Premium Rebates to Policy Holders - Are They Ethical

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This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

Case Details:


Case Code : INS017 For delivery in electronic format: Rs. 100;
For delivery through courier (within India): Rs. 100 + Rs. 25 for Shipping & Handling Charges


Case Length : 03 Pages
Period : 2003
Pub Date : 2003
Teaching Note : Available
Organization : Varied
Industry : Insurance
Countries : India


The case focuses on ethical issues in the marketing of insurance products. It also examines the possibility of the use of unethical practices when a salesforce operates on a commission basis. The case also explores the conflict that arises when an employee's moral philosophy clashes with that of the company. It also focuses on the ethical conflicts faced by the salesforce when persuading a prospective customer to purchase a policy.


Understand the various ethical issues in the marketing of insurance products

Understand the ethical decision making process in the marketing of insurance products


Ethical issues, marketing, insurance products, unethical practices, salesforce, operates, commission basis, conflict, employee, moral philosophy, company, ethical conflicts, prospective customer

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