Insurance Salespeople''s Acceptance toward Consumers’Insurance Frauds

• Main Authors: Meng-Jie He, 何孟杰
• Other Authors: Lu-Ming Tseng
• Format: Others
• Language: zh-TW
• Published: 2012
• Online Access: http://ndltd.ncl.edu.tw/handle/99226348196889962040

碩士 === 朝陽科技大學 === 保險金融管理系碩士班 === 100 === Concerns for insurance frauds have dramatically increased over the past years and researchers have also shown an intense interest in this issue. However, to date, very few studies examined the link between insurance salespeople’s ethical perceptions and the specific situation involving salespeople-customer collusion. This study examined how insurance salespeople react to unethical requests (e.g., asking for misrepresenting the nature of an incident to obtain insurance payment) by their customers. By taking car insurance salespeople as our research target, a between-subject survey was conducted at non-life insurance companies (purposive sampling was used) in Taiwan. All the responders are full-time and licensed car insurance salespeople. The results showed that unethical customer requests may correlate with the ethical decision making of the car insurance salespeople. Ethical judgment, perceived pressure for sales goal achievement and beliefs in peers reaction to the unethical customer requests predicted salespeople''s ethical intentions. Research on salespeople-customer collusion is rare. This study may make some implications to car insurance sales management.