겸업화 특성 및 채널 적합성 분석을 통한 보험회사의 채널젼략

The purpose of this study is to draw useful consequences on channel strategies of insurance companies under the environment of universalization. First, we analyze characteristics of universalization with factor analysis. They are complexity(product/channel), making an organization bigger (holding company, M&A etc.), and customer-orientation. For 9 channels, we perform channel suitability analysis based on them. We utilize a method of analyzing characteristics of universalization and calculating the distance of suitability by each channel. The most matching channels in the environment of universalization are male sales agent, IFA, and general securities representative. On the other hand, housewife sales agent and exclusive agency that are currently main domestic marketing channels are analyzed a channel having low suitability under the market of universalization. This represents that when universalization begins, a channel with professional knowledge on a variety of financial products will play an important role. Accordingly, both life and non-life insurance company need much more investment to secure independent agents with professionalism. Existing traditional organization should need to be converted into a high efficient one. In addition, it should be necessary that fundamental reorganization of channel structure is considered through the introduction of a new channel such as IFA, sales-specialized company, general securities representative that are expected to newly rise.