抄録
わが国では従来より営業職員による対面販売を主軸に,生命保険を販売してきた。しかし近年,当社を含めた外資系生命保険会社を中心に,非対面方式の通信販売にて生命保険の販売が行われるようになってきた。さらに銀行窓販も全面解禁となり,また最近では,申込から成立までネット上で完結する,インターネット専業の生命保険会社も出現し,販売チャネルはますます多様化してきている。このため従来,危険選択の最初の関門であった,営業職員による一次選択が行われずに,生命保険の加入が可能となっている。その結果,近年の経済状態の悪化に伴い,ますます逆選択の混在が懸念されている。そこで当社における,最近の銀行窓販とインターネット経由販売の傾向を踏まえて,販売チャネルの多様化による生命保険販売の変化について考てみる。また営業職員を介さない非対面方式の通信販売の危険選択と,保険会社の営業職員ではない銀行員による対面販売の危険選択について,その実際と特徴を当社の経験を元に考えてみる。
In Japan life insurance has been sold by the sales staff mainly with the face-to-face selling. However, the life insurance selling has recently been conducted by the mail order that is a non-face-to-face method, among foreign-affiliated life insurance companies including our company. Furthermore, the bank on the insurance selling over the bank counter has completely removed, and pure-internet-play life insurance companies have also appeared, which complete the procedure from the application to the conclusion on the net. And thus, the sales channel has increasingly been diversified. Without the primary selection by the sales staff that has conventionally been the first hurdle of the risk selection, the entry of insurance has become possible. As a result, with the aggravation of economic conditions in recent years, there is fear that the mixture of adverse selection will increase. We will therefore consider the change in the life insurance marketing due to the diversification of the sales channel on the basis of the current trend of bancassurance and the selling via the Internet in our company. Concerning the non-face-to-face risk selection of the mail order not through sales staff and the face-to-face risk selection by the bank staff who are not the sales staff of insurance companies, the practical situation and characteristics will be considered based on our experience.
