Original Research Paper
A. Pooya; D. fazel torshizi
Abstract
Objective: Today, in the insurance industry, playing the role of the customer has changed from following the service providers to leading the service providers, therefore, considering the difference in profitability, type of purchase, loyalty, risk, behavioral and demographic dimensions of the customers, ...
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Objective: Today, in the insurance industry, playing the role of the customer has changed from following the service providers to leading the service providers, therefore, considering the difference in profitability, type of purchase, loyalty, risk, behavioral and demographic dimensions of the customers, in order to create a significant demarcation between them using We take the approach of customer segmentation to increase the competitive power and success of the activists in this field by knowing the characteristics of each of these different groups.Methodology: In this research, the segmentation of the customers of an insurance company was done using the two-stage clustering method with the scalable cluster analysis algorithm, considering the ability of this method in the simultaneous analysis of continuous and categorical variables. The dominant patterns in customer grouping were identified and then diagnostic analysis was used to validate the clustering.Findings: According to the effect of the determined indicators, the customers were classified into six clusters. Among the investigated indicators, the variables of discount amount provided, profitability, loss ratio, volume and number of purchased insurance policies played the most important role in separating the clusters. In terms of profitability variable, all clusters are different from each other. In terms of the method of attraction, the cluster of miscalculants is different from the passers-by, and the clairvoyants are different from the clusters of well-calculated ones.Conclusion: Insurance companies can use the customer segmentation technique based on the criteria proposed in this article and identify their characteristics, identify the position of each group in the profit or loss of the company, predict and draw the behavior pattern of potential and future customers with similar characteristics, as well as determine the target market and Appropriate marketing strategy to increase their competitive power compared to other competitors.
Original Research Paper
A. Khadivar; F. Frouzi; L. Niakan
Abstract
Objective: Today, organizations have turned to process-oriented approaches to improve their activities. Knowing and correcting processes in organizations is necessary to save time and reduce costs. Process management and enterprise risk management and checking compliance with rules are among the main ...
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Objective: Today, organizations have turned to process-oriented approaches to improve their activities. Knowing and correcting processes in organizations is necessary to save time and reduce costs. Process management and enterprise risk management and checking compliance with rules are among the main challenges of today's process-oriented organizations, especially insurance companies. Today, insurance has made tremendous progress in our society. In the meantime, the process analysis technique helps insurance companies in identifying the existing process and timely understanding the degree of non-compliance of operational processes with the rules of the organization.Methodology: This research aims to identify the existing process and timely understand the level of non-compliance with the rules of the organization by using process mining techniques through the structured methodology of implementing process mining projects. This study has been implemented in one of the active insurance companies of the country for the selection processes of that group.Findings: In this research, an image of the process has been obtained by using the events recorded in the organization's information systems. Then, using PRAM software, organizational processes have been analyzed, the sequence of activities related to the process, taking into account the selected business rules, have been examined, and finally, suggestions have been made to improve the processes.Conclusion: In this case study, new insights have been provided that can be useful for other professionals in the application of process analysis in the financial field. This approach can be used along with control layer approaches to monitor and improve information system performance and reduce operational risk. Because it can provide useful insight for the organization by providing timely process analysis based on rules.
Original Research Paper
A. Helm Zadeh; K. Hamidi; K. Heidarzadeh Hanzaei
Abstract
Objective: In recent years, a lot of efforts have been made in the insurance industry to increase the share of the country's life insurance portfolio. Currently, this share is insignificant compared to global statistics, and a percentage of this amount is redeemed every year. Considering that the researches ...
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Objective: In recent years, a lot of efforts have been made in the insurance industry to increase the share of the country's life insurance portfolio. Currently, this share is insignificant compared to global statistics, and a percentage of this amount is redeemed every year. Considering that the researches conducted in the field of life insurance have all taken a retrospective view and none of them sought to predict this behavior in customers, the purpose of this research is to determine the tendency of people to buy back life insurances through the independent variables of determinism, social capital, awareness To measure the benefits of life insurance, the value of life insurance benefits for the individual, the feeling of political security, the feeling of economic security, the feeling of job security and background variables, and as a result, to test the redemption behavior of life insurance policyholders.Methodology: The method used in this research is correlation and regression tests.Findings: According to the findings of this research, which was conducted on a sample of 400 life insurance policyholders of the insurance company in 2013-2015, there is a direct relationship between social capital and the tendency to redeem, and the other relationships are inverse. Also, the hypothesis of the existence of an inverse relationship between the tendency to repurchase and economic security was rejected. Among the contextual variables, the level of education has the strongest relationship with the tendency to repurchase, and this relationship is also inverse. In addition, according to the results of the regression test, among the studied variables, the determinism variable has the most power in the tendency to buy back life insurance policies, and after that, the value of life insurance benefits and the feeling of political security are in the next ranks. The variables of hope for the future and feeling of economic security have the lowest total effect and have less explanatory power than other variables.Conclusion: Therefore, considering the importance of the value index of life insurance benefits, insurers and life insurance sellers should make their maximum efforts to understand the real benefits of life insurance coverage to the customer or life insurance policyholder.
Original Research Paper
Sh. Tayar; S.M. Allameh; S.A. Siadat
Abstract
Aim: to explore and explain the observable behaviors of the culture supporting succession programs in the insurance industry of Iran.Methodology: The current research is based on a methodology combined with a descriptive-exploratory approach. The statistical population for the qualitative stage included ...
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Aim: to explore and explain the observable behaviors of the culture supporting succession programs in the insurance industry of Iran.Methodology: The current research is based on a methodology combined with a descriptive-exploratory approach. The statistical population for the qualitative stage included academic and insurance industry experts, and for the quantitative stage, all the employees of central branches of insurance companies. The statistical sample in the qualitative section reached the saturation point with a targeted approach of 13 people, and in the quantitative section, 284 people were selected by stratified random method. The data collection tool in the first stage included a semi-structured interview with experts, and in the second stage, a 33-question questionnaire was created by the researcher, whose validity was confirmed by the form and content method, and the reliability of the questionnaire was confirmed by the Cronbach's alpha method (0.893). Qualitative data analysis was done using thematic analysis method and quantitative data was done using confirmatory factor analysis method in Amos 21 software.Findings: The behavioral patterns of surrogate culture include observable content and structural behaviors. Also, among the observable behaviors of culture, the implementation of succession programs (with a factor load of 0.649), the management of succession change and transformation (with a factor load of 0.595) and the management of competencies (with a factor load of 0.585) have the most support from the measurement model. .Conclusion: Based on the findings of the research, one of the main observable behaviors of the culture to support succession programs in the insurance industry is content behaviors that include; Successive motivational behaviors, integrated and committed organizational communication, transformational leadership based on participation, change management and transformation become successors. Also, other findings of this research showed that structuralist behavior is another observable behavior of culture to support succession planning in the insurance industry, which includes facilitating rules and regulations, agile organizational structure, competency management, strategic human capital management, succession planning implementation, empowerment. It is based on education and knowledge management, and performance management is based on succession.
Original Research Paper
S. Jafarzadeh; J. Farazmehr
Abstract
Purpose: The main purpose of this article is to investigate the validity of the statute of limitations in vehicle insurances, and the statute of limitations is considered one of the most important and fundamental institutions of criminal law. After the victory of the Islamic Revolution, the legislature ...
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Purpose: The main purpose of this article is to investigate the validity of the statute of limitations in vehicle insurances, and the statute of limitations is considered one of the most important and fundamental institutions of criminal law. After the victory of the Islamic Revolution, the legislature completely repealed and removed it, and then accepted the passage of time in criminal matters with limited and binding conditions in 1378, and finally, with the approval of the Islamic Penal Code in 1392, it approved the institution of the passage of time in the substantive rules.Methodology: In this research, this problem has been addressed with an analytical and descriptive method.Findings: This research aims to prove the elimination of the passage of time in the new law due to the deliberate silence and evidence and evidence in the previous laws, and in this regard, it seems that there is a belief in the explicit repeal of this rule and the legitimacy of the passage of time. There is a difference of opinion among the jurists.Conclusion: The results of the research show that the general provision of the passage of time in the insurance law remains in force, and to clarify the validity of this rule regarding vehicle liability insurance, the new law should be referred to. In this assumption, if the new special law has repealed the general provision of the insurance law (either explicitly or implicitly), it should be considered that this rule should be deleted due to the precedence of the later special law over the previous general law. On the other hand, in case of ambiguity, brevity or absolute silence of the legislator in the new law, citing the insurance law as a general law will be a way forward.
Original Research Paper
J. Shamsi; M. Soltani
Abstract
Purpose: This article aims to explain the responsibility of the insurer against the driver who caused the accident, which is foreseen in the compulsory insurance law of 2015. Therefore, the concept, basics and territory of the insurer's responsibility should be examined in this field.Analytical methodFindings: ...
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Purpose: This article aims to explain the responsibility of the insurer against the driver who caused the accident, which is foreseen in the compulsory insurance law of 2015. Therefore, the concept, basics and territory of the insurer's responsibility should be examined in this field.Analytical methodFindings: The liability of the insurer against the driver who caused the accident is one of the issues that was considered necessary to be legislated in the insurance law, and our legislator tried to legislate it in the mandatory motor vehicle insurance law of 2015. In this case, the legislator must create a balance between the interests of the insurer and the insured, and for this reason, the beneficiary of the insurance is less protected in these cases. Therefore, with this approach, the scope of the insurer's responsibility has been explained in this field.Conclusion: The liability insurance of the driver who caused the accident used to exist in an optional form and he was not protected. In the law approved in 2015, the legislator, in addition to making it mandatory to obtain this insurance policy, also stated other conditions and rulings. In this case, the scope of the insurer's responsibility is more limited than the responsibility against the third party, but it is also responsible for the bodily and life damages caused by the authority of Cairo. The insurance company is responsible for compensating the driver in the event of increased physical damages and damages after the end of the contract. Payment of damages within the deadline requires the request of the beneficiary and it starts from the finality of the court ruling or the agreement of the parties, and at the end, suggestions are also presented.
Original Research Paper
M. Hajipour; Y. Molaei
Abstract
Purpose: The basic purpose of the research is to study the obligation to disclose the policyholder, its basis and territory in the pre-contractual stage in the two legal systems of Iran and England.Methodology: The method used in the research is a descriptive and analytical method that was carried out ...
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Purpose: The basic purpose of the research is to study the obligation to disclose the policyholder, its basis and territory in the pre-contractual stage in the two legal systems of Iran and England.Methodology: The method used in the research is a descriptive and analytical method that was carried out in the context of a comparative study between Iranian law and English law, especially the new British insurance law approved in 2015.Findings: In insurance as a contract with maximum good faith, mutual obligations are foreseen for the parties, especially the insured. One of the most important pre-contractual obligations of the insured is the obligation to provide information; The insured must not only refuse to make false statements, but it is also necessary to provide the insurer with the necessary and essential information so that he can make an informed decision in accepting the principle of risk and determining its conditions. Although there is no difference of opinion in the obligation of the insured to disclose information in the pre-contractual stage, but in practice, especially in Iranian law, there are differences regarding the extent of this obligation, its basis, and its effects, which has reduced the benefits of the necessity of information disclosure. Therefore, it is suggested that the legislator clearly establish a rule regarding the basis and scope of the pre-contractual disclosure obligation of the insured.Conclusion: Providing accurate information before concluding the contract can help predict the insurance risks and determine the insurance premium accordingly. But this obligation is not unconditional, and restrictions such as objections, lack of knowledge, etc. are imposed on it, and in terms of the guarantee of legal enforcement, the violation of this obligation can lead to invalidation, termination, as well as filing a civil liability lawsuit, depending on the case.
Original Research Paper
F. Sandoghdaran; A. Albadvi; B. Teimourpour
Abstract
Objective: In recent decades, considering that the costs of attracting new customers are constantly increasing, it is very important and sensitive for the profitability of organizations to pay attention to maintaining customers and increasing their loyalty. Therefore, organizations implement various ...
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Objective: In recent decades, considering that the costs of attracting new customers are constantly increasing, it is very important and sensitive for the profitability of organizations to pay attention to maintaining customers and increasing their loyalty. Therefore, organizations implement various programs to increase the longevity of their customers. On the other hand, not all customers have the same profitability for the organization, and the limited resources of the organization should be spent on valuable customers. The purpose of this research is to provide a mathematical model for the optimal selection of target customers for retention programs and also to select the cost for each customer.Methodology: The present research was carried out in 3 main steps. In the first step, using data mining, the probability of customers turning away is obtained. In the second step, the customer's lifetime value is calculated, and in the last step, the proposed optimization model is solved. LP-Metric was used to solve the model, and it was solved in GAMS software. Real data from one of the country's insurance organizations was used to solve the proposed model.Findings: A two-objective optimization model based on customer lifetime value has been presented. One of the objective functions is related to maximizing the customer lifetime value by implementing the retention program and the other objective is related to minimizing the costs of the program. Conclusion: By solving the proposed optimization model, a Pareto chart has been obtained that, considering the opinion of experts, every point on this chart can be an optimal answer for choosing the target customers of sustainability programs and the way of spending for them.
