Emergence of new distribution channels in the life insurance industry from the agents' perspective.

Abstract

This project focuses on the agents’ opinion on the emergence of new distribution channels for life insurance products, in particular direct marketing and bancassurance. Responses from LUA members on their views towards the opportunities and threats presented by these new channels have been compiled. Based on a sample of 726 agents, the investigation reveals that agents in general view direct marketing as an opportunity that can complement them in their sales of life insurance products.