Designing a Model to Explain the Performance of the Sales Network in the Insurance Industry

ObjectiveInsurance companies are increasingly developing their representatives to gain a larger share of the target market. Therefore, representatives’ ability is very crucial in profitability. In this regard, it is innitailly necessary to identify the factors affecting the performance of the sales...

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Autores principales:	Hashem Daghighi Asli, Kambiz Shahroodi, Seyed Mozafar Mirbargkar, Yalda Rahmati
Formato:	article
Lenguaje:	FA
Publicado:	University of Tehran 2021
Materias:	sales network insurance industry performance Business HF5001-6182
Acceso en línea:	https://doaj.org/article/c044fc86f5924834abc1536b72e520b2
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spelling	oai:doaj.org-article:c044fc86f5924834abc1536b72e520b22021-11-14T05:42:08ZDesigning a Model to Explain the Performance of the Sales Network in the Insurance Industry2008-59072423-509110.22059/jibm.2020.307573.3917https://doaj.org/article/c044fc86f5924834abc1536b72e520b22021-08-01T00:00:00Zhttps://jibm.ut.ac.ir/article_83567_788e61faaee84d33b955b34027a5505a.pdfhttps://doaj.org/toc/2008-5907https://doaj.org/toc/2423-5091ObjectiveInsurance companies are increasingly developing their representatives to gain a larger share of the target market. Therefore, representatives’ ability is very crucial in profitability. In this regard, it is innitailly necessary to identify the factors affecting the performance of the sales network in the insurance industry in order to empower targeted representatives. Since analysis of the statistics and performance of the representatives of the sales network in the insurance industry indicates that most of the representatives are not capable of achieving these goals irrespective of the objectives set by the related marketing and monitoring network. The other representatives are not adequately satisfied with their performance toward the market potential. Hence, there is relatively a little sale of various types of insurances in these representatives. Therefore, the present study seeks to answer the crucial question of what factors can explain the performance of the sales network in the insurance industry.MethodologyThe grounded theory has been used in the present study based on Glaser and Strauss’ proposed guidelines. The statistical population includes all insurance industry experts in Gilan province, including the experienced insurance industry sales network with higher education degrees, as well as technical and executive managers and major insurers. Consequently, 17 of them were selected considering the inclusion criteria (having at least a Master's degree and a work experience of at least 15 years in the insurance industry) using snowball sampling method as a purposeful method in qualitative research. After the interviews, theoretical saturation has been achieved.FindingsThe findings show that the factors affecting the performance of the sales network in the insurance industry include individual factors related to representatives (individual intrinsic characteristics and individual acquired characteristics), factors related to the representatives organization (organizational characteristics, customer relationship management, human resource characteristics, and marketing structure), insurance representatives’ performance (their financial performance, service performance, and communication performance), factors related to insurance company (insurance company characteristics), factors related to the central insurance company (central insurance characteristics), environmental characteristics (economic, political, cultural, social, and legal factors), sales network performance in the insurance industry (representatives and brokers’ performance), empowerment of sales network (economic growth and development of sales network, social development of sales network, cultural growth and development of sales network).ConclusionThe proposed model reveals that causal conditions include: individual factors related to representatives and factors related to the representatives’ organization. Besides, phenomenon-orentation include performance of insurance representatives; strategies include factors related to the central insurance; contextual factors include factors related to insurance company; and the intervening conditions include environmental factors that lead to these conditions. It leads to the development of sales network’ performance in the insurance industry.Hashem Daghighi AsliKambiz ShahroodiSeyed Mozafar MirbargkarYalda RahmatiUniversity of Tehranarticlesales networkinsurance industryperformanceBusinessHF5001-6182FA‫مدیریت بازرگانی, Vol 13, Iss 2, Pp 457-472 (2021)
institution	DOAJ
collection	DOAJ
language	FA
topic	sales network insurance industry performance Business HF5001-6182
spellingShingle	sales network insurance industry performance Business HF5001-6182 Hashem Daghighi Asli Kambiz Shahroodi Seyed Mozafar Mirbargkar Yalda Rahmati Designing a Model to Explain the Performance of the Sales Network in the Insurance Industry
description	ObjectiveInsurance companies are increasingly developing their representatives to gain a larger share of the target market. Therefore, representatives’ ability is very crucial in profitability. In this regard, it is innitailly necessary to identify the factors affecting the performance of the sales network in the insurance industry in order to empower targeted representatives. Since analysis of the statistics and performance of the representatives of the sales network in the insurance industry indicates that most of the representatives are not capable of achieving these goals irrespective of the objectives set by the related marketing and monitoring network. The other representatives are not adequately satisfied with their performance toward the market potential. Hence, there is relatively a little sale of various types of insurances in these representatives. Therefore, the present study seeks to answer the crucial question of what factors can explain the performance of the sales network in the insurance industry.MethodologyThe grounded theory has been used in the present study based on Glaser and Strauss’ proposed guidelines. The statistical population includes all insurance industry experts in Gilan province, including the experienced insurance industry sales network with higher education degrees, as well as technical and executive managers and major insurers. Consequently, 17 of them were selected considering the inclusion criteria (having at least a Master's degree and a work experience of at least 15 years in the insurance industry) using snowball sampling method as a purposeful method in qualitative research. After the interviews, theoretical saturation has been achieved.FindingsThe findings show that the factors affecting the performance of the sales network in the insurance industry include individual factors related to representatives (individual intrinsic characteristics and individual acquired characteristics), factors related to the representatives organization (organizational characteristics, customer relationship management, human resource characteristics, and marketing structure), insurance representatives’ performance (their financial performance, service performance, and communication performance), factors related to insurance company (insurance company characteristics), factors related to the central insurance company (central insurance characteristics), environmental characteristics (economic, political, cultural, social, and legal factors), sales network performance in the insurance industry (representatives and brokers’ performance), empowerment of sales network (economic growth and development of sales network, social development of sales network, cultural growth and development of sales network).ConclusionThe proposed model reveals that causal conditions include: individual factors related to representatives and factors related to the representatives’ organization. Besides, phenomenon-orentation include performance of insurance representatives; strategies include factors related to the central insurance; contextual factors include factors related to insurance company; and the intervening conditions include environmental factors that lead to these conditions. It leads to the development of sales network’ performance in the insurance industry.
format	article
author	Hashem Daghighi Asli Kambiz Shahroodi Seyed Mozafar Mirbargkar Yalda Rahmati
author_facet	Hashem Daghighi Asli Kambiz Shahroodi Seyed Mozafar Mirbargkar Yalda Rahmati
author_sort	Hashem Daghighi Asli
title	Designing a Model to Explain the Performance of the Sales Network in the Insurance Industry
title_short	Designing a Model to Explain the Performance of the Sales Network in the Insurance Industry
title_full	Designing a Model to Explain the Performance of the Sales Network in the Insurance Industry
title_fullStr	Designing a Model to Explain the Performance of the Sales Network in the Insurance Industry
title_full_unstemmed	Designing a Model to Explain the Performance of the Sales Network in the Insurance Industry
title_sort	designing a model to explain the performance of the sales network in the insurance industry
publisher	University of Tehran
publishDate	2021
url	https://doaj.org/article/c044fc86f5924834abc1536b72e520b2
work_keys_str_mv	AT hashemdaghighiasli designingamodeltoexplaintheperformanceofthesalesnetworkintheinsuranceindustry AT kambizshahroodi designingamodeltoexplaintheperformanceofthesalesnetworkintheinsuranceindustry AT seyedmozafarmirbargkar designingamodeltoexplaintheperformanceofthesalesnetworkintheinsuranceindustry AT yaldarahmati designingamodeltoexplaintheperformanceofthesalesnetworkintheinsuranceindustry
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Designing a Model to Explain the Performance of the Sales Network in the Insurance Industry

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