Description: Presented at October 1985 Annual Meeting. This session discussion is about marketing opportunities, marketing techniques, product selection and design.

Description: This report summarizes the results of a Delphi study to identify and debate possible new approaches or Blue Ocean Strategies to acquiring business by life insurers.

Description: Presented at May 1986 Spring Meeting. This session discussion is about marketing arrangements and mergers with non-insurance the financial institutions.

Description: Life Insurers have fallen behind the customer service curve and service expectations of younger customers. This article suggests changes for correcting this.

Description: This literature guide focuses on individual life insurance distribution, with an emphasis on marketing operations which use the agency distribution system - although much of the material is applicable to direct response marketing.

Description: Presented at October 1985 Annual Meeting. Discusses the regulatory environment, investment crossover opportunities, types of distribution alternatives, corporate culture obstacles, agency only versus risk sharing opportunities.

Description: Presented at October 1986 Annual Meeting. This session discussion is about recent trends in direct response marketing. This discussion will be led by two prominent direct response marketing professionals. Their initial remarks will provide a contrast of the growth strategies of a large established direct response company with those of a smaller, more recent entrant into this increasingly competitive market.

Description: This discussion seeks to answer the following: What new trends in marketing insurance are in prospect for the future? What are the prospects for life insurance to be marketed jointly with fire, casualty, and other lines of insurance? What new trends or innovations are showing up in the field of agency compensation? Is there a trend toward payment of premiums on a monthly basis?