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In recent years, bancassurance has become the major channel for consumers to purchase insurances. The objective of this paper is to investigate the factors which affect the incentives of persons who conduct wealth management business to sell the insurances of the T Insurance Company through questionnaires. Moreover, this study examines the impacts of bad news of the T Insurance Company, the extra bonus for persons conducting wealth management business, and the policy to stop selling a specific product on the incentives of wealth management persons to sell insurances of the case company.
The empirical results indicate that the policy of firms which wealth management persons work for, the reputation of the insurance company, the insurance demand of customers, and the risk tolerance of customers affect the incentives of wealth management persons to sell insurances of the case company. This study also finds that when the media reports bad news of the case company, the incentives of persons in securities companies to sell insurances of the case company declines more than those of persons who work in state-owned banks and private banks. This study also finds that extra bonus plan can motivate persons who conduct wealth management business to sell more insurances of the case company. Furthermore, the policy to stop selling a specific product encourages wealth management persons to sell more insurances of the case company.
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