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.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Understand the unethical practices adopted by insurance agents
• Discuss ways and means to eliminate the practice of rebating
• and 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