Discussion On Honest Management Of Salesman In Insurance Electronic Commerce

Insurance credit has long been a major topic of concern. In September2002,when he was CIRC Chairman, Ma Yongwei pointed out in Beijing that Credit crisis is the biggest crisis the insurance industry.2003the survey of National Bureau of Statistics of China’s economic data monitoring center showed that less than10%of people recognition of the domestic insurance. The problem of insurance credit is an important issue for us to maintain healthy and stable development of insurance industry.Insurance e-commerce develops in China but something more than a decade. And the promotion of e-commerce in the insurance application should be after2005. When selling the insurance products, the characteristic of e-commerce brings about more risk points than the traditional process, and therefore more likely to cause the agents’ integrity.Ping An Life’s mobile e-commerce (Ping An called Mobile Integrated Terminal, referred to as MIT) is an innovation in the field of life insurance sales. Since the promotion of the project, in order to minimize credit risk, Ping An Life sets the corresponding risk measures in technology, processes and systems to ensure the smooth implementation of the project. Up to now, the implementation of Jiangsu branch shows the indicators stable and we found no significant risk exposures and contract disputes, so we should be say that the project is to promote effective and risk control. But I, as the Jiangsu Branch staff, in my daily work still found some of the salesman credit problems, therefore, salesman integrity management of Jiangsu Branch have some room for improvement.This paper starts from the theory of analyzing the reasons for credit problems. Citing Williamson and Noorderhaven’s theory of human nature is to indicate the existence of human nature opportunistic. And the performance of opportunism will change from the external environment, thus limiting human opportunism must start from the strengthening of environmental control. Next, the article combines the characteristics of insurance e-commerce and the difference of MIT and traditional insurance process, sums up the risk points in new process, and applying the theory of human nature and the relevant data shows that the risk is even more likely to lead to integrity problem of agents. To be more specific, targeted understanding the practical problems of Ping An Life Jiangsu Branch, the author uses the methods of clerk interviews, questionnaires and case study to further clarify the agents’ integrity problem in MIT and related reasons. Finally using the view of the theory that strengthening the control of the external environment can limit human opportunistic, and combined with the principles of three major U.S. credit companies’establishment and credit management practices, the author puts forward the recommendations about agents’ integrity management of Ping An Life Insurance salesman, Jiangsu Branch.