Trends of Web Sales in Financial Industry– the Case of e-Insurance

Abstract:

This research is focused on understanding the webbased sales of insurance companies as their newest sales channel for customers. Organizational factors such as organizational structure and website age help to increase our understanding on how insurance companies perceive web-based channels versus traditional sales channels. Results of this study suggest that web-based sales compliment traditional sales channels and that insurance companies which sell insurance online perceive higher financial and nonfinancial benefits from such activity.