Abstract
The Financial Services Act (FSA) has had a major impact on the distribution strategies of life assurance companies in Britain. In particular it has led to a shift away from reliance on a single independent channel of distribution, towards a multi‐channel approach with the life company exerting direct control over the distribution process. The Scottish‐based mutual life companies faced particular difficulties in responding to the changed environment because of the particular characteristics of these offices. Examines the particular responses of the Scottish mutual life companies to the FSA.
| Original language | English |
|---|---|
| Pages (from-to) | 25-31 |
| Number of pages | 7 |
| Journal | International Journal of Bank Marketing |
| Volume | 12 |
| Issue number | 4 |
| DOIs | |
| Publication status | Published - 1 Jun 1994 |
Keywords
- Assurance companies
- Change
- Financial Services Act
- Life insurance
- Marketing
- Marketing strategy
- Salesforce
- Scotland
ASJC Scopus subject areas
- Marketing