Insurance customer behavior : lessons from behavioral economics

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<title>Insurance customer behavior</title>
<subTitle>: lessons from behavioral economics</subTitle>
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<namePart>Schelling, Stefan</namePart>
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<abstract displayLabel="Summary">In economics it has traditionally been assumed that people make all their decisions like the so-called homo oeconomicus - that is, maximizing (expected) utility of total wealth. In recent years, economics increasingly recognized that people often exhibit behavioral patterns which are incompatible with the idea of the horno oeconomicus. The field of behavioral economics incorporates insights from the field of psychology to explain discrepancies between predictions of traditional econornic theoiy and actual observed behavior. In this paper, we summarize a selection of well-established behavioral patterns observed in reality and discuss their relevance for the insurance industry when it comes to better understanding and predicting customer behavior. We also explain that people are not always risk-averse and give a brief overview over Prospect Theory (probably the most popular behavioral economics altemative to Expected Utility Theory), its shortcomings for predicting behavior over a long time horizon, and its extensions. In total, we point out that, since dealing with risks and insurance products requires cornplex decision making processes, a deep understanding of the impacts of behavioral factors is essential to better assess and explain costumer behavior.</abstract>
<note type="statement of responsibility">Andreas Richter, Jochen RuB, Stefan Schelling</note>
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<topic>Márketing de la empresa de seguros</topic>
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<topic>Comportamiento del consumidor</topic>
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<topic>Prospectiva</topic>
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<title>Risk management & insurance review</title>
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<publisher>Malden, MA : The American Risk and Insurance Association by Blackwell Publishing, 1999-</publisher>
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<identifier type="issn">1098-1616</identifier>
<identifier type="local">MAP20077001748</identifier>
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<text>01/06/2019 Tomo 22 Número 2 - 2019 , p. 183-205</text>
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