Final published version
Research output: Contribution to Journal/Magazine › Journal article › peer-review
Research output: Contribution to Journal/Magazine › Journal article › peer-review
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TY - JOUR
T1 - Distribution of Life Assurance and Investment Products
T2 - The Scottish Mutual Life Assurance Industry
AU - Laing, A.W.
PY - 1994
Y1 - 1994
N2 - The Financial Services Act (FSA) has had a major impact on the distribution strategies of life assurance companies in Britain. In particular it has led to a shift away from reliance on a single independent channel of distribution, towards a multi‐channel approach with the life company exerting direct control over the distribution process. The Scottish‐based mutual life companies faced particular difficulties in responding to the changed environment because of the particular characteristics of these offices. Examines the particular responses of the Scottish mutual life companies to the FSA.
AB - The Financial Services Act (FSA) has had a major impact on the distribution strategies of life assurance companies in Britain. In particular it has led to a shift away from reliance on a single independent channel of distribution, towards a multi‐channel approach with the life company exerting direct control over the distribution process. The Scottish‐based mutual life companies faced particular difficulties in responding to the changed environment because of the particular characteristics of these offices. Examines the particular responses of the Scottish mutual life companies to the FSA.
KW - Assurance companies
KW - Change
KW - Financial Services Act
KW - Life insurance
KW - Marketing
KW - Marketing strategy
KW - Salesforce
KW - Scotland
U2 - 10.1108/02652329410058012
DO - 10.1108/02652329410058012
M3 - Journal article
VL - 12
SP - 25
EP - 31
JO - International Journal of Bank Marketing
JF - International Journal of Bank Marketing
SN - 0265-2323
IS - 4
ER -