عنوان مقاله [English]
Objective :Life insurance in Iran is not only not well-developed but also at low risk of early surrender, causing long-term disruption to insurance companies and insurers' dissatisfaction. This is due to the difficult rules of early life insurance surrender. In recent years, there has been a lot of effort in the insurance industry to increase the share of the life insurance portfolio. Currently, this share is negligible compared to global statistics, and some of them are surrendered annually. Regarding the fact that the researches in the field of life insurance all had a backward perspective and none of them sought to predict this behaviour in the customers, this research aims to measure the tendency of people to life insurance surrender, by independent variables including fatalism, social capital, awareness of the benefits of life insurance, the value of life insurance benefits to the individual, the sense of political security, the sense of economic security, occupational security and contextual variables, and thus the prediction of life insurance surrendering behaviour in life insurance policyholders.
Method :The method used in this study is correlation and regression tests.
Findings : According to the research findings, which is based on a sample of 400 policyholders of the life insurance of KarAfarin insurance company in 2011-2016, there is only a direct relationship between social capital with a tendency to surrender, and other variables had inverse relationships with it. Also, the hypothesis of the existence of an inverse relationship between the tendency to surrender with economic security was rejected. Among the contextual variables, the level of education has the strongest relationship with the tendency to surrender, which is also inverse. In addition, according to the results of the regression test, among the variables studied, the fatalism variable is the most powerful in the tendency to life insurance surrender, and afterwards, the value of life insurance benefits and a sense of political security. The variables of hope for future and sense of economic security have the least overall effect and have less explanatory power than the other variables.
Conclusion :Therefore, given the importance of the value of life insurance benefits, insurers and life insurance salespeople should do their best to understand the real benefits of life insurance coverage to the customer or life insurance insurer. To do this, continuous training of agents and brokers, as well as the use of control mechanisms to ensure that life insurance vendors are properly informed about the benefits of insurance, have special importance.
JEL Classification: G32،G23،G22