Product details

The case focuses on ethical issues in the marketing of insurance products. It also examines the possibility of the use of unethical practices when a sales force operates on a commission basis. The case also explores the conflict that arises when an employee''s moral philosophy clashes with that of the company. It also focuses on the ethical conflicts faced by the sales force when persuading a prospective customer to purchase a policy. The case is structured to enable students to: (1) understand the various ethical issues in the marketing of insurance products; (2) understand the ethical decision making process in the marketing of insurance products; (3) discuss the advantages and disadvantages of selling a product by unethical means and its impact on the company in the long run; and (4) understand the significance of a code of ethics in the absence of uniform policies and standards in the industry for marketing insurance products. The case is aimed at MBA/PGDBA students, and is intended to be part of the insurance marketing curriculum.