Peran Agen Dalam Menentukan Perencanaan Pemasaran dan Meningkatkan Minat Nasabah terhadap Produk Asuransi Syariah

Insurance is one of the references to meet the needs and feelings of security in the face of uncertainties that may arise in people's lives and the risks that will be experienced by the company. Insurance is one of the financial facilities (financial) of domestic life, both in the face of the risk of death and in the face of property risk. In this case, the position of the insurance agent of an insurance company is very strategic, because through this agent the company can market or sell its products to prospective consumers. Agents are also very valuable business assets. An insurance agent is a person who works alone or works in a commercial organization, represents and acts on behalf of an insurance company or sharia insurance company, who is qualified to represent the company. One of the successes of Sharia insurance companies is in the field of marketing. In addition, the agent also plays a role in carrying out activities for the community by introducing financial plans and risk management in insurance and agents also play a role in selecting risk to the customer. customer, assess and measure the extent to which risks that may arise, and determine the best approach to deal with specified risk. Marketing in Islamic insurance requires the ability to recruit, encourage, develop and sell privately (direct communication between sellers and prospective customers and arousing customer interest in the product until the customer is interested in buying the product). Keywords: Insurance, Agent, Marketing Capabilitie, Insurance Customer.

PENGARUH CITRA (IMAGES), KEPUASAN KONSUMEN (CUSTOMER SATISFACTION), KEPERCAYAAN KONSUMEN (CUSTOMER TRUST) DAN LOYALITAS KONSUMEN (CUSTOMER LOYALTY) PADA PERUSAHAAN AGEN ASURANSI DI SURABAYA

Competition between organizations continues to increase and there is a rapid shift in the delivery of business processes. Service companies strive to improve their business processes by dealing with customers to survive and compete successfully. The literature clearly emphasizes the importance of trust and loyalty for survival in the insurance service sector. This study aims to explore the role of customer knowledge management (CKM) and satisfaction as antecedents of customer trust in the insurance agent sector. The existing causal relationships between CKM, satisfaction, trust, and loyalty were explored. The mediating role of customer trust in the knowledge-loyalty and satisfaction-loyalty relationships is also explored. Data collection was carried out through a survey with a questionnaire. The research instrument uses Structural Equation Modeling (SEM) which has been used to test the causal relationship and the suitability of the proposed model.

Sharia Investment Literation by Sharia Insurance Agents on Unit-Linked Products

The growth of the Islamic insurance industry in this country can be seen from the increase in existing assets and players. However, the low level of literacy related to sharia insurance as well as how to invest in unit-linked sharia insurance products makes some people hesitant about sharia insurance. Certified sharia insurance agents are at the forefront of providing investment literacy in sharia insurance products to customers since they have been given full trust to manage their assets so that customers get protection and benefits. How the sharia insurance agent at PT. Asuransi Jiwa Generali Indonesia understands Islamic investment will be discussed in depth using a descriptive qualitative method and triangulation techniques in managing the interview results. This study reveals that certain agents also lack product awareness and investment literacy. So that it can be a reference for insurance agent trainers in optimizing training for agents, both directly and through applications, to provide more understanding and make it easier for Generali insurance agents to provide information on unit-linked products to their customers, especially in terms of sharia investment.

PERLINDUNGAN HUKUM PEMEGANG POLIS ASURANSI JIWA TERHADAP MIS-SELLING OLEH AGEN ASURANSI DI PT. BNI LIFE INSURANCE

Financial services are an important and inseparable aspect of our life, one of them is life insurance provided by insurance company. In running their business, a company certainly have employees who work for them to reach company’s targets. Insurance company must follow the standards set in the relevant regulations. Even though an insurance company has followed the applicable regulations in day-to-day operations, mistakes made by employees are still unavoidable; one of the mistake is mis-selling by insurance agents to life insurance policyholders. Mis-selling can be defined as an event where an insurance agent fails to explain clearly and comprehensively to a prospective life insurance policyholder about an insurance product from an insurance company, so that the life insurance policyholder incurs a loss. The purpose of this study is to explain the definition of mis-selling, to explain the legal protection of life insurance policyholders against mis-selling by insurance agents, and to explain the responsibility of PT. BNI Life Insurance as an insurance company in overcoming disputes caused by mis-selling done by insurance agents. The author uses the empirical juridical research method, where at first the data studied is secondary data for initial data, then continued by examining primary data, namely real practice and direct data from the field. This study showed the result that there are regulations that protect life insurance policyholders and PT. BNI Life Insurance in the process of resolving problems or disputes, mis-selling by insurance agents, and that the Company acts firmly, simply, and responsibly by following the problem resolution procedure written in the relevant regulations. Jasa keuangan merupakan salah satu aspek penting yang tak terpisahkan dalam kehidupan bermasyarakat, salah satu jenisnya adalah asuransi jiwa yang disediakan oleh perusahaan asuransi. Dalam menjalankan usahanya perusahaan asuransi tentu memiliki tenaga pemasar yang yang mewakili perusahaan asuransi untuk memasarkan produk asuransi. Dalam menjalankan usaha, perusahaan asuransi harus mengikuti standar yang telah ditetapkan pada peraturan-peraturan yang berkaitan. Meskipun suatu perusahaan asuransi telah mengikuti peraturan-peraturan yang berlaku dalam menjalankan usaha, namun kesalahan yang dilakukan oleh tenaga pemasar masih belum dapat terhindarkan. Salah satu kesalahan dari tenaga pemasar tersebut adalah mis-selling yang dilakukan oleh agen asuransi terhadap pemegang polis asuransi jiwa. mis-selling dapat diartikan kejadian dimana agen asuransi gagal untuk menjelaskan secara jelas dan menyeluruh atau komprehensif kepada calon pemegang polis asuransi jiwa tentang suatu produk asuransi dari perusahaan asuransi, sehingga pemegang polis asuransi jiwa mengalami kerugian. Tujuan dari penelitian ini adalah menjelaskan definisi dari mis-selling, menjelaskan perlindungan hukum pemegang polis asuransi jiwa terhadap mis-selling oleh agen asuransi, dan untuk menjelaskan pertanggungjawaban dari PT. BNI Life Insurance selaku perusahaan asuransi dalam mengatasi permasalahan mis-selling oleh agen asuransi. Penulis menggunakan metode penelitian yuridis empiris, dimana data yang diteliti lebih dahulu adalah data sekunder untuk data awal, kemudian dilanjutkan dengan meneliti data primer, yaitu praktik nyata dan data langsung dari lapangan. Penelitian ini memiliki hasil bahwa sudah ada peraturan-peraturan yang melindungi pemegang polis asuransi jiwa dan PT. BNI Life Insurance dalam proses penyelesaian masalah atau sengketa mis-selling oleh agen asuransi bertindak tegas, sederhana, dan bertanggung jawab dengan mengikuti prosedur penyelesaian masalah yang tertulis di peraturan-peraturan yang berkaitan.

Multichannel search patterns and webrooming behaviours in the service industries: the case of motor insurance

This article aims at analysing the empirical categories and the main determinants of channel choices in the contractualized individual services category, with particular reference to multichannel search patterns and webrooming behaviours, whereby customers search online but purchase offline (namely, at the service provider’s premises). Based on an international survey of motor insurance customers, a set of hypotheses on the determinants of customers’ shopping journeys, inclusive of search and purchase channel decisions, have been tested with a multinomial logistic regression. Our results show that channel choices—both relative to search and to purchase—are significantly influenced by the customer’s preference for personal interaction (which typically favours the personal, offline, channels); overall, the relevance of channel choice determinants differs in the different shopping phases: indeed, while the search patterns (mono vs. multiple; digital vs. personal) are mainly determined by the customer need for information and by her/his preference for shopping innovation and enjoyment, the purchase channel choices are mainly driven by the customer’s preference for service quality (personal purchase) and by his/her price consciousness (digital purchase). In particular, webrooming behaviours occur when a less price-conscious customer, after having actively explored multiple channels to satisfy the appetite for information, eventually prefers to purchase the service at the provider’s physical store (i.e. the insurance agent) to satisfy his/her preference for personal interaction and service quality. These results shed light on multichannel behaviours in service industries and may help providers better inform the retail strategies of contractualized individual services.

The Influence of Rewards and Work Motivation on the Performance of Allianz Insurance Agents in an Islamic Economic Perspective

A B S T R A C TInsurance is critical need for the community to prepare for what happens inthe future such as critical illness, accidents, pension funds and death. Theinsurance company appreciates the contribution made by the agent by providingrewards, be it in the form of financial, non-financial as well as in the form of otherbenefits. Rewarding has a positive purpose, but the problem is that giving rewardshas the opposite effect. Agents who only focus on the rewards they can get andonly give importance to this allows agents to tend to focus on the result withoutpaying attention to the behaviour and processes in it. This study aims todetermine the effect of reward and work motivation on agent performance in theLampung branch of Allianz Life Indonesia insurance. This research is anobservational study where primary data is obtained from interviews andquestionnaires, and secondary data is obtained from documentation data. Thepopulation in this study were 30 insurance agents, with consecutive samplingtechnique—data obtained by using a questionnaire to 30 agents. Interviews wereconducted with the Head of Agency and Business partners. Based on the resultsof this study, that reward has a significant effect on the performance of theinsurance agent Allianz and work motivation has a significant effect on theperformance of the insurance agent Allianz. Based on the principles of shari'ah,the principle of ta'awun (help each other), that is, insurance participants helpeach other (ta'awun) by collecting a grant called tabarru'.

Impact of COVID-19 on personal insurance sales – Evidence from Germany

The occupation of insurance agent involves establishing a relationship of trust with the customer and providing personal and customized advice as a prerequisite for successful sales. This paper summarizes the scientific discussion about the occupation of an insurance salesperson. Coronavirus disease 2019 restrictions have limited face-to-face meetings and complicated large parts of this occupation. The main purpose of the research is to analyze the impact of these restrictions on the sales of 130 insurance branches, comparing the sales of 2019 and 2020 separately by insurance type. This period was chosen because it allows for the usual seasonal volatility to be taken into account. To differentiate according to the type of insurance sold is therefore of interest, because large differences with regard to demand generation and the use of existing customer relationships are to be expected. It shows that consulting-intensive new contracts in the life insurance segment declined noticeably, while the upselling of existing contracts in the non-life insurance segment increased significantly. The research empirically confirms and theoretically proves the importance of personal contact with the customer in the sale of life insurance and pension plans as well as the value of technical tools in upselling non-life policies. The insights from this exceptional coronavirus disease 2019 episode can also be useful in normal times for sales managers in managing insurance premiums to be sold. Further research as well as practitioners should concentrate on shock-resistant consulting approaches and techniques.