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Comparing Single- and Multichannel Distribution Strategies in the German Life Insurance Market: An Analysis of Cost and Profit Efficiency

Lucinda Trigo-Gamarra and Christian Growitsch ()

Schmalenbach Business Review (sbr), 2010, vol. 62, issue 4, 401-417

Abstract: To explain the success of different distribution strategies in the life insurance industry, we analyze the performance of single- and multichannel distribution firms in the German life insurance industry. We estimate cost and profit efficiency for three groups of life insurers: multichannel insurers, direct insurers, and independent agent insurers. We use nonparametric Data Envelopment Analysis to calculate efficiencies for German life insurers for the years 1997-2005. We identify the absence of performance advantages of specialized insurers as the most important reason for the coexistence of different distribution systems.

Keywords: DEA; Distribution Systems; Efficiency Analysis; Insurance Markets (search for similar items in EconPapers)
JEL-codes: G22 L15 L22 (search for similar items in EconPapers)
Date: 2010
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