Rebating in Insurance - Boon or Bane


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Please note:

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:

Price:
Case Code : INS033 For delivery in electronic format: Rs. 100;
For delivery through courier (within India): Rs. 100 + Rs. 25 for Shipping & Handling Charges

Themes

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

Abstract:

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.

Issues:

» 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

Keywords:

Ethical issues, marketing, insurance products, rebating practice, insurance agents, reward structures, salesforce, motivated, code of ethics, insurance company

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