A Comparison of Bancassurance and Traditional Insurer Sales Channels

Although various sales channels exist for insurance products, no existing research compares their sales efficiency. This study offers a comparison of bancassurance and traditional sales channels in Taiwan. Using a data envelopment analysis approach, this study first computes the efficiencies of banc...

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Bibliographic Details
Published in:Geneva papers on risk and insurance. Issues and practice 2011-01, Vol.36 (1), p.76-93
Main Authors: Chang, Pang-Ru, Peng, Jin-Lung, Fan, Chiang Ku
Format: Article
Language:English
Subjects:
Banking industry
Banks
Banks in insurance
Compensation
Corporate profits
Costs
Data envelopment analysis
Distribution channels
Economics and Finance
Efficiency
Employee insurance
Finance
Insurance
Insurance agents
Insurance companies
Insurance industry
Insurance premiums
Insurance providers
Liability insurance
Life insurance
Life insurance companies
Operational Issues in Insurance
Original Article
Performance evaluation
Risk Management
Sales representatives
Studies
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Summary:Although various sales channels exist for insurance products, no existing research compares their sales efficiency. This study offers a comparison of bancassurance and traditional sales channels in Taiwan. Using a data envelopment analysis approach, this study first computes the efficiencies of bancassurance and traditional sales channels separately. The efficiency score of the traditional sales channel is significantly higher than that of a comparable bancassurance channel. Furthermore, the efficiency relationship between the bancassurance and the traditional sales channels is independent. These findings have significant implications for the insurance industry and ongoing research in this field.
ISSN:1018-5895
1468-0440
DOI:10.1057/gpp.2010.34