Premium Rebates to Policy Holders - Are They Ethical

Case Code: INS017 Case Length: 03 Pages Period: 2003 Pub Date: 2003 Teaching Note: Available

Price: Rs.100 Organization: Varied Industry: Insurance Countries: India Themes: -

Abstract Case Intro

Abstract

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.

Issues

• Understand the various ethical issues in the marketing of insurance products
• Understand the ethical decision making process in the marketing of insurance products
• Understand the threat to the Life Insurance Corporation (LIC) posed by potential competitors

Keywords

Ethical Issues, Marketing, Insurance Products, Unethical Practices, Salesforce, Commission Basis, Conflict, Employee Moral Philosophy, Ethical Conflicts, Prospective Customer

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