Pradhana, Kevin Aditya
(2017)
The positive attitude of full time life insurance agents toward inappropriate products recommendations.
Bachelor thesis, Universitas Pelita Harapan.
Full text not available from this repository.
Abstract
Purpose of this study is determine whether many insurance agents in Indonesia are prioritizing their compensation or selling what the customers' needs that support their positive attitude that enhance the intention to make inappropriate product recommendations. In this industry, salesforce plays a very important role, as they are the one who will approach the customers and tell them about the benefits that they will get from being insured. In the life insurance industry, the sales compensations can be the main reward for the insurance agents. Manipulation of Sales compensation, Sales orientation and Information asymmetry are happening in this industry, this could make the agents to engage in misconducts such as recommending unsuitable policy to their clients. This research is using the quantitative method by handing out 30 questionnaires for pilot test and 255 questionnaires for the actual data to the Indonesian insurance agents in Jakarta offices area. The data gathered is processed by the SPSS system using the general linear model. From the data gathered, we could draw a conclusion saying that out of four hypotheses, two is accepted and another two is rejected. Information asymmetry does happen in Indonesia and it helps the insurance agents' positive attitudes towards inappropriate product recommendation will enhance the insurance agents' intention to engage in the misconducts. The other two variables were the manipulation of sales compensation, and the sales orientation. These variables were not accepted because it does not give any impact or influence on the positive attitude towards inappropriate product recommendation. The contribution of this research is to make insurance companies to make a good selection process on recruiting the insurance agents. The agents must educate their customers in honest way and for the customers to be more aware on the buying process of insurance policy.
Actions (login required)
 |
View Item |
