Rebating in Insurance - Boon or Bane
Case Code: INS033
Case Length: 03 Pages
Pub Date: 2003
Teaching Note: Available
Abstract Case Intro
The case discusses the various ethical issues involved in the marketing of insurance products. It focuses on the rebating practice adopted by many insurance agents and suggests ways to eliminate it.
The case suggests various reward structures to keep the salesforce motivated. It also emphasizes the need to develop a code of ethics for an insurance company.
- Understand the unethical practices adopted by insurance agents
- Discuss ways and means to eliminate the practice of rebating
- Discuss the pros and cons of using unethical practices
Ethical Issues, Marketing Insurance Products, Rebating Practice, Insurance Agents, Reward Structures, Salesforce, Motivated, Code of Ethics, Insurance Company
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