Rebating in Insurance - Boon or Bane

Case Code: INS033 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 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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