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2018 | OriginalPaper | Chapter

4. The New Frontiers of Insurance Distribution

Author : Antonella Cappiello

Published in: Technology and the Insurance Industry

Publisher: Springer International Publishing

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Abstract

The chapter focuses on the role of the distributive variable in the insurance industry, and the delivery process, composed of the sales staff, clients, and physical support. According to the higher or lower incidence of the three mentioned variables, as well as the specific expectations and needs of the various market segments, different delivery systems are envisaged. The choices regarding the planning of differentiated delivery systems are therefore strictly linked to the analysis of the peculiarities and the competitive dynamics of the strategic business areas where the company operates. These business areas are defined on the basis of three key elements, that is customer segments, the needs they express (service types), and the ways these needs are met (productive-distributive technology). In this regard the most innovative technological distributive channels are analysed, by examining in-depth risks and opportunities.

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Metadata
Title
The New Frontiers of Insurance Distribution
Author
Antonella Cappiello
Copyright Year
2018
Book
Technology and the Insurance Industry

Print ISBN: 978-3-319-74711-8

Electronic ISBN: 978-3-319-74712-5

Copyright Year: 2018

DOI
https://doi.org/10.1007/978-3-319-74712-5_4