This document summarizes a study on factors affecting customers' investment in life insurance policies. It examines 150 life insurance policyholders in Jabalpur, Madhya Pradesh through surveys and statistical analysis. The study finds that age and income have a significant impact on customers' life insurance investment decisions, while occupation and gender do not. It also finds that LIC is the most trusted brand among life insurers in India. The study aims to help insurance companies better understand customer preferences and needs to expand the market for life insurance products.
Study of Investors’ Preference for the Selection of an Insurance ProductDr. Amarjeet Singh
- The document discusses a study on factors that influence investors' preferences when selecting an insurance product in Maharashtra, India.
- It analyzes how demographics like gender and income, as well as factors like product features, premium amounts, claims settlement, etc. impact choice of insurance policies.
- The study found that gender and income do significantly impact the factors considered when selecting a policy, while satisfaction levels varied less between genders for preferred policies.
This document summarizes a study on consumer preferences and behaviors regarding life insurance products in India. The study examined customers of both public (LIC) and private life insurance companies. Key findings include:
1) Customers of both LIC and private insurers have high expectations around awareness, advertising, income benefits and agent recommendations.
2) LIC customers particularly valued transparency, coverage and technology adoption, while private customers focused on benefits and speed.
3) Both sectors were found to exhibit characteristics like product features and simple payments. However, private insurers were seen as more reputable with better customer feedback.
4) Customer loyalty to LIC comes from corporate image and satisfaction, while private loyalty depends more on
C.PARAMASIVAN ,PERIYAR EVR COLLEGE , TIRUCHIRAPPALLI indian consumer demeano...chelliah paramasivan
This document summarizes a study on factors influencing Indian consumers' decisions to invest in life insurance. It finds that the most important factors are:
1) Demographic factors like education, income, family size, and employment have a major influence, with more educated, higher income, and larger families more likely to invest.
2) Tax benefits are ranked as the most important reason for consumers to invest in life insurance.
3) Reputation of the insurance company is the most important attribute looked for by consumers when choosing a policy.
This document discusses factors influencing Indian consumers' decisions to invest in life insurance. It finds that demographic factors like education, income, family size, and employment have a major impact. Specifically, it finds that education increases understanding of insurance needs, higher income allows for greater insurance purchasing, larger families increase needs for protection, and employment makes insurance more affordable. Additionally, the study finds that tax benefits are the primary reason consumers invest in life insurance, followed by risk coverage and savings opportunities. Overall, the document analyzes what drives Indian consumers' life insurance purchasing behaviors and investment decisions.
This document summarizes a study on how advertisements help change consumer perception in the insurance sector. It discusses the objectives of studying the impact of insurance advertising and strategies. The study examines consumer purchasing behavior and the role of ads in creating awareness and impacting sales. It outlines the research methodology involving surveys and data analysis. A literature review covers topics like emotional satisfaction in services, demographic risk factors, and energy efficient technologies that reduce insurance losses.
This document discusses HDFC Standard Life Insurance Company and its products. It provides an overview of HDFC Standard Life, highlighting its strengths such as financial expertise, range of solutions, and track record. It then discusses the company's major individual and group products. For individual products, it outlines various term plans, investment plans like single premium whole of life plans, pension plans, and savings plans. The group products section is not included in this summary as it was not part of the given document. The document provides details about HDFC Standard Life's product portfolio and solutions.
The insurance companies have to ensure quality products at a competitive price. Companies can
lower the price of the product by reducing the cost. Their survival depends upon their policy-holders. The
policy-holders become confident of not losing much when an accident or uncertainty takes place. On the
report of the insured about an accident the company officials send surveyors to assess the loss caused to
the policy-holders. However, as several of the insurance providers are international companies having
made their presence felt in several countries, the service provided by them is a reflection of the experience
gained by them across the globe, and in that sense, the findings may be generalised to a great extent.
The insurance companies have to ensure quality products at a competitive price. Companies can
lower the price of the product by reducing the cost. Their survival depends upon their policy-holders. The
policy-holders become confident of not losing much when an accident or uncertainty takes place. On the
report of the insured about an accident the company officials send surveyors to assess the loss caused to
the policy-holders. However, as several of the insurance providers are international companies having
made their presence felt in several countries, the service provided by them is a reflection of the experience
gained by them across the globe, and in that sense, the findings may be generalised to a great extent.
Study of Investors’ Preference for the Selection of an Insurance ProductDr. Amarjeet Singh
- The document discusses a study on factors that influence investors' preferences when selecting an insurance product in Maharashtra, India.
- It analyzes how demographics like gender and income, as well as factors like product features, premium amounts, claims settlement, etc. impact choice of insurance policies.
- The study found that gender and income do significantly impact the factors considered when selecting a policy, while satisfaction levels varied less between genders for preferred policies.
This document summarizes a study on consumer preferences and behaviors regarding life insurance products in India. The study examined customers of both public (LIC) and private life insurance companies. Key findings include:
1) Customers of both LIC and private insurers have high expectations around awareness, advertising, income benefits and agent recommendations.
2) LIC customers particularly valued transparency, coverage and technology adoption, while private customers focused on benefits and speed.
3) Both sectors were found to exhibit characteristics like product features and simple payments. However, private insurers were seen as more reputable with better customer feedback.
4) Customer loyalty to LIC comes from corporate image and satisfaction, while private loyalty depends more on
C.PARAMASIVAN ,PERIYAR EVR COLLEGE , TIRUCHIRAPPALLI indian consumer demeano...chelliah paramasivan
This document summarizes a study on factors influencing Indian consumers' decisions to invest in life insurance. It finds that the most important factors are:
1) Demographic factors like education, income, family size, and employment have a major influence, with more educated, higher income, and larger families more likely to invest.
2) Tax benefits are ranked as the most important reason for consumers to invest in life insurance.
3) Reputation of the insurance company is the most important attribute looked for by consumers when choosing a policy.
This document discusses factors influencing Indian consumers' decisions to invest in life insurance. It finds that demographic factors like education, income, family size, and employment have a major impact. Specifically, it finds that education increases understanding of insurance needs, higher income allows for greater insurance purchasing, larger families increase needs for protection, and employment makes insurance more affordable. Additionally, the study finds that tax benefits are the primary reason consumers invest in life insurance, followed by risk coverage and savings opportunities. Overall, the document analyzes what drives Indian consumers' life insurance purchasing behaviors and investment decisions.
This document summarizes a study on how advertisements help change consumer perception in the insurance sector. It discusses the objectives of studying the impact of insurance advertising and strategies. The study examines consumer purchasing behavior and the role of ads in creating awareness and impacting sales. It outlines the research methodology involving surveys and data analysis. A literature review covers topics like emotional satisfaction in services, demographic risk factors, and energy efficient technologies that reduce insurance losses.
This document discusses HDFC Standard Life Insurance Company and its products. It provides an overview of HDFC Standard Life, highlighting its strengths such as financial expertise, range of solutions, and track record. It then discusses the company's major individual and group products. For individual products, it outlines various term plans, investment plans like single premium whole of life plans, pension plans, and savings plans. The group products section is not included in this summary as it was not part of the given document. The document provides details about HDFC Standard Life's product portfolio and solutions.
The insurance companies have to ensure quality products at a competitive price. Companies can
lower the price of the product by reducing the cost. Their survival depends upon their policy-holders. The
policy-holders become confident of not losing much when an accident or uncertainty takes place. On the
report of the insured about an accident the company officials send surveyors to assess the loss caused to
the policy-holders. However, as several of the insurance providers are international companies having
made their presence felt in several countries, the service provided by them is a reflection of the experience
gained by them across the globe, and in that sense, the findings may be generalised to a great extent.
The insurance companies have to ensure quality products at a competitive price. Companies can
lower the price of the product by reducing the cost. Their survival depends upon their policy-holders. The
policy-holders become confident of not losing much when an accident or uncertainty takes place. On the
report of the insured about an accident the company officials send surveyors to assess the loss caused to
the policy-holders. However, as several of the insurance providers are international companies having
made their presence felt in several countries, the service provided by them is a reflection of the experience
gained by them across the globe, and in that sense, the findings may be generalised to a great extent.
The document discusses the importance of using data mining techniques to identify customer segments based on key demographic attributes for targeted life insurance marketing. Segmenting the potential customer universe allows insurers to precisely target likely buyers, develop products tailored to segment needs, gain leadership in specific segments, increase sales through efficient campaigns, and improve communication and profitability. Identifying the most valuable segments allows prioritizing to increase returns.
This study will help analyze the Recitation of the two types of insurance companies
and to take remedial measures in the sphere of their insurance products. Today, in this
liberalized world, in order to sustain good Recitation, the insurance companies have to ensure
quality products at a competitive price. Companies can lower the price of the product by
reducing the cost. Their survival depends upon their policyholder policyholder’s recitation of
public and private sector general insurance industry in Structural Equation Model (SEM)
approach in the chosen study area. The study has to evaluate the policyholder’s perception
towards non-life insurance industry.
This study will help analyze the Recitation of the two types of insurance companies
and to take remedial measures in the sphere of their insurance products. Today, in this
liberalized world, in order to sustain good Recitation, the insurance companies have to ensure
quality products at a competitive price. Companies can lower the price of the product by
reducing the cost. Their survival depends upon their policyholder policyholder’s recitation of
public and private sector general insurance industry in Structural Equation Model (SEM)
approach in the chosen study area. The study has to evaluate the policyholder’s perception
towards non-life insurance industry.
The document provides background information on the insurance industry in India. It discusses how the industry was nationalized in 1956 but opened up to private players in the 1990s. Currently there are 52 insurance companies operating in India, with the life insurance industry experiencing a decline in growth of 1.57% in 2011-12. The insurance sector has significant growth potential as penetration rates remain low compared to other Asian countries, providing opportunities for interested companies.
International Journal of Computational Engineering Research(IJCER)ijceronline
International Journal of Computational Engineering Research(IJCER) is an intentional online Journal in English monthly publishing journal. This Journal publish original research work that contributes significantly to further the scientific knowledge in engineering and Technology
Policyholders Satisfaction of Life Insurance Products with Reference to Coimb...inventionjournals
- The study examines factors influencing policyholder satisfaction of life insurance products in Coimbatore district, India.
- Marital status and educational qualification were found to be significantly associated with satisfaction level, with married and more educated policyholders reporting higher satisfaction.
- Sum assured (insurance amount) was also significantly associated, with those having higher sums assured being more satisfied.
- Policyholders reported being most satisfied with the grievance redressal system and mass media advertisements used by insurance companies.
The Policyholders' Preference And Satisfaction Towards Life Insurance Corpora...inventionjournals
: Gradually, the market share of private insurers went up and till financial year 2012-2013 reached
as high as 42%. The market share of LIC decreased after the entry of private insurers but it doesn’t mean that
the growth of LIC got down. LIC continues its growth even after a cut throat competition from the private
players. On the demand side, growth is being fuelled by the growing population base, rising purchasing power,
increased insurance awareness, increased domestic savings and rising financial literacy. The suppliers are
correspondingly playing a market making role as competition intensifies and differentiation become necessary
for profitable growth. Life Insurance Corporation of India offer innovative products to attract further business
from both existing and new policyholders. In this regard the researcher is interested to undertake a study on the
policyholders’ preference and satisfaction with regard to Life Insurance Corporation of India’s policies.
This document summarizes a study on consumer buying behavior for life insurance from ING Vysya Life Insurance Company in Hubli, India. The study aims to understand the key influences on customer purchasing decisions in order to help the company develop effective marketing strategies. Primary research was conducted through surveys to collect information from customers in the Hubli region on their perceptions and preferences regarding life insurance products and companies. The findings of the study will help ING Vysya Life Insurance identify strengths and weaknesses to improve marketing and better serve different customer segments.
International Journal of Business and Management Invention (IJBMI) is an international journal intended for professionals and researchers in all fields of Business and Management. IJBMI publishes research articles and reviews within the whole field Business and Management, new teaching methods, assessment, validation and the impact of new technologies and it will continue to provide information on the latest trends and developments in this ever-expanding subject. The publications of papers are selected through double peer reviewed to ensure originality, relevance, and readability. The articles published in our journal can be accessed online.
A Study on Factors Influencing Customers to Prefer the Policies of Life Insur...Dr. Amarjeet Singh
The policyholders once when they become a part of
the LIC feel free about the safety of their wards since it takes
care of fixed financial benefits based on the premium and the
type of the policy the opted for . The families of the nonpolicyholders meet out uncertainty in many cases. So, there is
an attraction towards life insurance and concern and
awareness about the industry is also improving. People who
care much about them and their families hold life insurance.
The tastes and preferences of policyholders not the same. The
LIC of India has been introducing variety of policies based on
the preferences of the policyholders. It is observed that many
policyholders have taken more than one policy based on their
job nature and family members interest. It is a clear
indication that they are very much interested in utilizing
maximum benefits from Insurance companies. Some people
give due importance to money value and high returns on their
investments. But greater risks are inherent advantages
expected from LIC products. The present study emphasis the
factors influencing customers to prefer the policies of life
insurance of India in Palakkad District.
This document discusses a study on the attitudes of consumers and the effect on life insurance companies. It analyzes how customer service and satisfaction impact customer attitudes. The study examines 150 insurance customers in Lucknow, India. It finds that meeting rising customer expectations through initiatives like CRM is important for retention. However, customer acquisition is also vital for growth. The competitive environment makes it difficult for insurance companies and agents to gain profits while reducing costs. The study aims to understand the effect of insurance intermediaries and services on customer attitudes and investment decisions. It uses surveys and statistical analysis to test hypotheses about these relationships.
The document discusses a study that investigated the relationship between various factors of ULIP investors and their financial goals for opting into Unit Linked Insurance Plans. Specifically, it examined the relationship between investors' age, marital status, family type, education level, employment nature, and their primary financial goals. Survey data was collected from 550 ULIP customers and analyzed using chi-square tests. The results indicated significant relationships between marital status, age, education, employment, and family type with the primary financial goal for opting into ULIP plans. The authors suggest further studying how investor tendencies to switch options are influenced.
“A STUDY OF THE IMPACT OF LIBERALIZATION ON THE INDIAN LIFE INSURANCE INDUSTRY”Somnath Pagar
This study tries to give an overview of the impacts of liberalization and deregulation processes in Indian life insurance industry.And also takes into account the efficiency improvement in the life insurance industry in the wake of deregulation. To sum up, following research questions are answered in the research study.
1) What is the present scenario of the industry? How different it is from the pre liberalization scenario?
2) The competition in the sector is expected to increase. So what is the present state and nature of competition? What changes have taken place in the market structure of life insurance industry?
3) Whether firms are efficient or not? Whether or not the efficiency and of the insurance market is improving after liberalization?
4) How did liberalization contributed in product innovation and customer service benchmark in life insurance industry?
5) What are the implications of liberalization on spread and coverage of social security measures?
*******
The present book is a great step in forward direction of Indian Insurance sector ; and I have no doubt that after studying this book in detail and getting through the examination successfully, the insurance agent will gain substantially in accomplishing the tasks that are assigned to him or her. I would keenly look forward to its huge success in the Indian insurance domain in the days to come.
This white paper analyzes customer satisfaction with life insurance policies in India. It aims to understand customer attitudes, problems purchasing policies, and unmet expectations. A hypothesis is formed that consumers are not satisfied with life insurance policies. The paper outlines a methodology using surveys and statistical analysis to test the hypothesis. Insights from the study could help life insurance providers better meet customer needs and improve satisfaction levels.
0601077 study the brand image of icici prudential life insuranceSupa Buoy
This document provides a project report on studying the brand image of ICICI Prudential Life Insurance. It includes an executive summary that outlines the objectives and methodology of the research project. The document discusses the life insurance industry and types of insurance contracts. It also provides details about ICICI Prudential such as its joint venture partnership, capital infusion, ratings and growth. The objectives, introduction and company profile sections provide key information about the focus of the research project, which is to analyze the brand image of ICICI Prudential Life Insurance.
Demographic analysis of factors influencing purchase of life insurance produc...Alexander Decker
This document summarizes a research study that examined factors influencing the purchase of life insurance products in India based on demographic characteristics. The study used a survey of 613 life insurance customers across three regions of Uttarakhand, India. Through statistical analysis, the study identified five key factors: product quality and brand image, service quality, customer friendliness, brand loyalty, and commitment. It found that product quality and brand image was the most important factor while brand loyalty was the least. The study also found these factors varied significantly based on age, gender, income, and education demographics.
The document is a project report submitted by a student on promotional strategies of life insurance companies with reference to HDFC Bank. It includes an introduction outlining the importance of life insurance, objectives of the project, a literature review of past research on insurance marketing and promotion, and an overview of the research methodology used. The report contains sections on HDFC life insurance promotional strategies, types of auto insurance coverage offered by Tata AIG, exclusions, requirements for filing different types of claims, and the claims process.
A STUDY ON POLICY - HOLDERS SATISFACTION OF LIFE INSURANCE CORPORATION OF IND...IAEME Publication
This study examined the satisfaction levels of 599 life insurance policy holders of the Life Insurance Corporation of India in Sirkali Town. The researchers collected data on the policy holders' socio-economic characteristics and their perceptions and satisfaction with LIC's policies. Chi-square tests found that age, marital status, and occupation had a significant relationship with satisfaction levels, while gender, education, family income, residence, and family size did not. Most respondents were satisfied with LIC's loan and premium payment facilities. The researchers concluded that LIC must continue studying customers' evolving needs to improve insurance products and better serve society.
How To Write A 5-Page Essay - 5 Paragraph Essay HoLindsey Sais
This document discusses guidelines for conducting investigations of possible wrongdoing at a company. It recommends that audit committees, rather than management, should lead investigations if top management may be involved or the matter could be embarrassing. Independent counsel is preferred to conduct objective investigations. The document also discusses a specific case involving AgFeed, a Chinese company that went public and was later found to have accounting improprieties. An internal investigation was conducted but the complaint alleged it did not proceed quickly enough. However, the court found the complaint did not provide evidence of gross negligence by the audit chair.
Need Help Writing An Essay - Free Printable Lined WritinLindsey Sais
This document discusses culling, or removing, young male deer called "spikes" from high fence deer ranches. While culling spikes has been researched for decades, there are good arguments on both sides. Culling spikes may be too extreme, as they could become marketable animals later. Allowing spikes to mature is important to see their potential before culling. In some areas, culling spikes can help decrease herd density where fawn production varies. However, doe nutrition is also key to genetic quality, so culling spikes is not necessary for improvement and they should be given a chance to develop.
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The document discusses the importance of using data mining techniques to identify customer segments based on key demographic attributes for targeted life insurance marketing. Segmenting the potential customer universe allows insurers to precisely target likely buyers, develop products tailored to segment needs, gain leadership in specific segments, increase sales through efficient campaigns, and improve communication and profitability. Identifying the most valuable segments allows prioritizing to increase returns.
This study will help analyze the Recitation of the two types of insurance companies
and to take remedial measures in the sphere of their insurance products. Today, in this
liberalized world, in order to sustain good Recitation, the insurance companies have to ensure
quality products at a competitive price. Companies can lower the price of the product by
reducing the cost. Their survival depends upon their policyholder policyholder’s recitation of
public and private sector general insurance industry in Structural Equation Model (SEM)
approach in the chosen study area. The study has to evaluate the policyholder’s perception
towards non-life insurance industry.
This study will help analyze the Recitation of the two types of insurance companies
and to take remedial measures in the sphere of their insurance products. Today, in this
liberalized world, in order to sustain good Recitation, the insurance companies have to ensure
quality products at a competitive price. Companies can lower the price of the product by
reducing the cost. Their survival depends upon their policyholder policyholder’s recitation of
public and private sector general insurance industry in Structural Equation Model (SEM)
approach in the chosen study area. The study has to evaluate the policyholder’s perception
towards non-life insurance industry.
The document provides background information on the insurance industry in India. It discusses how the industry was nationalized in 1956 but opened up to private players in the 1990s. Currently there are 52 insurance companies operating in India, with the life insurance industry experiencing a decline in growth of 1.57% in 2011-12. The insurance sector has significant growth potential as penetration rates remain low compared to other Asian countries, providing opportunities for interested companies.
International Journal of Computational Engineering Research(IJCER)ijceronline
International Journal of Computational Engineering Research(IJCER) is an intentional online Journal in English monthly publishing journal. This Journal publish original research work that contributes significantly to further the scientific knowledge in engineering and Technology
Policyholders Satisfaction of Life Insurance Products with Reference to Coimb...inventionjournals
- The study examines factors influencing policyholder satisfaction of life insurance products in Coimbatore district, India.
- Marital status and educational qualification were found to be significantly associated with satisfaction level, with married and more educated policyholders reporting higher satisfaction.
- Sum assured (insurance amount) was also significantly associated, with those having higher sums assured being more satisfied.
- Policyholders reported being most satisfied with the grievance redressal system and mass media advertisements used by insurance companies.
The Policyholders' Preference And Satisfaction Towards Life Insurance Corpora...inventionjournals
: Gradually, the market share of private insurers went up and till financial year 2012-2013 reached
as high as 42%. The market share of LIC decreased after the entry of private insurers but it doesn’t mean that
the growth of LIC got down. LIC continues its growth even after a cut throat competition from the private
players. On the demand side, growth is being fuelled by the growing population base, rising purchasing power,
increased insurance awareness, increased domestic savings and rising financial literacy. The suppliers are
correspondingly playing a market making role as competition intensifies and differentiation become necessary
for profitable growth. Life Insurance Corporation of India offer innovative products to attract further business
from both existing and new policyholders. In this regard the researcher is interested to undertake a study on the
policyholders’ preference and satisfaction with regard to Life Insurance Corporation of India’s policies.
This document summarizes a study on consumer buying behavior for life insurance from ING Vysya Life Insurance Company in Hubli, India. The study aims to understand the key influences on customer purchasing decisions in order to help the company develop effective marketing strategies. Primary research was conducted through surveys to collect information from customers in the Hubli region on their perceptions and preferences regarding life insurance products and companies. The findings of the study will help ING Vysya Life Insurance identify strengths and weaknesses to improve marketing and better serve different customer segments.
International Journal of Business and Management Invention (IJBMI) is an international journal intended for professionals and researchers in all fields of Business and Management. IJBMI publishes research articles and reviews within the whole field Business and Management, new teaching methods, assessment, validation and the impact of new technologies and it will continue to provide information on the latest trends and developments in this ever-expanding subject. The publications of papers are selected through double peer reviewed to ensure originality, relevance, and readability. The articles published in our journal can be accessed online.
A Study on Factors Influencing Customers to Prefer the Policies of Life Insur...Dr. Amarjeet Singh
The policyholders once when they become a part of
the LIC feel free about the safety of their wards since it takes
care of fixed financial benefits based on the premium and the
type of the policy the opted for . The families of the nonpolicyholders meet out uncertainty in many cases. So, there is
an attraction towards life insurance and concern and
awareness about the industry is also improving. People who
care much about them and their families hold life insurance.
The tastes and preferences of policyholders not the same. The
LIC of India has been introducing variety of policies based on
the preferences of the policyholders. It is observed that many
policyholders have taken more than one policy based on their
job nature and family members interest. It is a clear
indication that they are very much interested in utilizing
maximum benefits from Insurance companies. Some people
give due importance to money value and high returns on their
investments. But greater risks are inherent advantages
expected from LIC products. The present study emphasis the
factors influencing customers to prefer the policies of life
insurance of India in Palakkad District.
This document discusses a study on the attitudes of consumers and the effect on life insurance companies. It analyzes how customer service and satisfaction impact customer attitudes. The study examines 150 insurance customers in Lucknow, India. It finds that meeting rising customer expectations through initiatives like CRM is important for retention. However, customer acquisition is also vital for growth. The competitive environment makes it difficult for insurance companies and agents to gain profits while reducing costs. The study aims to understand the effect of insurance intermediaries and services on customer attitudes and investment decisions. It uses surveys and statistical analysis to test hypotheses about these relationships.
The document discusses a study that investigated the relationship between various factors of ULIP investors and their financial goals for opting into Unit Linked Insurance Plans. Specifically, it examined the relationship between investors' age, marital status, family type, education level, employment nature, and their primary financial goals. Survey data was collected from 550 ULIP customers and analyzed using chi-square tests. The results indicated significant relationships between marital status, age, education, employment, and family type with the primary financial goal for opting into ULIP plans. The authors suggest further studying how investor tendencies to switch options are influenced.
“A STUDY OF THE IMPACT OF LIBERALIZATION ON THE INDIAN LIFE INSURANCE INDUSTRY”Somnath Pagar
This study tries to give an overview of the impacts of liberalization and deregulation processes in Indian life insurance industry.And also takes into account the efficiency improvement in the life insurance industry in the wake of deregulation. To sum up, following research questions are answered in the research study.
1) What is the present scenario of the industry? How different it is from the pre liberalization scenario?
2) The competition in the sector is expected to increase. So what is the present state and nature of competition? What changes have taken place in the market structure of life insurance industry?
3) Whether firms are efficient or not? Whether or not the efficiency and of the insurance market is improving after liberalization?
4) How did liberalization contributed in product innovation and customer service benchmark in life insurance industry?
5) What are the implications of liberalization on spread and coverage of social security measures?
*******
The present book is a great step in forward direction of Indian Insurance sector ; and I have no doubt that after studying this book in detail and getting through the examination successfully, the insurance agent will gain substantially in accomplishing the tasks that are assigned to him or her. I would keenly look forward to its huge success in the Indian insurance domain in the days to come.
This white paper analyzes customer satisfaction with life insurance policies in India. It aims to understand customer attitudes, problems purchasing policies, and unmet expectations. A hypothesis is formed that consumers are not satisfied with life insurance policies. The paper outlines a methodology using surveys and statistical analysis to test the hypothesis. Insights from the study could help life insurance providers better meet customer needs and improve satisfaction levels.
0601077 study the brand image of icici prudential life insuranceSupa Buoy
This document provides a project report on studying the brand image of ICICI Prudential Life Insurance. It includes an executive summary that outlines the objectives and methodology of the research project. The document discusses the life insurance industry and types of insurance contracts. It also provides details about ICICI Prudential such as its joint venture partnership, capital infusion, ratings and growth. The objectives, introduction and company profile sections provide key information about the focus of the research project, which is to analyze the brand image of ICICI Prudential Life Insurance.
Demographic analysis of factors influencing purchase of life insurance produc...Alexander Decker
This document summarizes a research study that examined factors influencing the purchase of life insurance products in India based on demographic characteristics. The study used a survey of 613 life insurance customers across three regions of Uttarakhand, India. Through statistical analysis, the study identified five key factors: product quality and brand image, service quality, customer friendliness, brand loyalty, and commitment. It found that product quality and brand image was the most important factor while brand loyalty was the least. The study also found these factors varied significantly based on age, gender, income, and education demographics.
The document is a project report submitted by a student on promotional strategies of life insurance companies with reference to HDFC Bank. It includes an introduction outlining the importance of life insurance, objectives of the project, a literature review of past research on insurance marketing and promotion, and an overview of the research methodology used. The report contains sections on HDFC life insurance promotional strategies, types of auto insurance coverage offered by Tata AIG, exclusions, requirements for filing different types of claims, and the claims process.
A STUDY ON POLICY - HOLDERS SATISFACTION OF LIFE INSURANCE CORPORATION OF IND...IAEME Publication
This study examined the satisfaction levels of 599 life insurance policy holders of the Life Insurance Corporation of India in Sirkali Town. The researchers collected data on the policy holders' socio-economic characteristics and their perceptions and satisfaction with LIC's policies. Chi-square tests found that age, marital status, and occupation had a significant relationship with satisfaction levels, while gender, education, family income, residence, and family size did not. Most respondents were satisfied with LIC's loan and premium payment facilities. The researchers concluded that LIC must continue studying customers' evolving needs to improve insurance products and better serve society.
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A STUDY ON FACTORS AFFECTING CUSTOMERS INVESTMENT TOWARDS LIFE INSURANCE POLICIES
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A STUDY ON FACTORS AFFECTING CUSTOMERS INVESTMENT
TOWARDS LIFE INSURANCE POLICIES
MS. BABITA YADAV*; DR. ANSHUJA TIWARI**
*Research Scholar,
Faculty of Commerce,
R.D.V.V, Jabalpur.
**Assistant Professor,
Faculty of Commerce,
Barkatullah University, Bhopal.
ABSTRACT
Human life is a most important asset and life insurance is the most important type of insurance
which provides financial protection to a person and his family at the time of uncertain risks or
damage. Life insurance provides both safety and protection to individuals and also encourages
savings among people. Lic of india plays a vital role in the welfare of human well-being by
providing insurance to millions of people against life risks such as uncertain death or accident.
The present exploratory and descriptive based study was selected with an objective to identify
those factors which influence customers policy buying decision and also analyze the preferences
of customers while life policy investment decision-making. Various insurance related factors
have been discussed in the paper. The data for the study has been collected from both primary
and secondary sources. The study area is limited to jabalpur district, of madhya pradesh and
sample size is 150 policyholders of lic and different private life insurers have been selected
through a stratified and purposive sampling method. Researcher has taken few hypothesis based
on demographic and insurance based preference factors and tested them with the help of various
statistical tools like chi-square, correlation and weighted average method. The analyzed data has
been presented in the form of table, bar graphs and pie-charts. Lic is the most accepted and
popular brand in life insurance, the market share of private insurers are gradually increasing with
people trust and better services offered by them are some of the main findings of the study.
Insurance companies should spread more awareness about life insurance, reduction in premium
amount and giving more attention on need based innovative products are some of the suggestions
provided by the researcher. The paper concludes with that demographic factors of the people
play a major and pivotal role in deciding the purchase of life insurance policies.
KEYWORDS: Customers, Life Insurance Policies, LIC, Investment, Socio-Economic Factors.
______________________________________________________________________________
INTRODUCTION
Life insurance is a must for everyone because life is very precious. With a population of over one
billion, national and international life insurance companies, see india as a land of opportunities
and a market for big business. Until 1999, the business of life insurance in india was the
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monopoly of life insurance corporation of india (lic). Privatization witnessed dynamic changes in
the insurance industry and most of the private insurance companies are joint ventures with
recognized foreign players across the globe. Customers are the main pillar of life insurance
business. Every company tries to attract and retain existing customers to keep their profits high.
The proper understanding of customers, their needs and expectations help insurance providers to
bring improvement in product as well as services offered. When compared with the developed
foreign countries, the indian life insurance industry has achieved only a little because of low
consumer awareness, poor affordability, delayed customer services, lack of suitable products. In
today’s cut throat competition, it becomes essential for life insurers to provide better customer
services, spread more awareness, emphasis on need based innovative products and reasonable
price. So that, every individual may avail the benefits of insurance and protect their lives against
future uncertainties.
REVIEW OF LITERATURE
Athma. P and kumar. R (2007) in the research paper titled “an explorative study of life insurance
purchase decision making: influence of product and non-product factors". The empirical based
study conducted on 200 sample size comprising of both rural and urban market. The various
product and non-product related factors have been identified and their impact on life insurance
purchase decision-making has been analyzed. Based on the survey analysis; urban market is
more influenced with product based factors like risk coverage, tax benefits, return etc. Whereas
rural population is influenced with non-product related factors such as: credibility of agent,
company’s reputation, trust, customer services. Company goodwill and money back guarantee
attracts many people for life insurance.
Girish kumar and eldhose (2008), published in insurance chronicle icfai monthly magazine
august 2008 in their paper titled "customer perception on life insurance services: a comparative
study of public and private sectors", well explained the importance of quality services and its
significance in raising customer satisfaction level. A comparative study of public and private
sectors help in understanding the customer perception, satisfaction and awareness on various life
insurance services.
Jayakar (2003) in his study emphasized that new products innovation; distribution and better use
of technology are helping the new private life insurers to take market share away from lic, a only
company before liberalization of insurance industry. With the privatization of insurance sector
and with the entrance and cut throat competition with the private sectors gaining an ever
increasing edge over the public sector.
Narayan. H. Jai (2009), in an article has made an emphasis on importance of customer in the
business of insurance. He explained in phase of growing market competition, there is an intense
need to go beyond mere efficiency in designing products. To understand the customer’s needs
and to convey what they have to offer would perhaps bring in higher efficiencies in customer
service. Insurance business revolves around the customer and fair treatment to customers is need
of an hour to win their loyalty and trust. In a service based organizations, customer service is the
most dominating feature that differentiate and gives good return to the insurers. Proper dealing
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with customer complaints, effective customer grievances handling mechanism and fast claim
settlement procedure are some of the ways through which satisfaction level of customers can be
increased. Hence to serve the customers promptly and effectively is the key success of a life
insurance business.
praveen kumar tripathi (2008), in his summer training project report titled “customer buying
behavior with a focus on market segmentation” conduct a research based study on buying
pattern in the insurance industry with a special focus on hdfc standard life insurance. The various
segments of the markets divided in terms of insurance needs, age groups, satisfaction levels etc
were taken into account to know the customer perception and expectation from private insurers.
NEED OF THE STUDY
The insurance industry is one of the fastest growing industries in the country and offers
abundance growth opportunity to the life insurers. When compared with the developed foreign
countries, the indian life insurance industry has achieved only a little because of the lack of
insurance awareness, ineffective marketing strategies, poor affordability and low investment in
life insurance products. The huge and ever rising population levels in our country provide an
attractive opportunity but still nearly 70% indian lives is un-insured. The study is basically
intended to discover and examine the factors affecting customers decision towards investment in
life insurance policy.
PURPOSE OF THE STUDY
1. To explore the various factors influencing customer investment decision in life insurance.
2. To study and analyze the impact of various demographic factors on customers life insurance
investment decision.
3. To evaluate preferences of the customers while taking life insurance investment decision.
4. To study and rank the factors responsible for the selection life insurance as an investment option.
5. To offer suggestions for popularizing life insurance among the pubic at large.
HYPOTHESIS
1. Age and income has no significant impact on the customer life insurance investment decision.
2. Occupation and gender are independent of the customer life insurance investment decision.
3. There is an immense need to focus on product innovation and customers need based policies for
market expansion.
4. Lic is the most trusted and preferred brand among other life insurance companies.
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RESEARCH METHODOLOGY
The present study is an exploratory and descriptive type of research study. The study aims to find
out the factors influencing customers life insurance investment decision and their preferences at
the time of policy buying decision. In order to conduct this study, 150 policyholders of jabalpur
district have been surveyed for a period of one year from july 2009 to july 2010 and
questionnaire method was used for data collection.
SOURCES OF DATA
The data for the study has been collected from both primary and secondary sources. The primary
data has been collected through a well-drafted interview schedule. The secondary data has been
collected from irda annual reports, insurance journals, magazines and insurance website.
DATA COLLECTION METHODS
The data collection method used to obtain the desired information from primary sources has been
through direct interview, and questionnaire has been used as an instrument.
RESEARCH PLAN
Target population and universe: jabalpur district
Sampling unit: life insurance policyholders
Sampling method: purposive sampling
Sample size: 150
STATISTICAL TOOLS AND TECHNIQUES
For measuring various phenomena and analyzing the collected data effectively and efficiently to
draw sound conclusions, a number of statistical techniques including chi-square, correlation,
weighted average score have been used for the testing of hypotheses.
DATA ANALYSIS & INTERPRETATIONS
FACTORIAL ANALYSIS AT JABALPUR
The respondents of different age groups, occupation, income and gender for study have been
selected through purposive sampling method in order to achieve the research objectives.
DEMOGRAPHIC PROFILE OF THE RESPONDENTS
Socioeconomic factors such as age, income, occupation and gender are some of the important
determinant in the decision of life insurance. The study is conducted with reference to the
customers of jabalpur district, madhya pradesh. The demographic profile of the respondents is
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analyzed on the basis of age, monthly income, gender and occupation. The distribution of sample
respondents is shown in table no. 1 and it is quite evident from the table that a majority of the
respondents (52%) fall in the age band of 30-40 years. Out of 150 sample drawn, 108 (72%) are
male and it depicts the domination of male in the life insurance sector. Occupation-wise, around
44% respondents are govt. Employee followed by private/businessman, professionals, agriculture
occupied respondents with 18.6%, 14.6% and 22.8% respectively.
TABLE 1
DEMOGRAPHIC DETAILS OF THE RESPONDENTS
(IN PERCENTAGE)
Basis Respondents Percentage
Age
20-30 39 25.3
30-40 78 52
40-50 30 20
Above 50 03 2
Total 150 100
Monthly income
5,000-10,000 18 12
10,000-15,000 29 19.3
15,000-20,000 48 32
20,000-25,000 32 21.3
Above 25,000 23 15.3
Total 150 100
Occupation
Govt. Class employee 66 44
Businessman/private 28 18.6
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Professionals 22 14.6
Agriculture 34 22.8
Total 150 100
Gender
Male 108 72
Female 42 28
Total 150 100
Source: primary data
Age and customer investment decision in life insurance
H1: age and income has a significant impact on the customer life insurance investment decision.
TABLE 2
CALCULATION OF COEFFICIENT CORRELATION BETWEEN AGE OF
RESPONDENTS & LIFE INSURANCE INVESTMENT DECISION
Age X Dx=( x-
40)
Dx2 Y Dy(y-38) Dy2 Dxxdy
20-30 25 -15 225 39 1 1 -15
30-40 35 -5 25 78 40 1600 -200
40-50 45 5 25 30 -8 64 -45
Above 50 55 15 225 03 -35 1225 -525
Total 160/4=40 0 500 150/4=37.5 0 2890 785
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here, the value of correlation (r)
Correlation ( r) = 785/1202.08=0.65
since the calculated value of r is positive, it is concluded that there is a significant relationship
between age and customer insurance investment decision. Hence age affects the customer life
policy buying decision.
TABLE 3
CALCULATION OF COEFFICIENT CORRELATION BETWEEN MONTHLY
INCOME OF RESPONDENTS & LIFE INSURANCE INVESTMENT DECISION
Monthly
income
X Dx=( x-
175))
Dx2 Y Dy(y-
30)
Dy2 Dxxdy
5000-10,000 7500 -100 10000 14 -16 256 -1600
10,000-
15,000
12500 -50 2500 37 07 49 -350
15,000-
20,000
17500 0 0 54 24 576 0
20,000-
25,000
22500 50 2500 29 -1 1 -50
Above
25,000
27500 100 10000 16 -14 196 -1400
Total 87500/5=17500 0 25,000 150/5=30 0 1078 3400
here, the value of correlation (r) correlation (r) = 650/3612.4= 0.65
Since the calculated value of r is positive, it is concluded that there is a significant
relationship between monthly income and customer insurance investment decision. Hence
income is one of the important determinants in customer life policy buying decision.
H2: occupation and gender are independent of the customer life insurance investment decision.
CHI-SQUARE TEST: chi-square test is applied to test the goodness of fit, to verify the
distribution of observed data with assumed theoretical distribution. Therefore it is a measure to
study the divergence of actual and expected frequencies; karl pearson’s has developed a method
to test the difference between the theoretical (hypothesis) & the observed value. The researcher
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has used chi-square test to test the impact of occupation and gender on customer investment
decision
TABLE 4
CALCULATION OF ASSOCIATION BETWEEN OCCUPATION OF RESPONDENTS
AND LIFE INSURANCE INVESTMENT DECISION
Occupation Investment decision Total
High Medium Low
Govt. Service 38 22 6 66
Businessman/private
service
18 8 2 28
Professionals 14 6 2 22
Agriculture 21 9 4 34
Total 91 45 14 150
chi – square test (x2
) = (o – e)2 / e
Degrees of freedom = v = (r – 1) (c -1)
were,
here x2
calculated= (o – e) 2 / e= 14.09
at 5% level of significance for 6 df, the calculated value of chi-square is 12.59
Since the chi-square calculated > chi-square tabulated, it is concluded that there is a no
significant association between occupation and customer insurance investment decision. Hence
occupation does not influence the customer life policy buying decision.
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TABLE 5
CALCULATION OF ASSOCIATION BETWEEN GENDER OF RESPONDENTS AND
LIFE INSURANCE INVESTMENT DECISION
Gender Investment decision Total
High Medium Low
Male 72 28 8 108
Female 26 10 6 42
Total 98 38 14 150
here x2
calculated= (o – e)2 / e= 1.66
at 5% level of significance for 2 df, the calculated value of chi-square is 5.99
Since the chi-square calculated < chi-square tabulated, it is concluded that there is a significant
association between gender and customer insurance investment decision. Hence gender influence
customer life policy buying decision.
PREFERENCE OF THE POLICYHOLDERS
PREFERENCE TOWARDS LIFE INSURANCE COMPANIES
TABLE 6
Responses
No. Of respondents Percentage
L.i.c. 82 54.6
Hdfc standard life insurance 10 6.6
Icici prudential 16 10.6
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Sbi life 22 14.6
Bajaj allianz 12 8.0
Others 08 5.3
Total 150 100
GRAPH 1
82
10
16
22
12
8
0
10
20
30
40
50
60
70
80
90
LIC HDFC
Standard life
ICICI
Prudential
SBI life Bajaj Allianz Others
No.
of
Respondents
No. of Respondents
Interpretation: it is revealed from the table no. 6 and graph no. 1 , a majority (55%) of the
respondents preferred to buy policy from lic, followed by the 14.6% and 10.6% of respondents
preferred to buy from sbi life insurance, icici prudential life respectively. Remaining 8% and
10.6% of the respondents preferred bajaj allianz and hdfc standard life insurance respectively.
The left 5.3% respondents preferred other than these life insurance companies. Thus it can be
inferred that lic of india is the most preferred life insurance company and majority of them prefer
government-owned lic for getting insured because of security. The other private life insurance
companies are having less percentage of share and those who prefer private insurers are because
of better customer services and high returns.
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TYPE OF POLICY
TABLE 7
GRAPH 2
23
15
47
56
9
0
10
20
30
40
50
60
Endowment Term plan Unit Linked Money Back Others
No.
of
Respondents
No. of respondents
INTERPRETATION: it is quite evident from the table no. 7 and graph no. 2 , there are various
types of life insurance policies with customized features and value additions catering to the needs
of specific target segments. That a majority (38%) of the respondents preferred money back
policy, followed by 31.3% of the respondents preferred unit linked plans and 15.3% preferred
endowment plans. Out of 150 samples drawn, only 10% of the respondents preferred term plans.
Thus it can depict that among many plans available, the most preferred one among the mass is
money back plan. This plan helps you to withdraw your money at regular intervals and still
Policy types No. Of respondents Percentage
Endowment 23 15.3
Term plan 15 10.0
Unit linked 47 31.3
Money back 56 37.3
Others 09 6.0
Total 150 100
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staying insured. This plan is famous for its high liquidity advantage. The other product gaining
popularity is ulip’s (unit linked insurance plan), as its serve multiple purpose, it give high
returns, tax benefit, life insurance , critical illness cover and is admired for its flexibility for
paying premium amount.
THE MOST ATTRACTIVE FEATURES OF POLICY
TABLE 8
Responses No. Of respondents Percentage (%)
Money back guarantee 39 26
Larger risk coverance 28 18.6
Easy access to agents 18 12
Low premium 23 15.3
Company’s reputation 42 28
Total 150 100
GRAPH 3
39
28
18
23
42
0
5
10
15
20
25
30
35
40
45
Money back
guarantee
Larger risk
coverance
Easy access to
agents
Low premium Company’s
reputation
No.
of
Respondents
No. Of respondents
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INTERPRETATION: it is evident from the table no. 8 and graph no. 3 , when the
policyholders were asked to rank the features of policy that attracts the most their order of their
preference as 1, 2, 3, 4, 5 and 6. A majority (28%) of the respondents believes that company
reputation is the most influencing factor in policy buying decision, followed by the 26% of
respondents influenced with money back guarantee, 18.6% influenced with larger risk coverage.
Remaining 15.3% and 12% of the respondents are influenced with low premium rates and easy
access to agents respectively. Hence reputation of company is the main influencing factor during
policy purchasing decision.
PEOPLE WOULD LOOK FOR INSURANCE COMPANY
TABLE 9
Responses No. Of respondents Percentage
A trusted name 72 48
Friendly service & responsiveness 27 18
Good plans 45 30
Accessibility 06 4
Total 150 100
GRAPH 4
72
27
45
6
0
10
20
30
40
50
60
70
80
A trusted name Friendly service &
responsiveness
Good plans Accessibility
No.
of
Respondents
No. Of respondents
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INTERPRETATION: it is revealed from the table no. 9 and graph no. 4 , that a majority
(48%)of the respondents look for a trusted name in a company for insurance. 30% respondents
look for a good plans and 18% looks for a friendly service and responsiveness. Remaining 4%
respondents looks for an ease of accessibility in a company for insurance. Hence it can be
inferred that trust is very important factor, which a majority of customers looks before buying
policy from an insurance company.
RANKING VARIOUS FACTORS RESPONSIBLE FOR INVESTMENT IN LIFE
INSURANCE PRODUCTS
During the study, it was found that the investors generally invested in life insurance due to the
reasons like tax benefit, risk coverage, saving, return, insurance services, premium charges,
security. During the survey, the respondents were asked to rank these factors and the data
obtained is presented in table no. 10.
TABLE 10
Factors responsible for investment in life insurance
Ranking
factors
No. Of respondents Total
1 2 3 4 5 150
Tax benefit
100 36 5 9 0 150
Risk
coverage &
saving
18 42 36 33 21 150
Security
with high
return
15 9 39 33 54 150
Insurance
3 18 21 44 64 150
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Services
Premium
Charges
12 39 48 27 24 150
now, for analyzing the various factors responsible for investment in mutual funds, ranking
is done on the basis of weighted scores (table 7). Scoring is done as per the following scale: rank
1 – 5 weights,
Rank 2 – 4 weights, rank 3 – 3 weights, rank 4 – 2 weights and rank 5 – 1 weights.
TABLE 11
Ranking of various factors
Factors Weighted score Mean value Rank
Tax benefit
695 4.63 1
Risk coverage & saving
453 3.02 2
Security with high return
348 2.32 4
Insurance services
302 2.01 5
Premium charges 438 2.92 3
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INTERPRETATION: it is revealed from the table no. 10 and table no. 11, which among the
surveyed people, majority of the respondents invest in life insurance for tax benefit, followed by
the risk coverage & saving, premium charges, security with high return and insurance services
can be ranked as 1st
, 2nd
, 3rd
, 4th
and 5th
respectively. Thus it can be depicted that tax benefit is
the main concern of customers while making investment in insurance policy.
FINDINGS
1. The consumer decision to purchase insurance product from different insurance companies
can be affected by several factors like age, gender and income level. From the analysis, it is
inferred that respondents belonging to the age group between 30 to 40 years (which
contribute 52% to the total respondents) found to be more interested in buying a life
insurance policy as compare to other age group.
2. Out of 150 samples drawn, a majority (54.6%) of policyholders have shown preference
towards lic followed by sbi life insurance with (14.6%) among the private players. Therefore
lic has the maximum no. Of policyholders and rank as 1st
among other insurance companies,
followed by sbi life (14.6%), icici prudential (10.6%), bajaj allianz (8.0%) and hdfc standard
life with 6.6%.
3. The features of policy that attracted policyholders can be ranked as follows: company
reputation, money back guarantee, risk coverage, low premium and easy access to agents as
1st
, 2nd, 3rd
, 4th
and 5th respectively. Thus it can be inferred that goodwill of the company is
the most influencing factor while policy buying decision.
4. It is found from the analysis that out of 150 respondents, majority (37.3%) respondents
preferred money-back policy of lic. This is followed by the unit linked plan of private
insurers (31.3%) and endowment plans (15.3%). Only 10% of the respondents have shown
interest towards term plan. Hence in present days people are more interested in such policy
which gives higher return along with the risk coverage benefit.
5. It is evident from the above study that most (54.6%) of the respondent's have opted for lic
policies because of safety and rest of the respondent's opted for private players for higher
returns. Among private insurers, sbi life insurance holds 14.6% market share, followed by the
icic prudential and bajaj allianz with 14.6% and 8.0% respectively. The study reveals the fact
that lic still holds the major share of the life insurance market.
6. A large no. Of the respondents (48%) said that they look for trusted name in a company
for insurance, followed by good plans, friendly service and accessibility with 30%, 18% and
4% respectively.
SUGGESTIONS
1. In present competitive world, customer satisfaction has become an important aspect to
retain the customers, not only to grow but also to survive. Customer service is the critical
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success factor and private insurers through their best services would be able to reposition and
differentiate itself from lic.
2. Private insurers should emphasis more on advertising and building brand awareness
through different modes of communication. This will help in spreading insurance awareness
among the common man.
3. To achieve greater insurance penetration, the healthier competition has to be intensified
by both the sectors and they should come up with new innovative products to offer greater
variety or choice to the customers and also make improvement in the quality of services and
sell products through appropriate distribution channel to win-win situation for both the
parties.
4. Insurance companies should devise policies which provide effective risk coverage rather
than focusing on the tax benefits and also encourages them for long term investment in
insurance.
5. Life insurance companies should come up with innovative tailor-made products with
high risk cover, more return and low insurance premium to attract more number of
customers.
CONCLUSION
life insurance is an important form of insurance and essential for every individual. Life
insurance penetration in india is very low as compare to developed nation where almost all the
lives are covered and stage of saturation has been reached. Customers are the real pillar of the
success of life insurance business and thus its important for insurers to keep their policyholders
satisfied and retained as long as possible and also get new business out of it by offering need
based innovative products. There are many factors which affect customers investment decision in
life insurance and from the study it has been concluded that demographic factors of the people
play a major and pivotal role in deciding the purchase of life insurance policies.
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making: influence of product and non-product factors ", icfai journal risk & insurance, vol.
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insurance times, feb. 2007, pg. No 20.
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