مدیریت تولید و عملیات (Sep 2022)
Analyzing the factors increasing the share of life and savings insurance using a systems dynamics approach
Abstract
Purpose: The market share of life insurance and savings from the portfolio of the insurance industry is considered as the criteria for the development of the countries. The share of life insurance and savings in the production insurance premium of the insurance industry has always been less than 16% in Iran, which is very low compared to the share of life insurance and savings in most of the countries wherein the share is more than 50%. The purpose of this research is to propose a dynamic model for analyzing the sale of life insurance and savings according to the special social, economic and cultural structure of Iranian society and the structure of insurance companies in the country. Design/methodology/approach: In this study, first the variables affecting the sale of life insurance and savings in insurance companies and their interrelationships have been identified by reviewing the previous studies and interviewing insurance industry experts. Then, the variables including an insurance company, network sales, competitors, community members, and their items were identified. Finally, the circular causal model and the state-flow diagram of the life insurance and savings sales system in Iran have been drawn and validated using the system dynamics approach. Findings: The results were analyzed based on four scenarios in a ten-year horizon. Based on the results, it was found that insurance premium collection, investment rate and profitability of mathematical reserves, Central Insurance of Iran investment rate regarding the income received from life insurance and savings to introduce and make people aware of the benefits of the product, affected the share of production insurance premiums and the number of life insurance policies and savings. Bank interest did not have much effect on life insurance and savings. In addition, Central Insurance of Iran could play a more effective role than the insurance companies in creating the attractiveness of this field among the insurance company's shareholders, sales network, and society. Research limitations/implications: Major research limitations were the complications and lack of transparency of the regulations related to the investment of the resources received by insurance companies from the sale of life insurance and savings, as well as the lack of transparency of the investment rate regulations of the Central Insurance for the development of life insurance and savings from the previous restrictions. Practical implications: Banks and bank interest were not strong competitors for insurance companies. Also, the reduction of bank interest was one of the most important factors affecting the growth of society's willingness to buy life insurance and savings, but this factor alone could not increase production insurance premiums or other key variables. The investment profit of mathematical reserves allocated to policyholders could be used as an important advertising tool by the insurance company. Increasing the profitability of reserves by investing in suitable markets increases the production insurance premium and other key and significant variables. Social implications: Based on the results, it is possible to increase the share of life insurance and savings by affecting social and cultural variables such as the society's awareness of the benefits of life insurance, which shows the mutual effects of economic, social and cultural factors on the growth of the share of life insurance premiums and savings. Originality/value: A dynamic model was proposed based on the mutual and dynamic effects of economic, social, cultural, and managerial factors. Also, it provides an opportunity for the managers of insurance and central insurance companies to make their decisions on the numerical number of insurance policies, and the amount of production insurance premiums.
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