Evaluation of potential clients in the insurance industry: a case of an Iranian institution (Razi)
Journal Title: International Research Journal of Applied and Basic Sciences - Year 2013, Vol 5, Issue 12
Abstract
Organizations must be able to maintain living well to survive and make profit in a changing environment with different and defiant commercial partners and competitors. Therefore a beneficial use of appropriate and modern strategies and instruments is essential. Customer relations management helps organization to make a bridge from customer-orientation to organization aims as a powerful up-to-date instrument and also an appropriate strategy. Using statistical methods, a model will be presented to predict current potential customer value in this research and its application will be studied in insurance industry. The survey research method is considered proper for this purpose. The statistical population included all previous and current Razi Insurance customers. Simple random sampling method was applied. Regarding limitations of time and research instrument, the sample volume was 370 members. The required information was collected through written questionnaires. All research hypotheses were statistically verified. Potential Customer value was correlated with purchase history (0.479(, customer need (0.434), and customer income (0.462) respectively.
Authors and Affiliations
Davood Salmani| EditorandReviewer of Emerald Group, Faculty member of Tehran University, Faculty member of National science, Amir Hossein Amirkhani| Assistant Professor of Management Group, Payame Noor University of Tehran Region, Leila Khansari *| Mba, Payame-noor University of Damavand. email: liliano_kk@yahoo.com
Keywords
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