Chapter

Manufacturing Sales Agents

Cheris Shun-ching Chan

in Marketing Death

Published in print March 2012 | ISBN: 9780195394078
Published online May 2012 | e-ISBN: 9780199951154 | DOI: http://dx.doi.org/10.1093/acprof:oso/9780195394078.003.0003
Manufacturing Sales Agents

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This chapter discusses variation among individual insurance firms. As the life insurance business relies heavily on sales agents, manufacturing a productive sales force is the core organizational task of a life insurance firm. However, some insurers are more effective than others in orchestrating a committed and spirited sales force. This chapter details the labor management techniques at various insurance firms, showing how the Sino-American joint venture, Pacific-Aetna, was most effective in motivating its sales agents and boosting their morale; whereas the Sino-German joint venture, Allianz-Dazhong, was least capable of doing so. It also shows how the domestic insurer Ping An adopted a paternalistic approach to control their agents, while the American insurer AIA used a mix of professional and missionary models. These differences across firms are attributed to the cultural capital of their top managers, which in part stems from the organizational cultures of their former workplaces, and their previous institutional and cultural environments.

Keywords: Aetna; Allianz; Chinese management; cultural capital; German management; Hongkong management; insurance sales agents; labor management; organizational management; Taiwanese management

Chapter.  16776 words.  Illustrated.

Subjects: Economic Sociology

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