Channel Distribution Strategies in the Korean Insurance Market

• 발행기관: 한국자료분석학회
• 저자명: 정중영(Jung Young Jeong) 강중철(Jung Chul Kang)
• 간행물 정보: 『Journal of The Korean Data Analysis Society (JKDAS)』Vol.10 No.5, 2383~2394쪽, 전체 12쪽
• 주제분류: 자연과학 > 통계학
• 파일형태: PDF
• 발행일자: 2008.10.30

영문 초록

The restructure of traditional sales channel was the important issue for the most korean insurers. For example, the existing insurers have built alternative channels to sell the insurance on-line as well as off-line, pursuing multi-channel strategy. Thus, the aim of this paper is first, to overview the Korean current insurance channels, and then analyze the customers behaviors and preferences of channels, and the relationships between insurers and their customers, and finally identifying what steps insures can take to optimize these relationships. For the analysis of customers behaviors and preferences of channel, we used the two surveys result, one from Kiri(Korean Insurance Research Institution) for the Korean customers and the other is Capgemini report for the foreign countries customers. These surveys focus on understanding the relationship between insurers, distributors and their customers, and identifying what steps insurers and distributors can take to optimize these relationships. Based on this research, we can conclude that firstly, insurers will provide low-cost, world-class, direct services in all sales channels, add separate sales channel selectively, and manage channel conflict effectively to serve more demanding customers. Secondly, to respond to customers increased rate and efficiency of shopping, insurers will prepare for greater price war, build their brand, and manage consumer inertia. Finally, insurers provide distinctive value propositions and maintain excellent execution of the basic of insurers.

목차

I. Introduction

II. Distribution Channels in the Korean Insurance Industry

III. Literature Review and Methodology

IV. Result

V. Implication and Conclusion

References

키워드

Insurance Distribution Strategies Correspondence Analysis Herfindahl- Hirschman Index