Insurance Salespeople's Attitudes towards Collusion: The Case of Taiwan’s Car Insurance Industry

Lu-Ming Tseng () and Wen-Pin Su ()
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Lu-Ming Tseng: Department of Risk Management and Insurance, Feng Chia University, No. 100 Wenhwa Rd., Seatwen, Taichung, Taiwan 40724, R.O.C.
Wen-Pin Su: Department and Graduate Institute of Insurance, Chaoyang University of Technology, 168, Jifeng E. Rd., Wufeng District, Taichung, 41349 Taiwan, R.O.C.

The Geneva Papers on Risk and Insurance - Issues and Practice, 2014, vol. 39, issue 1, 25-41

Abstract: Insurance researchers believe that the increase in insurance fraud may be associated with the unethical decisions made by some insurance salespeople. However, to date, research that has empirically investigated the link between insurance salespeople and collusion is scant. Using the car insurance industry in Taiwan as an example, this paper explores the impact of the opportunity to obtain the fraudulent claim and that of the size of actual loss on car insurance salespeople's attitudes towards collusion in situations involving contract renewal and non-covered loss. The results showed that the size of actual loss and the fraud type (customer fraud vs insider fraud) may correlate with the decision-making of the car insurance salespeople. It seemed that the responders have a higher acceptance of customer fraud rather than insider fraud. Empirical research on insurance salespeople's attitudes towards salespeople-customer collusion is very rare. This study may make some contribution to insurance research and practice.

Date: 2014
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