The share of insurance market in Taiwan used to be retained solely by 8 local corporations. Since Taiwan opened its insurance market to American incorporations in 1986 and to local companies, as well as the Special Examination for Insurance Personnel for legal Insurance Auxiliary in 1992, the insurance industry in Taiwan has stepped into the era of fierce competition. By October 2007, companies registered under the Insurance Brokerage Association of Taiwan (IBAT) had reached 562. From 1997 to 2007, the share of life insurance premium had increased from 0.6% to 7.43%. However, the number of selling personnel in insurance companies has decreased over these years, while that of insurance brokers and agencies have increased. Compared to insurance corporations, insurance brokerages are limited in size, finance and resources. Consequentially, the key to maintaining compatibility is the management of selling personnel. The following are the conclusions made after three case studies of major insurance brokers in Taiwan, insightful interviews and careful analysis. 1. Compared to other channels of selling, the advantage of selling personnel is the unbending trust built through one-on-one selling. 2. The advantage of unbending trust is established upon the reinforcement of educational training for selling personnel, especially interactive training. 3. In order to encourage re-purchasing, good after-market services are necessary, which are the combined efforts of the selling personnel and the company. 4. In order to attract talent, it is essential to maintain advantages six aspects of competitive sales: ¡]1¡^Morality ¡]2¡^Capability¡]3¡^Vantage ¡]4¡^Preparedness ¡]5¡^Motivation¡]6¡^Equipment The following are the suggestions for different stakeholders. 1. For insurance brokerages: ¡]1¡^Large corporations could establish inclusive information network. ¡]2¡^Small companies could unite resources through inter network. ¡]3¡^Improvement in the management of selling personnel so as to build fine working ethics should be taken into consideration. 2. For insurance brokerage unions: ¡]1¡^Conducting analysis of selling records is encouraged. ¡]2¡^Setting up loan CRM system to member companies is suggested. 3. For associated governmental organizations: ¡]1¡^Enhance the status and professional images of insurance brokerages. ¡]2¡^Denoting that the income of selling personnel is the income of executing sales is recommended.

La presente investigación tiene como finalidad evaluar el control que ejercen las empresas aseguradoras de Lima respecto de sus operaciones con los corredores de reaseguros, teniendo en cuenta que al 31 de diciembre del 2018 según la Superintendencia de Banca, Seguros y AFP (en adelante SBS) en su información estadística denominada “Riesgo de Reaseguros” menciona que las empresas de seguros han realizado operaciones con diecisiete (17) corredores de reaseguros cediendo primas por un total de 464’407,565 dólares. Por ello, nuestro objetivo es evaluar el impacto contable y tributario que ejerce la operatividad de los corredores de reaseguros en las empresas aseguradoras en función a la gestión y recuperabilidad de los cobros de siniestros de reaseguros cedidos. Se espera que la presente investigación sirva como base de conocimiento para futuras prácticas del control interno que llevan las empresas de seguros en el Perú en las operaciones con los corredores de reaseguros, y el impacto contable y tributario que pueda ejercer en la presentación de los Estados Financieros. Además, que sirva de apoyo en el fortalecimiento de la regulación peruana establecido por la Superintendencia de Banca, Seguros y AFP- y obtener normas sólidas que regulen las actividad, responsabilidad y control interno que deben llevar las empresas aseguradoras. Para validar y sustentar la hipótesis planteada se utilizaron instrumentos cualitativos y cuantitativos como las entrevistas realizadas a expertos pertenecientes al sector de seguros, encuestas al mercado asegurador y un caso práctico donde se evalúa el impacto financiero contable en una empresa de seguros por una incorrecta gestión y coordinación entre las partes acordadas con intermediación reaseguradora. En esta investigación hemos obtenido como resultado información que refleja la importancia del proceso de control interno respecto a los servicios de intermediación efectuados por los corredores de reaseguros. / The present investigation is to determine the control exercised by Lima insurance companies regarding their operations with reinsurance brokers, taking into account that as of December 31, 2018 according to the Superintendence of Banking, Insurance and AFP (hereinafter SBS) in its statistics information specified “Reinsurance risk” mentions that insurance companies have carried out operations with seventeen (17) reinsurance correctors, giving premiums for a total of $ 464,407,565. Therefore, our objective is to evaluate the accounting and tax impact of the operation of reinsurance brokers in insurance companies based on the management and recoverability of the collection of assigned reinsurance claims. The present investigation is expected to serve as a knowledge base for future internal control practices carried out by insurance companies in Peru in operations with reinsurance brokers, and the accounting and tax impact that the presentation of the Financial Statements In addition, it serves as a support in the reinforcement of Peruvian regulation through the Superintendence of Banking, Insurance and AFP- and obtains solid rules that regulate the activities, responsibility and internal control that the insurance companies must carry out. In order to validate and support the hypothesis proposed, qualitative and quantitative instruments will be used, such as interviews conducted with experts from the insurance sector, insurance market surveys and a case study where the financial accounting impact on an insurance company is evaluated by incorrect management coordination between the agreed parties with reinsurance intermediation. In this investigation we have obtained as a result the importance of the internal control process with respect to the intermediation services performed by the reinsurance brokers. / Tesis

The master thesis deals with the sale of insurance products to customers. In the first chapter are discussed the distribution possibilities used by insurance companies on the Czech insurance market. Distribution possibilities are divided into internal and external ones, and the emphasis is consequently pointed out on the current trends in these areas. The other chapter is focused on specific entities entering into the process of buying, selling and brokering of insurance products. The main theses of this chapter include an analysis of shopping habits of consumers of insurance, selling insurance products by insurance companies and insurance solutions to the specific needs of potential clients.

Kiekviena gyvybės draudimo bendrovė turi pažinti ir suvokti draudėjų poreikius bei jų elgseną. Draudimo rinkoje veikia ne tik draudimo bendrovės, bet ir draudimo brokeriai. Darbo tikslas – įvertinti gyvybės draudimo ir draudimo brokerių veiklos reikšmę vartotojams. Atlikti gyvybės draudimo rinkos ir brokerių veiklos analizę, ir pateikti, gyvybės draudimo paslaugų, pardavimą skatinančius sprendimus. Darbo tyrimo objektas - UAB ,,Bonum Publicum“: atlikta jos veiklos sisteminė analizė, nustatyti lemiantys vartotojų/ klientų elgsenos veiksniai, įtakojantys gyvybės draudimo produktų pirkimo sprendimus. Magistrinis darbas susideda iš 3 dalių: 1) aptariama gyvybės draudimo ir brokerių veiklos reikšmė kitų mokslinių šaltinų autorių atžvilgiu; apžvelgiami vartotojų elgsenos veiksniai, darantys įtaką gyvybės draudimo produkto pirkimui; 2) atskleisti UAB gyvybės draudimo ,,Bonum Publicum“ veiklos, išorinės ir vidinės aplinkos veiksniai bei jos vartotojų/ klientų elgsenos ypatumus, apsisprendimą įsigyti gyvybės draudimo produktą; ištirti brokerių veiklos, nuo jų atsiradimo iki šių dienų, rezultatus; 3) apibendrinti UAB ,,Bonum Publicum“ vartotojų/klientų elgsenos tyrimo rezultatai, kurių metu įvertinti pagrindiniai veiksniai, įtakojantys sprendimą įsigyti gyvybės draudimo produkto priėmimo procesui. Atskleista draudimo brokerių veiklos įtaka gyvybės draudimo vartotojų elgsenai. Atliko tyrimo dėka, buvo nustatyta, jog būtina plėsti draudimo brokerių pardavimo kanalus, skatinti... [toliau žr. visą tekstą] / Each life insurance company has to be aware of and realize the needs, attitude of assured. Not only insurance companies participate in the insurance market but insurance brokers are becoming more and more popular. The master’s work thesis is to estimate the importance of actions for consumers held by insurance companies and their brokers, to perform the survey of actions of life insurance and their brokers and to bring the solutions promoting selling up to discussion. The object of the research has been chosen a JS life insurance company of ‘’Bonum Publicum’’: systemic analysis of its activities has been performed to submit the determinants of consumers/clients influencing on decisions of the purchase of products of life insurance. The thesis is composed of three sections in the master’s work: 1. to submit the importance of actions of life insurance and their brokers, analysis of the activities of consumers that make great influence on selling products from life insurance companies; 2. external and inner environment factors and the actions of consumers/clients causing the reasons to get the products of life insurance; the results of actions of brokers since the very start of the JS company ‘Bonum Publicum’ were revealed. 3. the results of the research of actions of consumers/clients of JS insurance company ‘Bonum Publicum’ were summarized, the basic determinants were estimated to cause the actions of consumers by the actions of brokers. It is approached to... [to full text]

Submitted by Noeme Timbo (noeme.timbo@metodista.br) on 2016-08-29T19:06:51Z No. of bitstreams: 1 Vanderlei Ferreira de Sena.pdf: 1480961 bytes, checksum: 89fa6c7e557b5c1efba60fc55dbdd394 (MD5) / Made available in DSpace on 2016-08-29T19:06:51Z (GMT). No. of bitstreams: 1 Vanderlei Ferreira de Sena.pdf: 1480961 bytes, checksum: 89fa6c7e557b5c1efba60fc55dbdd394 (MD5) Previous issue date: 2016-06-20 / Coordenação de Aperfeiçoamento de Pessoal de Nível Superior - CAPES / The main objective of this paper is to understand which factors influence on the commitment of insurance brokers and insurance companies and, more specifically: a) measuring and comparing the commitment indicators of the employees from insurance brokers and insurance companies in three dimensions (affective, instrumental and normative); b) analyzing which factors that most influence each dimension of the commitment in the insurance industry; c) comparing the differences and similarities of the factors which influence the commitment to insurance companies and insurance brokers. The target audience is made up by professionals from the insurance market working for insurance brokers and insurance companies. The research was performed in two parts: quantitative and qualitative. The data for the quantitative research was collected through multidimensional model scale of affective, instrumental and normative commitment (Meyer & Allen, 1991), applied to 188 participants. The data of the average comparison analysis based on the T-Student test technique did not show statistically significant difference. The second part, the qualitative research, involved 11 interviews with employees from the industry in order to identify the reasons why the employees develop the commitment with each of the two types of the insurance market organizations. The research data obtained were analysed by using a content analysis technique and resulted in the model of background of insurance industry organizational commitment. It was found that the background of the affective commitment in insurance brokers is formed by the organizational climate, by the perception of justice and by the Human Resources policies and that the Human Resources policies predict the instrumental behaviour. In the insurance companies, it was found the affective commitment background are the organizational climate, the perception of support and the Human Resources policies and that the Human Resources policies predict the instrumental and normative commitment. These results contribute significantly for the management of people in the Brazilian insurance industry. / O objetivo principal deste trabalho é compreender quais fatores influenciam no comprometimento de corretoras de seguros e seguradoras, e mais especificamente: a) medir e comparar os indicadores de comprometimento dos funcionários de corretoras de seguros e seguradoras em três dimensões (afetiva, instrumental e normativa); b) analisar quais os fatores que mais influenciam cada dimensão do comprometimento no setor de seguros; c) comparar as diferenças e semelhanças dos fatores que influenciam o comprometimento em seguradoras e em corretoras. O público-alvo é formado pelos profissionais do mercado de seguros que atuam em corretoras de seguros ou seguradoras. A pesquisa foi realizada em duas partes: quantitativa e qualitativa. Os dados da pesquisa quantitativa foram colhidos por meio da escala do modelo multidimensional do comprometimento afetivo, instrumental e normativo (Meyer & Allen, 1991), aplicada em 188 participantes. Os dados da análise de comparação de médias pelo teste T-Student não apontaram diferença estatisticamente significativa. A segunda parte, qualitativa, envolveu 11 entrevistas com funcionários do setor a fim de identificar os motivos que levam os funcionários a desenvolver o comprometimento com cada um dos dois tipos de organizações do mercado de seguros. Os dados da pesquisa obtidos foram analisados utilizando-se a técnica de análise de conteúdo e resultaram no modelo de antecedentes do comprometimento organizacional do setor de seguros. Foi constatado que os antecedentes do comprometimento afetivo em corretoras de seguros são formados pelo clima organizacional, pela percepção de justiça e pelas políticas de recursos humanos, e que as políticas de recursos humanos predizem o comportamento instrumental. Nas seguradoras, constatou-se que os antecedentes do comprometimento afetivo são o clima organizacional, a percepção de suporte e as políticas de recursos humanos, e que as políticas de recursos humanos predizem os comprometimentos instrumental e normativo. Esses resultados contribuem significativamente para a gestão de pessoas do setor de seguros no Brasil.

This thesis aims to analyze the systems of education of employees in private companies, specifically in a company that is conducting in the insurance busines and their employees have very high expectations. Poorly and unprofessionaly led training programes for new and existing employees, may have improving effect on the development of these employees work as well as personal, and thus have a negative impact on the future of such employee in the company. Such a situation leads to an increase in fluctuation of costs that are associated with the costs of recruitment, training staff, as well as payroll and other expenses.

Taking the theme of Corporate Social Responsibility (CSR), this study was developed in the Brazilian segment of the insurance brokerage that represents significant role in the economy. In the theoretical framework, the Ethos Indicators (ETHOS, 2007) are used as a parameter. Similarly, field research was conducted in four insurance brokers listed in the Ethos Institute of Business and Social Responsibility, based in 2007. The objective of this research is to investigate the stage of development of indicators related to the themes Values, Transparency and Governance and Internal Public, which are part of the list of seven topics of the questionnaire of the Ethos Institute. The cut made reflects the relevance of these themes and their subthemes for the field in focus. This is a descriptive-exploratory research, conducted through a survey. As for the results, it appears that although there is some concern to deepen the practice of CSR, they are, in general, still in early stages, requiring, therefore, a commitment of companies towards more effective actions. Of the two issues addressed, there is concentration of actions in the Internal Public, through conduct targeted in relations with officials, as seen in indicators related to the subtheme decent work. Despite the complexity of the activity and the ethical underpinning to it, because it relies on a relationship of trust, the insurance brokers show reluctance in terms of socially responsible practices, which indicates a lack of awareness of the importance of this theme in their field of expertise. Because of the broad horizon that represents the subject in the dynamic economy, future studies may contribute to the further deepening of the subject in the activity of insurance brokerage, encouraging other companies to join the CSR movement, enabling a new social reality to arise in the segment. / Tendo por tema a Responsabilidade Social Empresarial (RSE), este estudo foi desenvolvido no segmento brasileiro de corretagem de seguros que representa significativo papel na economia do paÃs. No referencial teÃrico, sÃo utilizados como parÃmetro os Indicadores Ethos (ETHOS, 2007). Do mesmo modo, na pesquisa de campo, sÃo investigadas as quatro corretoras de seguros listadas no Instituto Ethos de Empresas e Responsabilidade Social, base 2007. O objetivo da pesquisa à investigar o estÃgio de desenvolvimento dos indicadores relacionados aos temas Valores, TransparÃncia e GovernanÃa e PÃblico Interno, que fazem parte do rol de sete temas do questionÃrio do Instituto Ethos. O recorte feito reflete a relevÃncia destes temas e de seus subtemas para o campo em foco. Trata-se de uma pesquisa exploratÃria-descritiva, realizada mediante um survey. Quanto aos resultados, verifica-se que, embora haja uma certa preocupaÃÃo em se aprofundar as prÃticas de RSE, estas encontram-se, em geral, ainda em fase inicial, exigindo, portanto, das empresas um compromisso mais eficaz em direÃÃo Ãs aÃÃes. Dos dois temas abordados, hà concentraÃÃo de aÃÃes no PÃblico Interno, mediante conduta direcionada nas relaÃÃes com os funcionÃrios, conforme se và nos indicadores relacionados ao subtema trabalho decente. Apesar da complexidade da atividade e do cunho Ãtico que lhe à subjacente, dado que se assenta em uma relaÃÃo de confianÃa, os corretores de seguros demonstram timidez em termos de prÃticas socialmente responsÃveis, indicando desconhecerem a importÃncia deste tema em seu campo de atuaÃÃo. Em razÃo do vasto horizonte que o tema representa na dinÃmica econÃmica, estudos futuros podem contribuir para o aprofundamento do assunto ainda na atividade de corretagem de seguros, incentivando outras empresas a ingressarem no movimento da RSE, permitindo que uma nova realidade social imirja no segmento.

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.

我國在2002年正式成為WTO 之成員，為開放保險市場與國際金融保險市場接軌，同年我國開始實施三階段的產險市場費率自由化。 然而，費率自由化實施，市場競爭更甚以往，時有所聞產險業者的惡性價格競爭與保險經紀人影響商業保險市場價格。 而本文以「台灣產險市場費率自由化下之市場競爭研究」為題，試圖瞭解我國產險公司在市場激烈競爭下卻未如國外市場(例如日本)大規模進行同業合併以降低營運成本，壯大經營規模以增加競爭力的原因，並分析保險經紀人如何影響市場價格造成市場競爭加劇的原因與實務上保險經紀人對商業保險安排承保能量架構的費率操作說明；最後就現行相關監理法條之可行改進方案做一建議與結論，希望對國內產險業有所助益。 / In 2002, Taiwan became a member of the World Trade Organization. In keeping with the spirit of this organization the government has devoted itself to building an open financial and insurance market which implemented deregulation of non-life insurance rates by three phases in the same year. Under deregulation, the rates reduction of Non-life insurance creates more competition within the industry; we often hear that non-life insurers do destructive competition and non-life insurance brokers influence commercial insurance market price deeply. The title of this paper “A study of under deregulation, market competition of Taiwan non-life insurance” is aimed to understand the reason why under deregulation, there is no series of mergers or alliances among Taiwan non-life insurance industry for reducing cost, enlarging scale to enhance competitiveness like those taking place overseas such as Japan. This thesis also analyzed how non-life insurance brokers use influence on market premium rates which caused market competition even severely and illustrated non-life insurance brokers using capacities to control commercial property insurance rates by practice experiences. Lastly, conclusive remarks and recommendations are made to the related regulation. Hopefully these suggestions would be helpful to the industry.