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. Appendices are included.

Description: Article Editorial by Moorhead in The Actuary, February 1979, Volume 13, Number 2

Description: As we further explore how life insurance customers think and behave, we can address their needs more effectively. Using data and predictive analytics we can better identify groups to target. By embracing technology and approaching customers with the right distribution channels based on preference, we can make life insurance more accessible. We can speak the customers' language. We can understand that they are not all created equal, and tailor products to meet individual needs. In short, we can leverage data, research and technology to become very consumer centric. Getting closer to the customer, can we lower the perceived cost, and raise the perceived benefit of life insurance to a point where customers get excited? Will this not then be a product to buy, not sell?

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

Description: Presented at May 19996 Spring Meeting. This session focuses on emerging compensation plans in the life insurance industry: levelized commissions, potential changes in NY regulations, compensation in alternative channels, salaried agents, innovative programs.

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 1996 Spring Meeting. Discusses how marketers are pushing the distribution frontiers of insurance and financial services: technology utilized, what is successful, product and service implications.

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: Letter from the editor