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It's about building a book of business: incentives of insurance salespersons

Recurso electrónico / Electronic resource
Registro MARC
Tag12Valor
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008  191002e20191001che|||p |0|||b|eng d
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100  ‎$0‎MAPA20080648787‎$a‎Berry-Stölzle, Thomas R.
24500‎$a‎It's about building a book of business: incentives of insurance salespersons‎$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
7001 ‎$0‎MAPA20190013628‎$a‎EckIes, David L.
7730 ‎$w‎MAP20077100215‎$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