Document Type : Original Article
Authors
1
Associate Professor, Department of Industrial Management, Qazvin Branch, Islamic Azad University, Qazvin, Iran.
2
PhD student, Department of Industrial Management, Qazvin Branch, Islamic Azad University, Qazvin, Iran
Abstract
Background and Objectives: The main objective of this research is to present a model for empowering insurance industry representatives in the value chain of this industry. The present research seeks to present a theoretical model, but at the macro level, it is an applied research and in terms of method, it is descriptive-survey.
Materials and Methods: The statistical population of the research includes 10 insurance industry experts, including managers and experts in agent affairs and training. In this study, first, a range of factors affecting the empowerment of agents, which are influential factors in the context of the insurance industry value chain, was provided to the experts. Based on the Delphi method, 15 factors were identified as final factors, which are due to individual factors, factors related to the Central Insurance, the insurance company, and environmental factors. Then, using the Dematel modeling technique, the most important of these factors were identified as influential in the insurance industry value chain in order to empower the agents of this industry.
Results: The findings of this study showed that factors related to the insurance company and the Central Insurance Company, the continuity of training of representatives, their personality type, emotional intelligence, and environmental factors including economic, political, and cultural factors are among the most important factors affecting the empowerment of the sales network as the most important factor in the context of the insurance industry value chain.
Conclusion: The results of this research showed that, given the special importance of insurance industry representatives in the value chain, strengthening the factors influencing their compliance can increase income and profitability for insurance companies and subsequently the insurance industry.
Keywords
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