Issues in Marketing Online Insurance Products: An Exploratory Look at Agents' Use, Attitudes, and Views of the Impact of the Internet

This article uses a survey of insurance agents in Florida to examine the manner in which insurance agents use and view the Internet as a method of marketing insurance products. The results of the survey suggest that the agents’ use of the Web and their attitudes toward the Web do not vary by demogra...

Full description

Saved in:
Bibliographic Details
Published in:Risk management and insurance review 2002-09, Vol.5 (2), p.117-134
Main Authors: Eastman, Kevin L., Eastman, Jacqueline K., Eastman, Alan D.
Format: Article
Language:English
Subjects:
Age
Attitude surveys
Attitudes
Consumers
Demographics
Digital marketing
Education
Electronic commerce
Gender
Hypotheses
Insurance agents & brokers
Insurance industry
Internet
Online advertising
Online sales
Regulation
Statistical analysis
Citations: Items that this one cites
Items that cite this one
Online Access:Get full text
Tags: Add Tag
No Tags, Be the first to tag this record!
Description
Summary:This article uses a survey of insurance agents in Florida to examine the manner in which insurance agents use and view the Internet as a method of marketing insurance products. The results of the survey suggest that the agents’ use of the Web and their attitudes toward the Web do not vary by demographic characteristics (including age, education level, gender, and income). In addition, the agents’ perception of the Internet as a threat (rather than an opportunity) does not vary by age or education level and is not correlated with their attitudes toward the use of the Web. However, while Internet marketing and other means of direct selling are viewed by the agents as equal threats to their sales, the agents believe that such marketing by other companies is a greater threat than that done by the companies they represent.
ISSN:1098-1616
1540-6296
DOI:10.1111/1098-1616.00013