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Losing Face-to-Face Selling in a Dig...

Bell, Casey M.,

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Losing Face-to-Face Selling in a Digital World: An Empirical Investigation of Relationship Selling in the Independent Insurance Agency /

Record Type:	Electronic resources : Monograph/item
Title/Author:	Losing Face-to-Face Selling in a Digital World: An Empirical Investigation of Relationship Selling in the Independent Insurance Agency // Casey M Bell.
Author:	Bell, Casey M.,
Description:	1 electronic resource (74 pages)
Notes:	Source: Dissertations Abstracts International, Volume: 86-06, Section: B.
Contained By:	Dissertations Abstracts International86-06B.
Subject:	Home economics. -
Online resource:	https://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=31762298
ISBN:	9798346875598

Losing Face-to-Face Selling in a Digital World: An Empirical Investigation of Relationship Selling in the Independent Insurance Agency /
Bell, Casey M.,

Losing Face-to-Face Selling in a Digital World: An Empirical Investigation of Relationship Selling in the Independent Insurance Agency /Casey M Bell. - 1 electronic resource (74 pages)

Source: Dissertations Abstracts International, Volume: 86-06, Section: B.

Over the past 20 years, our economy has transformed into a service-based economy as opposed to the previous industrial-based economy. The service industry is growing and rapidly becoming one of the primary sectors of the economy. Relationship selling is crucial to the service industry, especially the property and casualty insurance market-because it involves complex, highly intangible services. Even though consumers use the internet before reaching out to an insurance agent, this does not mean relationship selling is unnecessary. With complex products like property and casualty insurance, relationship selling is crucial to grasp what consumers truly need and understand. The purpose of this dissertation is to examine the impact of market orientation, relationship selling, and the relationship sales cycle that is involved in the process. Empirical results provide compelling evidence for the important roles of market orientation and relationship selling to the independent agent to run a successful and competitive business. Digitalization has become more prevalent, and independents agent must also adapt for their sustainability. Findings from this research could also be utilized in other service industry fields.

English

ISBN: 9798346875598Subjects--Topical Terms:

551902
Home economics.
Subjects--Index Terms:

Customer satisfaction

Losing Face-to-Face Selling in a Digital World: An Empirical Investigation of Relationship Selling in the Independent Insurance Agency /
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245 1 0 $a Losing Face-to-Face Selling in a Digital World: An Empirical Investigation of Relationship Selling in the Independent Insurance Agency / $c Casey M Bell.
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500 $a Source: Dissertations Abstracts International, Volume: 86-06, Section: B.
500 $a Advisors: Gao, Gerald Committee members: Ju, Min; Seemantini, Pathak.
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520 $a Over the past 20 years, our economy has transformed into a service-based economy as opposed to the previous industrial-based economy. The service industry is growing and rapidly becoming one of the primary sectors of the economy. Relationship selling is crucial to the service industry, especially the property and casualty insurance market-because it involves complex, highly intangible services. Even though consumers use the internet before reaching out to an insurance agent, this does not mean relationship selling is unnecessary. With complex products like property and casualty insurance, relationship selling is crucial to grasp what consumers truly need and understand. The purpose of this dissertation is to examine the impact of market orientation, relationship selling, and the relationship sales cycle that is involved in the process. Empirical results provide compelling evidence for the important roles of market orientation and relationship selling to the independent agent to run a successful and competitive business. Digitalization has become more prevalent, and independents agent must also adapt for their sustainability. Findings from this research could also be utilized in other service industry fields.
546 $a English
590 $a School code: 0481
650 4 $a Home economics. $3 551902
653 $a Customer satisfaction
653 $a Market orientation
653 $a Relationship marketing
653 $a Relationship selling
653 $a Retention
653 $a Digital world
690 $a 0338
690 $a 0310
690 $a 0454
690 $a 0386
710 2 $a University of Missouri - Saint Louis. $b College of Business Adminstration. $e degree granting institution. $3 3816099
720 1 $a Gao, Gerald $e degree supervisor.
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792 $a 2024
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