DOI: https://doi.org/10.15587/2313-8416.2015.38673

Commision – based compenstion system – the factor of effectiveness or pathology determinant

Andrzej Janowski

Abstract


Mass cancellations of life insurance policies held by clients of insurance companies, resulting from unethical practices pursued by insurance agents, identify a high probability of the pathology [1] existence in the compensation system in life insurance organisations


Keywords


agent; commission - based system; effectiveness; human performance; life insurance company

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References


Kieżun, W. (1998). Sprawne zarządzanie organizacją, Podręcznik akademicki. Warszawa. Wydawnictwo SGH. Wydanie II.

Garson, J. M., Forster, M. D. (1997). An Analysis of Life Insurance Illustrations: Regulatory Implications of the Disparity Between Policy Yields Based on Illustrated Versus Actual Surrender Values. Journal of Insurance Regulation, 15, 480–501.

Cupach, W. R., Carson, J. M. (2002). The Influence of Compensation on Product Recommendations Made by Insurance Agents. Journal of Business Ethics, 40 (2), 167–176. doi: 10.1023/a:1020355118527

Act of 22 May (2003). Journal of Laws No. 124. Item 1151. Chapter 2. Article 6. Section 3.

Act of 22 May (2003). on Insurance Activity. Journal of Laws No. 124. Item 1151.

Act of 19 November (1999). on Economic Activity. Journal of Laws. No. 101. Item 1178.

Balewski, B., Janowski, A. (2011). Human performance: Competencies, Effectiveness, Talent Management. Toruń. Wyd. UMK.

Payne, A. (2013). Strategic Customer Management: Integrating Relationship Marketing and CRM. Sydney. University of New South Wales.

Janowski, A. (2013). The economic aspects of insurance. Bydgoszcz. UTP Publications.

Rogoziński, K. (2012). Zarządzanie wartością z Klientem. Warszawa. PWN.

Lisowski, J. (2014). Problemy współczesnego rynku ubezpieczeń. Poznań. Wydawnictwo Uniwersytetu Ekonomicznego w Poznaniu.

Janowski, A. (2013). Does the personality matter - talent management in life insurance organizations – future perspectives. Bratislava, Acta oeconomica cassoviensia, 55–76.

Rogoziński, K. (2004). Zarządzanie Relacjami w Usługach (Relationship management in services). Poznań. Wydawnictwo Uniwersytetu Ekonomicznego w Poznaniu.

Gamarra, L. T. (2005). The influence of insurance intermediaries’ qualification on advisory service quality-an empirical analysis. Hamburg. Germany. Helmut Schmidt University.

Napel, S. (2004). Insurance Intermediation -Theoretical Analysis and Practical Issues in the European Market. in: Zeitschrift für die gesamte Versicherungswissenschaft, 93, 67–100.

Gummesson, E. (2014). Commentary on the role of innovation in driving the economy: Lessons from the global financial crisis. Journal of Business Research, 67 (1), 2743–2750. doi: 10.1016/j.jbusres.2013.03.025

Eastman, K. L., Eastman, J. K., Eastman, A. D. (1996). The Ethics of Insurance Professionals: Comparison of Personal Versus Professional Ethics. Journal of Business Ethics, 15 (9), 951–962. doi: 10.1007/bf00705575

Kurland, N. B. (1996). Sales Agents and Clients: Ethics, Incentives, and Modified Theory of Planned Behaviour. Human Relations, 49 (1), 51–74. doi: 10.1177/001872679604900103

Janowski, A., Balewski, B. (2015). Talent Management in Life Insurance Industry, Rediscovering L. von Mises Theory. Journal of US-China Public Administration, 5, 440–453.

Janowski, A. (2007). Kompetencje agentów ubezpieczeniowych a efektywność zakładów ubezpieczeń na życie (Insurance agents' competencies and the efficiency of life insurance companies). Warsaw. Institute of Organization and Management in Industry "Orgmasz".

Jacher, W. (1985). Socjologiczne mierniki efektywności pracy (Sociological indicators of work efficiency). Katowice. Wydawnictwo Uniwersytetu Śląskiego, 67.

Vroom, V. (1964). Work and Motivation. New York. John Wiley and Sons.


GOST Style Citations


1. Kieżun, W. Sprawne zarządzanie organizacją, Podręcznik akademicki [Text] / W.Kieżun. – Warszawa. Wydawnictwo SGH. Wydanie II, 1998.

2. Garson, J. M. An Analysis of Life Insurance Illustrations: Regulatory Implications of the Disparity Between Policy Yields Based on Illustrated Versus Actual Surrender Values [Text] / J. M. Garson, M. D. Forster // Journal of Insurance Regulation 15. – 1997. – P. 480–501.

3. Cupach, W. R. The Influence of Compensation on Product Recommendations Made by Insurance Agents [Text] / W. R. Cupach, J. M. Carson // Journal of Business Ethics. – 2002. – Vol. 40. – P. 167–176. doi: 10.1023/a:1020355118527 

4. Act of 22 May Journal of Laws [Text] / No. 124. Item 1151. Chapter 2. Article 6. Section 3, 2003.

5. Act of 22 May on Insurance Activity [Text] / Journal of Laws No. 124. Item 1151, 2003.

6. Act of 19 November on Economic Activity [Text] / Journal of Laws. No. 101. Item 1178, 1999.

7. Balewski B. Human performance: Competencies, Effectiveness, Talent Management [Text] / B. Balewski, A. Janowski. – Toruń. Wyd. UMK, 2011.

8. Payne, A. Strategic Customer Management: Integrating Relationship Marketing and CRM. Sydney [Text] / A. Payne. – University of New South Wales, 2013.

9. Janowski, A. The economic aspects of insurance. Bydgoszcz [Text] / A. Janowski. – UTP Publications, 2013.

10. Rogoziński, K. Zarządzanie wartością z Klientem [Text] / K. Rogoziński. – Warszawa. PWN, 2012.

11. Lisowski, J. Problemy współczesnego rynku ubezpieczeń. Poznań [Text] / J. Lisowski. – Wydawnictwo Uniwersytetu Ekonomicznego w Poznaniu, 2014.

12. Janowski, A. Does the personality matter - talent management in life insurance organizations - future perspectives [Text] / A. Janowski. – Bratislava, Acta oeconomica cassoviensia, 2013. – P. 55–76.

13. Rogoziński, K. Zarządzanie Relacjami w Usługach (Relationship management in services) [Text] / K. Rogoziński. – Poznań. Wydawnictwo Uniwersytetu Ekonomicznego w Poznaniu, 2004.

14. Gamarra, L. T. The influence of insurance intermediaries’ qualification on advisory service quality-an empirical analysis [Text] / L. T. Gamarra. – Hamburg. Germany. Helmut Schmidt University, 2005.

15. Napel, S. Insurance Intermediation -Theoretical Analysis and Practical Issues in the European Market [Text] / S. Napel // in: Zeitschrift für die gesamte Versicherungswissenschaft. – 2004. – Vol. 93. – P. 67–100.

16. Gummesson, E. Commentary on the role of innovation in driving the economy: Lessons from the global financial crisis [Text] / E. Gummesson // Journal of Business Research. – 2014. – Vol. 67, Issue 1. – P. 2743–2750. doi: 10.1016/j.jbusres.2013.03.025 

17. Eastman, K. L. The Ethics of Insurance Professionals: Comparison of Personal Versus Professional Ethics [Text] / K. L. Eastman, J. K. Eastman, A. D. Eastman // Journal of Business Ethics. – 1996. – Vol. 15, Issue 9. – P. 951–962. doi: 10.1007/bf00705575 

18. Kurland, N. B. Sales Agents and Clients: Ethics, Incentives, and Modified Theory of Planned Behaviour [Text] / N. B. Kurland // Human Relations. – 1996. – Vol. 49, Issue 1. – P. 51–74. doi: 10.1177/001872679604900103 

19. Janowski, A. Talent Management in Life Insurance Industry, Rediscovering L. von Mises Theory [Text] / A. Janowski, B. Balewski // Journal of US-China Public Administration. – 2015. – Vol. 5. – P. 440-453.

20. Janowski, A. Kompetencje agentów ubezpieczeniowych a efektywność zakładów ubezpieczeń na życie (Insurance agents' competencies and the efficiency of life insurance companies) [Text] / A. Janowski. – Warsaw. Institute of Organization and Management in Industry "Orgmasz", 2007.

21. Jacher, W. Socjologiczne mierniki efektywności pracy (Sociological indicators of work efficiency) [Text] / W. Jacher. – Katowice. Wydawnictwo Uniwersytetu Śląskiego, 1985. – 67 p.

22. Vroom, V. Work and Motivation [Text] / V. Vroom. – New York. John Wiley and Sons, 1964.







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