The Dark Side of Life Insurance in Achieving Sales Target

• Main Authors: Ayunda Nirmala, Gancar Candra Premananto
• Format: Book Section PeerReviewed
• Language: English; Indonesian; English
• Published: Universitas Pendidikan Indonesia 2018
• Subjects: H Social Sciences; HF5437-5444 Purchasing. Selling. Sales personnel. Sales executives; HG8011-9999 Insurance
• Online Access: http://repository.unair.ac.id/100127/1/Gancar%20Candra%20P_Karil%2014_The%20dark%20side%20of%20Sales%20Person%20GCBME%202018.pdf; http://repository.unair.ac.id/100127/2/Gancar%20Candra%20P_Peer%20Review%20014.pdf; http://repository.unair.ac.id/100127/3/Gancar%20CP_Similarity%2014_The%20Dark%20Side%20of%20Life%20Insurance%20in%20Achieving%20Sales%20Target.pdf; http://repository.unair.ac.id/100127/; https://bme.conference.upi.edu/2018/
• Institution: Universitas Airlangga

In this study, the researcher wanted to know more about what unethical things the marketer did, and also what consideration factors make marketers unethical, and how far the supervisor knows the unethical actions performed by insurance marketers. The research method used is qualitative approach with snowball sampling technique. Thematic analysis is used as the basis for qualitative research analysis with depth-interview. The findings based informants there are unethical actions conducted by marketers which is Misrepresentation, Premium Payment, Churning, Pooling, Discrediting competitors, Discount / Indocument, Premium Deposit Delivery, Account Opening and Policy Insurance without Customers Knowledge, Falsifying Customers Data Information, Misappropriation of Customers Fund, "Suicide", Faking Signature in Form that Forgot, and Forging Customers Signature. The unethical actions performed by these marketers can be categorized into several indicators, namely the applicable special regulatory indicators, legal indicators, cultural indicators and ethical indicators. In addition, the factors affecting marketers to perform such unethical actions are due to factors of need for money, obligations to meet sales targets and work environment culture.