The Study Of Infuencing Factors Of Customer Potential Value In Life Insurance Industrya

As an means to control risks and improve quality of life , life insurance improves more and more attention. At the same time, competition among life insurance companies is intensified. The deep excavation of the potential value of existing customers has become an important component of competition. So how to achieve the Customer Potential Value more efficiently appears to be very meaningful. Based on such research eveironment, this articl is studying the influencing factors of CPV in life insurance industry. that affect the composition of the factors and their potential value and between the customer orientation, relationship between the quantity. Including the factors affecting the composition and their orientation and quantity relationships between the influencing factors and CPV.At present, the researches about the influencing factors of CPV are focusing on the banking industry. And there is little relevent researches on the insurance industry.In this paper,I also studied the influencing factors of CPV in other industries. Combined with the specific characteristics of the life insurance industry,I established a new influencing factors model of customer potential value in the life insurance industry. And based on this model, making the assumption about the Correlation and Regression relationships between the influencing factors and CPV.In this paper, our special study are the clients of life insurance companies.We want get two kinds of data from them. On the one hand, the degree of impact from a variety of influencing factors. On the other hand, their wishes of the CPV(including the volume of purchase, cross-purchase and recommend a new customer). By using the statistical methods, try to achieve the correlation analysis and regression analysis between the influencing factors and CPV. Finally, we received the orientation and quantity relationships between them.Contribution to this study is to find out the influencing factors of CPV in life insurance industry. Demonstrated the correlation relationship between the potential value and influencing factors. And found the sepcial reasons of the implementation of the CPV. This can help the insurance companies making full use of customer data and organizing the marketing tools effectivly. Companies have chances to improve the influencing factors which customers caring about, and actively promote the realization of the CPV. At the same time, this paper also provided the direction of research to other financial services. Therefore, this article own a high theoretical and practical significance.