طراحی مدلی برای تبیین عملکرد شبکه فروش در صنعت بیمه

 

References

Abbasi, M.R. and Salehi, S. (2011). The effect of internal marketing on customer orientation in the insurance industry (Case study: insurance companies in Tehran). Quarterly Journal of Insurance Research, 26 (2), 145-175. (in Persian)

Abbasi Mosul, Kh., Sarang, A., Tehrani, R. and Nadiri, M. (2019). Investigating the Relationship between Disruptive Trading and Share Return in the Iranian Stock Market, Spring Financial Management Perspective, )25), 78-99. (in Persian)

Ameli, M. (2014). Insurance agencies should look like bank branches, not shop-shaped. Risk News website. (in Persian)

Asadi Qaleh Ney, A. & Danaei, H. (2015). Investigating the Impact of Sales Skills on Salesman Performance (Case Study: Amr Insurance Salesmen, Entrepreneur Insurance Investment, Mashhad Branch). First National Conference on Management, Innovation and Entrepreneurship in Resistance Economy, Mashhad, Iran Management Association, Khorasan Branch. (in Persian)

Akbari, M., Al Taha, S.H., Farkhondeh, M. and Pourrajbi, A. (2016). The effect of the role characteristics and personal factors of the seller on the performance of sales forces: A case study of Pasargad insurance agencies in Guilan province. Journal of Insurance Research, 1(2), 115- 143. (in Persian)

Almajali, A.Y., Alamro, S.A., & Al-Soub, Y.Z. (2012). Factors affecting the financial performance of Jordanian insurance companies listed at Amman Stock Exchange. Journal of Management research, 4(2), 266-289.

Altuntas, M., & Rauch, J. (2017). Concentration and financial stability in the property-liability insurance sector: global evidence. The Journal of Risk Finance, 18(3), 284-302.

Ansari, A. & Riasi, A. (2016). Modelling and evaluating customer loyalty using neural networks: Evidence from startup insurance companies. Future Business Journal, 2(1), 15-30.

Asadi, A. & Hedayati Beland, M. (2019). The effect of the quality of insurance services on  Purchase Intention to life insurance and investment insurance with the mediating role of previous purchasing experiences in an insurance company. Quarterly  Scientific-Research Journal of Insurance, 34 (2), 72-87. (in Persian)

Busquets, J., Rodon, J., & Wareham, J. (2009). Adaptability in smart business networks: An exploratory case in the insurance industry. Decision Support Systems, 47(4), 287-296.

Daare, W. J. (2016). Determinants of Non-Life insurance companies profitability: an empirical study in India. International Journal of Innovative Research and Advanced Studies, 3(13), 6-11.

Daqiqi Asli, A. (2011). Designing the efficiency model of life insurance sales network (Study of Iran Insurance Company by Data Envelopment Analysis (DEA), M.Sc. Thesis, Tarbiat Modares University. (in Persian)

Desai, D. (2016). An analytical study on retention of financial planning advisors at Aviva Life Insurance, Pune, Maharashtra, India. ZENITH International Journal of Business Economics & Management Research, 6(3), 41-53.

Dinçer, H., Yüksel, S., & Martinez, L. (2019). Balanced scorecard-based Analysis about European Energy Investment Policies: A hybrid hesitant fuzzy decision-making approach with Quality Function Deployment. Expert Systems with Applications, 115, 152-171.

Esmailpour, R. & Qasemnejad, M. (2018). Developing a social marketing model for insurance companies. Business Management, 10 (1), 31-48.

Esfidani, M.R., Daqiqi Asli, A.R. & Ismaili Ahangarkali, E. (2011). The Effect of Internet on Life Insurance Marketing Performance. Insurance Research Quarterly 26 (2), 16-1.
(in Persian)

Garrett, J., & Gopalakrishna, S. (2017). Sales team formation: The right team member helps performance. Industrial Marketing Management, 77, 13-22.

Gazari Neyshabouri, A. & Khalili Damghani, K. (2015). Evaluating the performance of Bimeh branches using data envelopment analysis model and using MalmQuist index, International Conference on Management, Economics and Industrial Engineering, Tehran, Vira Capital Institute of Managers. (in Persian)

Groza, M. D., Locander, D. A., & Howlett, C. H. (2016). Linking thinking styles to sales performance: The importance of creativity and subjective knowledge. Journal of Business Research, 69(10), 4185-4193.

Haddad Oskooi, M. (2017). Investigating the Role of Knowledge Management Processes on the Effectiveness and Empowerment of Iranian Insurance Employees and Representatives in Ardabil Province, Conference on New Management Paradigms and Behavioral Sciences, Tehran. (in Persian)

Heikli, L. and Qaderzadeh, D. (2017) Explaining the Relationship between Job Security and Job Performance in Representatives of Insurance Companies. Quarterly Journal of New Research in Management and Accounting, 4(1). (in Persian)

Hosseini Fard, S.M. & Asadi, M. (2017). Investigating the Factors Affecting the Revenue Performance of Insurance Companies in Iran Studied by Iran Insurance and Sina Insurance, 2nd International Conference on Management and Accounting, Tehran.
(in Persian)

Huang, Y., Vemer, P. Zhu, J. Postma, M.J. & Chen, W. (2016). Economic burden in Chinese patients with diabetes mellitus using electronic insurance claims data. Accelerating the publication of peer-reviewed science, 11(8), 159-167.

Kafashpour, A., Mortazavi, S. and Mehrafrooz, M. (2013). The moderating role of sales skills in the impact of sales orientation and customer orientation on the performance of the sales force of insurance company agencies. Journal of Marketing Research, 3 (2), 87- 108.
(in Persian)

Karegar, E., Rahmati Nodehi, R., & Sabzi, M. (2014). Empowering human resources of organization and insurance selling network with effective factors approach. European Online Journal of Natural and Social Sciences, 2(3), 2902-2910.

Kesari, B. (2014). Salesperson performance evaluation: A systematic approach to refining the sales force. EXCEL International Journal of Multidisciplinary Management Studies, 4(6), 49-66.

Khatami Firoozabadi, A.(2011). Evaluating the performance of insurance companies' agencies using a combination of organizational excellence indicators and data envelopment analysis method. Master Thesis in Management, Allameh Tabatabaei University.
(in Persian)

Klein, R.W. (2015). The Structure and Performance of the Insurance Industry. Available in:  https://www.researchgate.net/publication/270506455

Maroofi, F., Ardalan, A. G., & Tabarzadi, J. (2017). The effect of sales strategies in the financial performance of insurance companies. International Journal of Asian Social Science, 7(2), 150-160.

Majidi, A., Qaradaghi, R. and Kavousi, T. (2015). Identifying and prioritizing the factors affecting the marketing and sales of life insurance in Iran Insurance Company of East Azerbaijan Province. The first national conference on new approaches in accounting and management, Middle. (in Persian)

Maskin Nawaz, S., Ghorbani, M., Nilipour Tabatabai, S.A., Niroumand, H.A. (2018). Empowerment model of sales managers in the insurance industry: A study in insurance sales agencies in Khorasan Razavi province. Journal of Insurance, 126 (32), 21-40.
(in Persian)

Mohammadi, A. (2017). Investigating the Obstacles in the Development of Comprehensive Life and Savings Insurance with an Economic, Social, and Cultural Approach (Case Study: Iran). 3rd International Conference on Management, Accounting and Knowledge-Based Economy with Emphasis on Resistance Economics, Tehran. (in Persian)

Nguyen, L., & Worthington, A. C. (2018). Efficiency and Productivity of Australian Private Health Insurers. 31st Australasian Finance and Banking Conference 2018.

Nouri, Sh. and Akbari, N. (2019). Identifying Individual Factors Affecting the Value Creation of Representatives Using Data Mining Methods. International Conference on Insurance and Development, Insurance Research Institute, 26. (in Persian)

Onyango, J. A. (2017). Motivational Strategies and Sales Force Performance in the Insurance Industry in Kenya. Doctoral dissertation, United States International University-Africa.

Panagopoulos, N. G., & Ogilvie, J. (2015). Can salespeople lead themselves? Thought self-leadership strategies and their influence on sales performance. Industrial Marketing Management, 47, 190-203.

Rezaei, F. & Ahmadi, Z. (2012) Evaluating the performance of new insurance branches using BSC and Topsis model. Quarterly Journal of Transformation Development Management, 10, 31-39. (in Persian)

Rezvani, M., Davari, A. & Afrasiabi, R. (2018). Designing the business model of the customer club in the insurance industry with emphasis on innovation and the customer block. Organizational Resource Management Research, 8 (1), 89-112. (in Persian)

Saburabani, E.S. and Khashei, V. (2019). Evidence-based strategic decision modeling in the insurance industry based on data theory. Business Management Quarterly, 11 (42), 782-803. (in Persian)

Safari, S., Moradi Doliskani, S. and Raeisi Ghorbanabadi, H. (2017). Providing a Framework for Evaluating the Performance and Ranking of Insurance Companies with a Multi-Index Decision Making Approach (Enriched Prammetry Method). Insurance Research Journal, 32 (1), 1-22. (in Persian)

Stoeckli, E.T. (2018). Understanding axon guidance: are we nearly there yet? Development, 145(10), dev151415.

Shen, K. Y., Hu, S. K., & Tzeng, G. H. (2017). Financial modeling and improvement planning for the life insurance industry by using a rough knowledge based hybrid MCDM model. Information Sciences, 375, 296-313.

Stoeckli, E., Dremel, Ch. & Uebernickel, F. (2018) Exploring characteristics and transformational capabilities of InsurTech innovations to understand insurance value creation in a digital world. Electronic Markets, 28, 287–305.

Taghavi Bafghi, M. & Zarabizadeh, A. (2017). Analysis of sales network empowerment strategies in the insurance industry, the second international conference and the fourth national conference on management research and humanities in Iran, Tehran.
(in Persian)

Turkestani, M. S., Mansoori, T. & Taghizadeh, Y. (2015). Comparative study of clustering algorithms to measure customer value in customer relationship management system in the insurance industry. Modern Marketing Research. 1 (6), 1-22. (in Persian)

Voegtlin, C. (2016). What does it mean to be responsible? Addressing the missing responsibility dimension in ethical leadership research. Leadership, 12(5), 581-608.

Wang, P. (2014). government intervention and the empowerment process: citizen involvement in the 2010 Shanghai world expo. Journal of Public Affairs, 14(2), 130-141.

Wijayanti, S. K., & Ramsay, B. (2016). Life Insurance Take-Up Rate Influencing Factors Comparison between Malaysia and Japan. International Journal of Business and Social Research, 6(7), 37-41.

Yaisawarng, S., Asavadachanukorn, P., & Yaisawarng, S. (2014). Efficiency and productivity in the Thai non-life insurance industry. Journal of productivit

 

References

Abbasi, M.R. and Salehi, S. (2011). The effect of internal marketing on customer orientation in the insurance industry (Case study: insurance companies in Tehran). Quarterly Journal of Insurance Research, 26 (2), 145-175. (in Persian)

Abbasi Mosul, Kh., Sarang, A., Tehrani, R. and Nadiri, M. (2019). Investigating the Relationship between Disruptive Trading and Share Return in the Iranian Stock Market, Spring Financial Management Perspective, )25), 78-99. (in Persian)

Ameli, M. (2014). Insurance agencies should look like bank branches, not shop-shaped. Risk News website. (in Persian)

Asadi Qaleh Ney, A. & Danaei, H. (2015). Investigating the Impact of Sales Skills on Salesman Performance (Case Study: Amr Insurance Salesmen, Entrepreneur Insurance Investment, Mashhad Branch). First National Conference on Management, Innovation and Entrepreneurship in Resistance Economy, Mashhad, Iran Management Association, Khorasan Branch. (in Persian)

Akbari, M., Al Taha, S.H., Farkhondeh, M. and Pourrajbi, A. (2016). The effect of the role characteristics and personal factors of the seller on the performance of sales forces: A case study of Pasargad insurance agencies in Guilan province. Journal of Insurance Research, 1(2), 115- 143. (in Persian)

Almajali, A.Y., Alamro, S.A., & Al-Soub, Y.Z. (2012). Factors affecting the financial performance of Jordanian insurance companies listed at Amman Stock Exchange. Journal of Management research, 4(2), 266-289.

Altuntas, M., & Rauch, J. (2017). Concentration and financial stability in the property-liability insurance sector: global evidence. The Journal of Risk Finance, 18(3), 284-302.

Ansari, A. & Riasi, A. (2016). Modelling and evaluating customer loyalty using neural networks: Evidence from startup insurance companies. Future Business Journal, 2(1), 15-30.

Asadi, A. & Hedayati Beland, M. (2019). The effect of the quality of insurance services on  Purchase Intention to life insurance and investment insurance with the mediating role of previous purchasing experiences in an insurance company. Quarterly  Scientific-Research Journal of Insurance, 34 (2), 72-87. (in Persian)

Busquets, J., Rodon, J., & Wareham, J. (2009). Adaptability in smart business networks: An exploratory case in the insurance industry. Decision Support Systems, 47(4), 287-296.

Daare, W. J. (2016). Determinants of Non-Life insurance companies profitability: an empirical study in India. International Journal of Innovative Research and Advanced Studies, 3(13), 6-11.

Daqiqi Asli, A. (2011). Designing the efficiency model of life insurance sales network (Study of Iran Insurance Company by Data Envelopment Analysis (DEA), M.Sc. Thesis, Tarbiat Modares University. (in Persian)

Desai, D. (2016). An analytical study on retention of financial planning advisors at Aviva Life Insurance, Pune, Maharashtra, India. ZENITH International Journal of Business Economics & Management Research, 6(3), 41-53.

Dinçer, H., Yüksel, S., & Martinez, L. (2019). Balanced scorecard-based Analysis about European Energy Investment Policies: A hybrid hesitant fuzzy decision-making approach with Quality Function Deployment. Expert Systems with Applications, 115, 152-171.

Esmailpour, R. & Qasemnejad, M. (2018). Developing a social marketing model for insurance companies. Business Management, 10 (1), 31-48.

Esfidani, M.R., Daqiqi Asli, A.R. & Ismaili Ahangarkali, E. (2011). The Effect of Internet on Life Insurance Marketing Performance. Insurance Research Quarterly 26 (2), 16-1.
(in Persian)

Garrett, J., & Gopalakrishna, S. (2017). Sales team formation: The right team member helps performance. Industrial Marketing Management, 77, 13-22.

Gazari Neyshabouri, A. & Khalili Damghani, K. (2015). Evaluating the performance of Bimeh branches using data envelopment analysis model and using MalmQuist index, International Conference on Management, Economics and Industrial Engineering, Tehran, Vira Capital Institute of Managers. (in Persian)

Groza, M. D., Locander, D. A., & Howlett, C. H. (2016). Linking thinking styles to sales performance: The importance of creativity and subjective knowledge. Journal of Business Research, 69(10), 4185-4193.

Haddad Oskooi, M. (2017). Investigating the Role of Knowledge Management Processes on the Effectiveness and Empowerment of Iranian Insurance Employees and Representatives in Ardabil Province, Conference on New Management Paradigms and Behavioral Sciences, Tehran. (in Persian)

Heikli, L. and Qaderzadeh, D. (2017) Explaining the Relationship between Job Security and Job Performance in Representatives of Insurance Companies. Quarterly Journal of New Research in Management and Accounting, 4(1). (in Persian)

Hosseini Fard, S.M. & Asadi, M. (2017). Investigating the Factors Affecting the Revenue Performance of Insurance Companies in Iran Studied by Iran Insurance and Sina Insurance, 2nd International Conference on Management and Accounting, Tehran.
(in Persian)

Huang, Y., Vemer, P. Zhu, J. Postma, M.J. & Chen, W. (2016). Economic burden in Chinese patients with diabetes mellitus using electronic insurance claims data. Accelerating the publication of peer-reviewed science, 11(8), 159-167.

Kafashpour, A., Mortazavi, S. and Mehrafrooz, M. (2013). The moderating role of sales skills in the impact of sales orientation and customer orientation on the performance of the sales force of insurance company agencies. Journal of Marketing Research, 3 (2), 87- 108.
(in Persian)

Karegar, E., Rahmati Nodehi, R., & Sabzi, M. (2014). Empowering human resources of organization and insurance selling network with effective factors approach. European Online Journal of Natural and Social Sciences, 2(3), 2902-2910.

Kesari, B. (2014). Salesperson performance evaluation: A systematic approach to refining the sales force. EXCEL International Journal of Multidisciplinary Management Studies, 4(6), 49-66.

Khatami Firoozabadi, A.(2011). Evaluating the performance of insurance companies' agencies using a combination of organizational excellence indicators and data envelopment analysis method. Master Thesis in Management, Allameh Tabatabaei University.
(in Persian)

Klein, R.W. (2015). The Structure and Performance of the Insurance Industry. Available in:  https://www.researchgate.net/publication/270506455

Maroofi, F., Ardalan, A. G., & Tabarzadi, J. (2017). The effect of sales strategies in the financial performance of insurance companies. International Journal of Asian Social Science, 7(2), 150-160.

Majidi, A., Qaradaghi, R. and Kavousi, T. (2015). Identifying and prioritizing the factors affecting the marketing and sales of life insurance in Iran Insurance Company of East Azerbaijan Province. The first national conference on new approaches in accounting and management, Middle. (in Persian)

Maskin Nawaz, S., Ghorbani, M., Nilipour Tabatabai, S.A., Niroumand, H.A. (2018). Empowerment model of sales managers in the insurance industry: A study in insurance sales agencies in Khorasan Razavi province. Journal of Insurance, 126 (32), 21-40.
(in Persian)

Mohammadi, A. (2017). Investigating the Obstacles in the Development of Comprehensive Life and Savings Insurance with an Economic, Social, and Cultural Approach (Case Study: Iran). 3rd International Conference on Management, Accounting and Knowledge-Based Economy with Emphasis on Resistance Economics, Tehran. (in Persian)

Nguyen, L., & Worthington, A. C. (2018). Efficiency and Productivity of Australian Private Health Insurers. 31st Australasian Finance and Banking Conference 2018.

Nouri, Sh. and Akbari, N. (2019). Identifying Individual Factors Affecting the Value Creation of Representatives Using Data Mining Methods. International Conference on Insurance and Development, Insurance Research Institute, 26. (in Persian)

Onyango, J. A. (2017). Motivational Strategies and Sales Force Performance in the Insurance Industry in Kenya. Doctoral dissertation, United States International University-Africa.

Panagopoulos, N. G., & Ogilvie, J. (2015). Can salespeople lead themselves? Thought self-leadership strategies and their influence on sales performance. Industrial Marketing Management, 47, 190-203.

Rezaei, F. & Ahmadi, Z. (2012) Evaluating the performance of new insurance branches using BSC and Topsis model. Quarterly Journal of Transformation Development Management, 10, 31-39. (in Persian)

Rezvani, M., Davari, A. & Afrasiabi, R. (2018). Designing the business model of the customer club in the insurance industry with emphasis on innovation and the customer block. Organizational Resource Management Research, 8 (1), 89-112. (in Persian)

Saburabani, E.S. and Khashei, V. (2019). Evidence-based strategic decision modeling in the insurance industry based on data theory. Business Management Quarterly, 11 (42), 782-803. (in Persian)

Safari, S., Moradi Doliskani, S. and Raeisi Ghorbanabadi, H. (2017). Providing a Framework for Evaluating the Performance and Ranking of Insurance Companies with a Multi-Index Decision Making Approach (Enriched Prammetry Method). Insurance Research Journal, 32 (1), 1-22. (in Persian)

Stoeckli, E.T. (2018). Understanding axon guidance: are we nearly there yet? Development, 145(10), dev151415.

Shen, K. Y., Hu, S. K., & Tzeng, G. H. (2017). Financial modeling and improvement planning for the life insurance industry by using a rough knowledge based hybrid MCDM model. Information Sciences, 375, 296-313.

Stoeckli, E., Dremel, Ch. & Uebernickel, F. (2018) Exploring characteristics and transformational capabilities of InsurTech innovations to understand insurance value creation in a digital world. Electronic Markets, 28, 287–305.

Taghavi Bafghi, M. & Zarabizadeh, A. (2017). Analysis of sales network empowerment strategies in the insurance industry, the second international conference and the fourth national conference on management research and humanities in Iran, Tehran.
(in Persian)

Turkestani, M. S., Mansoori, T. & Taghizadeh, Y. (2015). Comparative study of clustering algorithms to measure customer value in customer relationship management system in the insurance industry. Modern Marketing Research. 1 (6), 1-22. (in Persian)

Voegtlin, C. (2016). What does it mean to be responsible? Addressing the missing responsibility dimension in ethical leadership research. Leadership, 12(5), 581-608.

Wang, P. (2014). government intervention and the empowerment process: citizen involvement in the 2010 Shanghai world expo. Journal of Public Affairs, 14(2), 130-141.

Wijayanti, S. K., & Ramsay, B. (2016). Life Insurance Take-Up Rate Influencing Factors Comparison between Malaysia and Japan. International Journal of Business and Social Research, 6(7), 37-41.

Yaisawarng, S., Asavadachanukorn, P., & Yaisawarng, S. (2014). Efficiency and productivity in the Thai non-life insurance industry. Journal of productivity analysis, 41(2), 291-306.

Zareyi, N., Siahsarani Kojori, M.A. (2015). Identify and screen the challenges of advancing the sales network in the insurance industry and provide solutions using the fuzzy Delphi method. Modern Marketing Research, 16 (5), 111-124. (in Persian)

y analysis, 41(2), 291-306.

Zareyi, N., Siahsarani Kojori, M.A. (2015). Identify and screen the challenges of advancing the sales network in the insurance industry and provide solutions using the fuzzy Delphi method. Modern Marketing Research, 16 (5), 111-124. (in Persian)