效表現存在明顯正相關。 十、郵政壽險業務員之績效表現與工作滿足存在明顯正相關。 / The purpose of this research is to discuss the difference between the job satisfaction and performance that results from individual characteristics of the postal life insurance personnel. The author wishes to provide the suggestion that is obtained from the empirical results to the postal administrator in practical management. The questionnaire research method is applied to the study, which contains four parts: the postal life insurance personnel personality traits measurement, job satisfaction measurement, performance measurement, and personal basic data. The questionnaire was collected from a Stratified Sampling with Proportional Allocation of 20 postal departments of the Taichung post office. Each department samples 25 to 40 percent of the personnel. Totally, there are 526 questionnaires were distributed to the postal departments with the return of 458 valid questionnaires. The data was analyzed through the methods of Factors Analysis, Descriptive Statistics Analysis, t-Test, One-Way ANOVA and Pearson’s product-moment correlation using the SPSS for Windows 10.0 package. The empirical results of this study are summarized as follows: 1. The age of postal life insurance personnel tends towards middle age. 2. The education level of the most postal life insurance personnel is senior high (vocational) school. 3. The marital status of the postal life insurance personnel is married. 4. The job satisfaction of the supervisor is higher than the employee’s. 5. The personnel who have the personality traits of high achievement motive characteristic have a higher satisfaction and performance than others. 6. The personnel who have the personality traits of internal control characteristic have a higher job satisfaction and performance than others. 7. The personnel who have the personality traits of high risk-taking characteristic have a higher satisfaction and performance than others. 8. The personnel serving as the mail deliver have higher performance than serving as the cashier. 9. The job satisfaction is obviously and positively related to the performance of the postal life insurance personnel. 10.The performance is obviously and positively related to the job satisfaction of the postal life insurance personnel.

國人對國內與國外旅行平安險有一定之需求，且約有六成係透過保險公司業務員購買，且此旅行平安險業務對保險公司為有價值之業務，遂引發本文之研究動機。加上由相關文獻探討可知，近年來有許多文獻係以消費者購買旅行平安險之購買意願或購買行為為探討主題，但尚無以保險業務人員角度探討對旅行平安險之銷售意願或如何提高銷售績效之研究，且亦無以保險業者角度探討如何經營旅行平安險業務，故更加引發本研究動機。所以此次研究目的為探討壽險業務人員對旅行平安險的銷售意願及銷售績效，並透過深度訪談及問卷調查方式深入研究，最後進一步提出可供壽險公司經營旅行平安險之各項行銷綜合性建議，本研究問卷調查結果顯示如下： 一、旅行平安險之業務屬性方面：此險為客戶有國內、外旅遊活動，才有投保之需求或產生投保的動機，非業務人員可主導或強力刺激客戶需求的業務。故較徧向「客戶主導」，但非「業務人員主導」的業務屬性。 二、投保通路方面：1.「保險公司業務人員」為主要投保通路。2. 透過「業務人員投保」或「電話投保」為現行或未來主要投保方式。 三、業務人員之銷售意願方面：1.「客戶主動投保」為業務人員銷售旅平險之主因。2.業務人員主動銷售時，則以「自身利益導向」即佣金及計績比例高低為主要考量。3.「商品多樣化」及「佣金」為鼓勵業務人員更主動銷售旅平險之主因。 四、商品內容方面：1.若客戶無預算考量，需保障最完整無缺口，包含產壽險旅平險。2.若客戶有保費預算限制下，旅平險至少應包含意外醫療險及海外突發疾病醫療險。 五、消費者心理方面：「已有刷卡附贈之旅平險」為客戶不願意購買旅平險之主因。 六、促銷策略方面：1.對客戶之促銷活動相較對業務人員本身之促銷來得較有效。2.尤其對客戶促銷活動中，以「客戶投保旅平險贈送產險旅遊不便險」為最主要有效之旅平險促銷活動。 關鍵詞：旅行平安險、壽險公司、銷售意願、銷售績效 / People have certain demand to the domestic and the overseas travel insurance, also 60% of the travel insurance policy are sold through agency channels, and from the profit aspect, this business bring significant contribution to the insurance company is a notorious fact, then this is to cause the motivation of this research. Recall the historical literatures, nearly many literatures are related with the purchase intention or behavior of customers for the travel insurance as the discussion subject, however, there is lack of the theses from the point of view of the insurer or the salesperson angle to enhance the sales achievements or how to run effectively business, and also this is to cause the motivation of this research. Therefore this research goal is to discuss the selling intention and performance of life insurance salesperson for travel insurance, through the methods of the depth interview and the questionnaire survey, finally further proposed the marketing comprehensive suggestions for the life insurance company to run this travel insurance business. The results of this research questionnaires and study are presented as following: I.The aspect of the travel insurance business ：When the customer has domestic or overseas travel, only then has demand of the insurance or has the insurance motive；it’s not the salesperson may lead or the forcedly stimulate the customer demand .Therefore approaches “the customer leadership”, but not “the salesperson leads” business . II.The aspect of the insurance channel：1. “The insuring through the salesperson of insurance company” is the main insurance channel. 2. Through insurance salesperson or the telemarketing is for present or the future main insurance way. III.The aspect of the salesperson selling intention：1.“The customer initiative insurance” is the principal factor of the selling the travel insurance for the salesperson. 2. When the salesperson sells on own initiative, “own benefit guidance” is as the main consideration, concerning the commission and the sales proportion. 3. “Product diversification” and “commission” is principal factor to encourage the salesperson selling the travel insurance. IV.The aspect of the product：1.If the customer non-budget consideration, the protection must be complete and does not have the gap, including the life insurance and property insurance product. 2.If the customer has the insurance premium to budget under the limit, the travel insurance should contain at least the accidental medical policy and the overseas suddenly disease medical policy. V.The aspect of the customer psychology：“To obtain the travel insurance as a free gift using the credit card” is principal factor to not be willing to purchase the travel insurance for the customer. VI.The aspect of the promotion strategy：1.The promotion for customer is more effective than for salesperson. 2.Especially to customer promotion, “To obtain the traveling inconvenient coverage as a free gift buying the travel insurance” is the most main and effective promotion. Key words: Travel Accident Insurance, Life Insurance Company, Selling Intention, Selling Performance