It's about building a book of business: incentives of insurance salespersons
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| Tag | 1 | 2 | Value |
|---|---|---|---|
| LDR | 00000cab a2200000 4500 | ||
| 001 | MAP20190028561 | ||
| 003 | MAP | ||
| 005 | 20191004144232.0 | ||
| 008 | 191002e20191001che|||p |0|||b|eng d | ||
| 040 | $aMAP$bspa$dMAP | ||
| 084 | $a32 | ||
| 100 | $0MAPA20080648787$aBerry-Stölzle, Thomas R. | ||
| 245 | 0 | 0 | $aIt's about building a book of business: incentives of insurance salespersons$cThomas R. Berry-Stölzle, David L. EckIes |
| 520 | $aMost property-liability insurance contracts are short-term contracts which can be renewed at expiration. With an average policy renewal rate of 89%, selling a policy not only generales immediate revenue but also results in expected future revenue for an agency. Outside employment options give salespersons negotiating power to claim a fraction of their increased production. This link between current performance and future compensation creates implícit incentives. Our empirical analysis documents a strong positive relationship between the fraction of renewals and salespersons' output, and between output and salespersons' compensation. These results hoid regardless of whether salespersons receive a fixed salary, a combination of salary and commission, or compensation entirely based on conimission. Overali, these findings support the view that property-liability insurance salespersons have strong incentives to build a book of business, and that these indirect sales incentives allow insurance agencies to offer compensation schemes with a fixed salary component. | ||
| 650 | 4 | $0MAPA20080583224$aVentas de seguros | |
| 650 | 4 | $0MAPA20080624934$aSeguro de daños patrimoniales | |
| 650 | 4 | $0MAPA20110024864$aModelos de negocio | |
| 650 | 4 | $0MAPA20080590567$aEmpresas de seguros | |
| 700 | 1 | $0MAPA20190013628$aEckIes, David L. | |
| 773 | 0 | $wMAP20077100215$tGeneva papers on risk and insurance : issues and practice$dGeneva : The Geneva Association, 1976-$x1018-5895$g01/10/2019 Volumen 44 Número 4 - octubre 2019 , p. 702-731 |