Intermediaries in the Insurance Market

Intermediaries in the Insurance Market
Case Code: INS011
Case Length: 04 Pages
Period: 2003
Pub Date: 2003
Teaching Note: Available
Price: Rs.100
Organization: Varied
Industry: Insurance
Countries: India
Themes: -
Intermediaries in the Insurance Market
Abstract Case Intro


These caselets discuss the various issues involved in managing the marketing functions of a distribution system, like market development, market planning and customer relations. These caselets also discusses the issues related to distribution of insurance products and services. Caselet 1 focuses on the use of employees as substitutes for agents.

Caselet 2 focuses on functions like prospecting, sale, risk analysis and policy issuance. This caselet also explores how a prospect's insurance needs are determined.

Caselet 3 focuses on the type of insurance distribution system that is required in the changing scenario of insurance business in India.

It also discusses the new distribution channels and the types of products that are going to be sold through these distribution channels.


  • Current trends in the distribution system in India
  • The various factors that an insurance agent considers before accepting a proposal from a prospective policyholder
  • The role of insurance agents in the changing insurance scenario in India


Managing, Marketing Functions, Distribution System, Market Development, Market Planning, Customer Relations, Distribution, Insurance Products, Services, Employees Substitutes, Agent, Functions, Prospecting, Sale, Risk Analysis, Policy Issuance, Prospect, Insurance, Insurance Distribution System, Distribution Channels, Types of Products

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