This paper describes the changes and forces that are making insurance firms rethink their distribution strategies. A set of questions related to distribution that are uppermost in the minds of executives in this industry are presented along with a literature survey of the models that can be used to answer some of these questions. Based on the survey, a normative framework for determining the mix and the intensity of channels is proposed. Qualitative and quantitative analysis based on the proposed framework is presented along with empirical data to demonstrate the usefulness of the framework. The paper concludes with an agenda for further research.
By: Pasumarti V. Kamesam, Avi Gilon (New York University), Sridhar Seshadri (New York University)
Published in: RC21820 in 2000
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