Original Research Paper
Marketing and Sales
A. Khadivar; A. Ghorbani; L. Niakan
Abstract
BACKGROUND AND OBJECTIVES: Objective: Environmental or green marketing is a developing subjet, and this type of marketing in recent years has affected the insurance industry, as an active industry in human social life. Based on this belief, in the research, an attempt has been made to identify the main ...
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BACKGROUND AND OBJECTIVES: Objective: Environmental or green marketing is a developing subjet, and this type of marketing in recent years has affected the insurance industry, as an active industry in human social life. Based on this belief, in the research, an attempt has been made to identify the main standards of green marketing evaluation in general, so that based on that, a model for green marketing audit will be presented and Iran's insurance industry can move forward under this cover of green marketing.METHODS: Methodology: In this regard, first tried to identify the main indicators of green insurance, then after thechnical assessmnet the experts of the insurance industry finally approved them. After that, 10 main criteria, which divided into 24 sub-criteria, obtained. In the questionnaire stage, between evaluation and insurance, the internal ratio of the qualities and the final weight of each quality obtained. The obtained results are analyzed using fuzzy DEMATEL and hierarchical method, and the final green audit model for the insurance industry presented.FINDINGS: Findings: According to the obtained results, among the causes, purpose and agency have had the most important effect on all qualities. That is, this feature has the role of a stimulus and by optimizing them, other factors can be expected. Also, the green sales factor is strongly influenced by other factors, and by optimizing other factors, the sales factor will also be optimized. In addition, the objective and mission criteria with an effective weight of 0.23 were the most important and the green design criterion with an effective weight of 0.24 was the least important. Finally, using the opinion of insurance company managers, the green marketing of Iran's insurance industry has been audited and we found that the green marketing score of Iran's insurance industry is 2.7 so it is less than the average on a scale of 1 to 5, that is, the value of 3 has been obtained.CONCLUSION: Iran Insurance Company has the highest score in the criteria of fair and reasonable price of its products and providing of added value to the customers against the paid costs. According to these results, this company has obtained the lowest score in the criteria of organizing seminars to inform the organizations of its contracting parties on environmental issues and obtaining environmental certificates. At the end, suggestions have been made in two sections for all industries and then a dedicated section for the insurance industry in order to improve these criteria.
Original Research Paper
Marketing and Sales
M. Rabiei; K. SHahroodi; E. Chirani; M. Shabgoo Monsef
Abstract
BACKGROUND AND OBJECTIVES: Due to the developments in the field of digital technology and the expansion of social media, the competences and capabilities of marketers in order to use these tools and keep pace with these developments in the insurance industry are vague and unclear. Therefore, the main ...
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BACKGROUND AND OBJECTIVES: Due to the developments in the field of digital technology and the expansion of social media, the competences and capabilities of marketers in order to use these tools and keep pace with these developments in the insurance industry are vague and unclear. Therefore, the main objective of this research is to provide a model for the competences of marketing specialists in the country’s insurance industry.METHODS: This research, relying on qualitative data, has been collected and seeks to provide an acceptable framework in relation to the indicators for determining the competences of marketing professionals in the insurance industry, and finally to fill the current gap in the insurance marketing literature . This research in terms of its goal is a developmental research. The implementation method of this research is to apply foundation grounded theory using a systematic approach. The statistical population of this research includes managers and marketers active in different insurance companies in Iran and they were selected using the purposive sampling method. With this attitude, the selection of experts was done based on two criteria: having at least five years of work experience in the sectors related to the insurance industry and having a master’s degree or higher in the fields of business management and insurance. The semi-structured interviews continued by phone and face-to-face, with six general questions, until theoretical saturation was realized in the ninth interview.FINDINGS: In this research, the systematic data approach of the grounded theory was used. In the systematic approach, theorizing was done in three main steps: open coding, axial coding, and selective coding. In this way, in order to identify the constituent factors of the competency model of marketing specialists in the insurance industry, data analysis in the open coding stage led to the extraction of 77 primary open codes, 17 sub-themes and finally 7 main fields.In the phase of axial coding, 7 main topics in the form of core phenomena (general and specialized competence); causal conditions (including individual capabilities); strategies (including the development of the capabilities of insurance marketers); intervening conditions (including environmental factors); contextual conditions (including policies of the insurance company); and the consequences (including the development of the insurance industry) were identified and then a paradigm model was drawn. Finally, in selective coding, the previous findings were refined and through this process, a theoretical framework was obtained. According to the obtained model, the general and specialized competence of marketers in the country’s insurance industry are influenced by factors related to individual capabilities. In addition, the development of the capabilities of insurance marketers with the aim of strengthening their competences are influenced by environmental factors and the policies of the insurance company. In the end, it was found that the development of the capabilities of insurance marketers could lead to the expansion of the country’s insurance industry.CONCLUSION: Based on the investigation of various factors and by emphasizing the necessary developments in the business environment, this research will be able to respond to the deficiencies and gaps in the past-related studies to the competence of insurance marketers. Therefore, strengthening and developing all dimensions and components of this model through planning and using it in attracting and cultivating insurance marketers, evaluating their competences and creating a database of qualified marketers will be able to act as a facilitator for Realization of transformation and development of the insurance industry in the country
Original Research Paper
New Insurance Technologies
A. Hoshyar; A. Rousta; F. Asayesh; M. Gholami
Abstract
Objective: In today's world, where technology is growing at a very fast pace and along with the emergence of innovation, the insurance industry is not exempt from this trend and is keeping pace with the world's technologies. Therefore, in the current research the antecedents and consequences of value ...
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Objective: In today's world, where technology is growing at a very fast pace and along with the emergence of innovation, the insurance industry is not exempt from this trend and is keeping pace with the world's technologies. Therefore, in the current research the antecedents and consequences of value creation in the insurance service industry with a focus on blockchain "technology (a hybrid research approach) was studied.Methodology: From the point of view of methodology, this research is an applied research and it is combined with a descriptive-exploratory approach. In the qualitative phase, the statistical population of the research, in the section of research texts, has been extracted from among the scientific articles related to the subject in the period of 2015 to 2022 through advanced search on the Google website and also Science Direct articles. Then, to conduct a semi-structured interview, experts were selected from 6 private insurance companies, including Asia Insurance, Dana, Pasargad, Kowsar, Parsian and Saman, as well as from 2 governmental insurance companies (Iran Insurance and Central Insurance). The statistical sample in the qualitative part with a targeted (judgmental) approach reached the limit of 14 person, and on the other hand, the statistical community in the quantitative part of the research, a total of 130 managers who are familiar with the insurance technologies from the 8 mentioned companies, were covered. The obtained statistical sample was 96 people based on stratified random sampling method with proportional assignment. In the qualitative part, the data collection method was field and library (interview method and reading texts) and the data collection tools included interview guide or interview card and questionnaire were selected. In the quantitative stage of the method of collecting field data and collection tools, the researcher made a questionnaire with 82 questions, that validity has been confirmed through confirmatory factor analysis and reliability through Cronbach's alpha. Qualitative data analysis was done using the foundation data analysis method while using MAXQDA 18 software and quantitative data analysis was done using confirmatory factor analysis method in SMART PLS software. Also, by using DIMATEL's approach, the effectiveness, influence and interactivity of the factors of the main categories were investigated in relation to each other (2 factors from each category and 12 factors in total).Findings: In total, 495 codes were extracted from 57 articles and 153 codes from 14 interviews in the form of 32 main categories and 57 subcategories. Quantitative findings indicated the confirmation of all assumptions of the proposed model. The results of DIMATEL's analysis also showed that the most interactivity was related to intelligent communication, the least interactivity was related to digital transformational leadership, the highest effectiveness was related to the variable of robotic automation of processes, and the highest effectiveness was related to risk management and insurance lossesConclusion: The overall results showed that the development of value creation strategies through smart marketing channels and new technologies leads to competitive advantage and digital transformation in the insurance industry and the development of infrastructure and digital value creation space in the insurance industry through the channel of this technology is extremely vital and sensitive.
Original Research Paper
Insurance rights
H. Afkar; A. Khodabakhshi
Abstract
BACKGROUND AND OBJECTIVES: The fundamental differences between the characteristics of the penal system and the civil one have led to the formation of clear boundaries between criminal and civil law; But the independence of these two branches of law is not absolute in all areas. Criminal claims for ...
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BACKGROUND AND OBJECTIVES: The fundamental differences between the characteristics of the penal system and the civil one have led to the formation of clear boundaries between criminal and civil law; But the independence of these two branches of law is not absolute in all areas. Criminal claims for damages, which are formed in the shadow of the insurance system, have freed themselves from the monopoly of criminal rules and have maintained the tendency to be related to civil lawsuits for damages. Identifying this link requires an analysis of the purpose, nature and legislative and judicial approach to these claims, which is discussed in this research.METHODS: The method used in this research is descriptive-analytical method and the decisions in the judicial procedure have been used as study documents.FINDINGS: The penal system has established its main position through punishment and rehabilitation, but the idea of compensation has formed the main foundation of the civil system. The difference in the goals of these two systems has made the nature and special rules of criminal and civil lawsuits surround and influence the Judge's views and thoughts of each area to infer responsibility. However, accepting the absolute independence of civil and criminal compensation claims in the insurance system causes the breakdown of the order of the general rules of responsibility in this field of compensation. In addition to the ability to extract the purpose and nature of the unit from both types of litigation, finding the single effects and rulings to identify the insurer's liability in civil and criminal litigation is not against the rule. The resources of the trial and the guarantee of enforcement of both areas are also based on a single system, the main theory of which is the rapid and complete compensation of damages in a trial.CONCLUSION: Finding a unit purpose and nature in civil and criminal lawsuits in the insurance system provides the possibility of sharing rules and identifying a single basis for liability. The slight difference in the procedure of the civil and criminal authorities is because of their special spirit. The privacy of the nature of the lawsuit and the dominance of the purpose of compensation in both lawsuits lead to the inference of a Joint performance guarantee, and the theory of correlation between civil and criminal lawsuits in the insurance system replaces its fundamental distinction.
Original Research Paper
Insurance pricing
M. Aalaei
Abstract
BACKGROUND AND OBJECTIVES: One of the most important issues that insurance companies face when introducing new insurance products is how to price such products. In this article, in addition to introducing the increased annuity product, the payments of this product for cancer insureds, taking into ...
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BACKGROUND AND OBJECTIVES: One of the most important issues that insurance companies face when introducing new insurance products is how to price such products. In this article, in addition to introducing the increased annuity product, the payments of this product for cancer insureds, taking into account the probability of death or survival have been calculated for use in the country's insurance industry.METHODS: This research is of a quantitative type and in it, the amount of annuity insurance payment increased for the insured who are cancer patients, for a single net insurance premium, is calculated using two different approaches to adjust the probability of death. Also in this research the data of the American Cancer Society and the list of technical profit rates announced in the supplement of Regulation No. 68 of the Supreme Council of Insurance, as well as the announced data table of the Iranian life insurance at the year 2021, were used.FINDINGS: In this article, the effect of adjusting the mortality probability using “adjustment multiplier” and “age rating” approaches on the amount of annuity payouts for insureds of different ages were investigated. It is expected that with an increase in the adjustment factor, which means an increase in the insured's health problems, the life expectancy will decrease and the amount of pension payment will increase, which the findings of the article also confirm this issue. In addition, based on the relative survival assessment of 5 years and with the amount of pension payment for the insured, the life expectancy using the adjustment factor and the increased amount of pension payment for the 65-year-old insured with various cancers of the breast, colon, lung and skin with Standard health status was compared. Based on the findings of this research, local skin cancer and local breast cancer with a 5-year survival probability of 99% have the lowest pension payment increase of 2.13%. On the other hand, diffuse lung cancer and diffuse colon cancer with survival probability of 8 and 15 percent, have the highest increase in pension payments, i.e. 413.57 and 309.47 compared to standard pension payments. The fuzzy payout of annuity for the insured with local skin cancer and local breast cancer was obtained the interval [161/04, 167/88], and the payout of age rating approach with the value of 167/34 is also included in this interval. It should be noted that, in general, the payout of the “age rating” approach is higher than the “adjustment multiplier” approach.CONCLUSION: If a person has a certain health condition, the mortality and survival probability, as well as life expectancy, will be different from the standard state. For this purpose, an adjustment factor is considered for the mortality probability, and the annuity payout will be adjusted accordingly. In this article, the amount annuity payouts for the insured with different types of cancer was investigated, compared and analyzed based on two different adjustment mortality probabilities approaches.
Original Research Paper
Industrial organization of insurance markets
A. Kohyari Haghighat; S.A. Mohammadi Hoseini
Abstract
BACKGROUND AND OBJECTIVES: In the current competitive and risk-filled environment of the insurance industry, insurance companies need to gather up-to-dated information and knowledge to make appropriate decisions and use this information in their decisions. Decisions that have a great impact on the ...
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BACKGROUND AND OBJECTIVES: In the current competitive and risk-filled environment of the insurance industry, insurance companies need to gather up-to-dated information and knowledge to make appropriate decisions and use this information in their decisions. Decisions that have a great impact on the structure, processes and performance of the organization's members and can fundamentally affect the prediction of the survival of those organizations, profitability and on their nature. Today, access to correct, effective and up-to-date information in a competitive business environment is one of the power tools for any company in making decisions and adopting competitive strategies of that company.Therefore, the efficient establishment of intelligent systems in the country's insurance industry seems to be a vital issue. In the meantime, the lack of establishment or inefficient induction of the intelligent system will be able to face many companies with challenges. An issue that has a negative impact on the competitiveness of these companies and needs further investigation. The purpose of the current research is to conceptualize the intelligence of businesses with a strategic approach and provide a model for measuring business intelligence in the insurance industry through a qualitative research approach.METHODS: This is a qualitative research and the method of content analysis and in-depth semi-structured interviews with experts, managers and consultants of the insurance industry have been used. Qualitative content analysis can be considered as a method for subjectively interpreting the content of textual data through the processes of systematic classification, coding and creating themes or designing known patterns.In order to extract the codes, an attempt was made to conduct a total of 8 interviews using the theoretical sampling method until reaching theoretical saturation. In order to achieve the validity and reliability of qualitative data, the criteria of credibility, dependability or trustworthiness, acceptability or confirmability, and transferability were considered. To achieve these criteria, researchers carefully select key participants, combine data collection methods (such as interviews and note-taking), allocate sufficient time to conduct interviews, continuously review data and classes in terms of similarities and differences, and review the analyzes performed by project colleagues.FINDINGS: Findings: In this research, 43 codes were extracted as concepts related to intelligence. These codes were placed and categorized in six components and in two general dimensions of intelligence, relative to the specialized business environment and intelligence relative to the general business environment. These components include: intelligence towards the internal business environment, intelligence towards the business market, intelligence towards business competitors, business intelligence in supply, intelligence towards the small business environment and intelligence towards the large business environmentCONCLUSION: Creating an innovative performance requires making real-time strategic decisions based on the information and data obtained from the intelligent system. Based on this, companies are successful if they act intelligently and are able to have proper knowledge of the data and information of their internal and external environment and turn that data into organizational knowledge and intelligence. Upgrading the intelligence system in an organization makes companies analyze the information of their surrounding environment faster and more accurately and save the results and make them available to decision makers when necessary. This topic will speed up the exchange of data, information and knowledge in the company and will be able to improve effectiveness, thinking and decision making. It is suggested that managers use the identified concepts to create and develop insurance companies and increase their intelligence to help achieve the company's goals.
