The Creation of Value through a Specialized Distribution Network&ast

Giovanni Perissinotto
Additional contact information
Giovanni Perissinotto: Managing Director, Assicurazioni Generali SpA, Italy

The Geneva Papers on Risk and Insurance - Issues and Practice, 2003, vol. 28, issue 3, 495-501

Abstract: Within the value creation chain of an insurance company the role of sales networks is fundamental, as creating shareholder value is strictly linked with creating customer value.As sales networks are the main point of contact with customers, choosing the best possible distribution structure is vital. Selling channels have become a distinctive feature of insurers, together with their products and services. Financial institutions must consider consumers' preferences with regard to distribution channels in order to reach as many consumers as possible.This article describes the distribution approach of the Generali Group in the Italian market, focusing on the strategies implemented by the parent company and Generali Vita. Both companies use networks of highly specialized tied agents, with a widespread distribution on the territory. For their role within the value creation process, sales forces can be considered a strategic asset. Consequently, the costs sustained for their development and loyalty turn out to be investments as they increase their value. The Geneva Papers on Risk and Insurance (2003) 28, 495–501. doi:10.1111/1468-0440.00239

Date: 2003
References: Add references at CitEc
Citations: View citations in EconPapers (1)

Downloads: (external link)
http://www.palgrave-journals.com/gpp/journal/v28/n3/pdf/2500239a.pdf Link to full text PDF (application/pdf)
http://www.palgrave-journals.com/gpp/journal/v28/n3/full/2500239a.html Link to full text HTML (text/html)
Access to full text is restricted to subscribers.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:pal:gpprii:v:28:y:2003:i:3:p:495-501

Ordering information: This journal article can be ordered from
http://www.springer.com/finance/journal/41288/PS2

Access Statistics for this article

The Geneva Papers on Risk and Insurance - Issues and Practice is currently edited by Christophe Courbage

More articles in The Geneva Papers on Risk and Insurance - Issues and Practice from Palgrave Macmillan, The Geneva Association Contact information at EDIRC.
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().