The consolidation among German carriers and a wave of new foreign
providers have changed the conditions in the German industrial
insurance market drastically. To stay competitive nowadays,
industrial insurers have to adjust to the modified conditions of
competition and have to develop new strategic competitive
advantages. The key issue for carriers is thereby the
identification, development and fostering of determinants which
influence the buying decision of insurance buyers. The buyer
perception of overall competitiveness is strongly related to the
actual decision to buy. This book reviews academic and professional
literature on competitive factors of industrial insurers and
identifies a set of 10 competitive factors that is heavily used
across previous studies. The author Christian B. Schmitz examines
these 10 factors through a survey sent to insurance buyers in the
market, identifies the most substantial competitive factors and
gives recommendations how industrial insurers can improve their
competitiveness. The book is addressed to professionals of
industrial insurers, to brokers and corporate risk managers as well
as to academics and students.
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