The status quo of digital transformation in insurance sales: an empirical analysis of the german insurance industry Status quo der digitalen Transformation im Versicherungsvertrieb: Eine empirische Analyse der deutschen Versicherungswirtschaft

Eckert C, Eckert J, Zitzmann A (2021)

Publication Type: Journal article

Publication year: 2021

Journal

Zeitschrift für die gesamte Versicherungswissenschaft Springer Verlag

Book Volume: 110

Pages Range: 133-155

Journal Issue: 2-3

DOI: 10.1007/s12297-021-00507-y

Abstract

In this paper, we focus on the impact of digital transformation on traditional ways to sell insurance products. Our goal is to investigate how widespread the use of digital technologies in insurance sales is and which values of these digital technologies are perceived by insurance intermediaries. Moreover, we aim to analyze underlying influencing factors in this regard. We conducted a survey in July 2020, i.e., after the first wave of COVID-19, in which 671 exclusive agents from various insurance companies, independent agents and independent brokers from Germany participated. Our results show that even at this point of time, in a high proportion of sales workforces, digital transformation is not yet very advanced. Further analyses show that exclusive agents and younger people are further ahead in digital transformation even though COVID-19 pushes digital life across all ages and social classes. Based on our results, we derive initial recommendations for action for the insurer.

Involved external institutions

Hochschule für angewandte Wissenschaften Coburg DE Germany (DE) Nürnberger Versicherung AG DE Germany (DE)

How to cite

APA:

Eckert, C., Eckert, J., & Zitzmann, A. (2021). The status quo of digital transformation in insurance sales: an empirical analysis of the german insurance industry Status quo der digitalen Transformation im Versicherungsvertrieb: Eine empirische Analyse der deutschen Versicherungswirtschaft. Zeitschrift für die gesamte Versicherungswissenschaft, 110(2-3), 133-155. https://doi.org/10.1007/s12297-021-00507-y

MLA:

Eckert, Christian, Johanna Eckert, and Armin Zitzmann. "The status quo of digital transformation in insurance sales: an empirical analysis of the german insurance industry Status quo der digitalen Transformation im Versicherungsvertrieb: Eine empirische Analyse der deutschen Versicherungswirtschaft." Zeitschrift für die gesamte Versicherungswissenschaft 110.2-3 (2021): 133-155.

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