Relational Selling, Relationship Quality, and Future Behavioural Intentions in the Health Insurance Industry (Record no. 52714)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 02034nam a2200217 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20191018125447.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 191018b ||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Rai,Shivaprasad |
| 9 (RLIN) | 34834 |
| 245 ## - TITLE STATEMENT | |
| Title | Relational Selling, Relationship Quality, and Future Behavioural Intentions in the Health Insurance Industry |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 57-68 p. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | The convoluted nature of health insurance necessitates sharing of complete, accurate, and timely information to assist the customers to make suitable product choices. The insurance agents should capitalize their technical expertise by carrying out need analysis and engage in relational selling behaviour (RSB) to enhance relationship quality (RQ), namely Trust and Satisfaction. The Future Behavioural Intentions (FI) of customers manifested in repurchase intentions and willingness to recommend rely on Trust and Satisfaction with agents' services. After identifying the literature gap in explicating the effect of RSB on RQ and ultimately on FI, this study was carried out in Karnataka using descriptive cross-sectional survey methodology. The data from customers were collected using established scales, and the data were analyzed by applying partial least square structural equation modelling. The results indicated that customer orientation directly influenced Trust and FI; whereas, information sharing enhanced Trust and Satisfaction, and thereby affected FI. Therefore, insurance companies should stress on customer-orientation and disclosure of relevant information and focus on building a high-quality agent-buyer relationship that would ensure renewal of policies and positive word of mouth. |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | Agents |
| Uncontrolled term | Customer, Information |
| Uncontrolled term | Relationship Quality |
| Uncontrolled term | Future Intentions. |
| Uncontrolled term | Health Insurance |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Basri, Savitha |
| 9 (RLIN) | 32517 |
| 773 0# - HOST ITEM ENTRY | |
| Host Biblionumber | 30302 |
| Host Itemnumber | 77134 |
| Main entry heading | GILANI, MEENAKSHI |
| Place, publisher, and date of publication | INDIAN JOURNAL OF MARKETING 2012 NEW DELHI |
| Other item identifier | 55511026 |
| Title | INDIAN JOURNAL OF MARKETING |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Journal Article |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Main Library | Main Library | 18/10/2019 | Vol 49, No 9/ 55511026JA4 | 55511026JA4 | 18/10/2019 | 18/10/2019 |