While consumers increasingly use the Internet to borrow, manage, save, and invest their money, the growth of the Internet as a medium of transaction for insurance products has been slow. There are many reasons for the present situation, including resistance from insurance companies, intermediaries, and consumers. Paralleling the sluggish state of online insurance sales themselves, academic research on online insurance behavior has been slow in developing. Yet there may be as much to learn from studying a case of a market that failed to live up to its initial rosy predictions as from one that has.


Insurance Market Life Insurance Insurance Industry Price Dispersion Identity Theft 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.


  1. American Council of Life Insurers. (2006). Life Insurers Fact Book: 2006. Washington, DC: Author.Google Scholar
  2. Art, M. M., Dynia, M. V., Silverhart, T. A., Jamison, K. S., Retzloff, C. D., & Drinkwater, M. (2001). Our connected society: Finances and insurance online. Windsor, CT: LIMRA.Google Scholar
  3. Atkinson, R. D., & Wilhelm, T. G. (2002). The best states for ecommerce. Washington, DC: Progressive Policy Institute.Google Scholar
  4. Baum, K. (2006, April 19). Identity theft 2004. Washington, DC: U.S. Department of Justice, Bureau of Justice Statistics.Google Scholar
  5. Berger, A. N., Cummins, J. D., & Weiss, M. A. (1997). The coexistence of alternative distribution systems: The case for property-liability insurance. Journal of Business, 70(4), 515–546.CrossRefGoogle Scholar
  6. Booz Allen. (2001, August 22). Booz Allen survey reveals gap between internet insurance offerings and customer needs. Press Release. New York, NY.Google Scholar
  7. Brown, J. R., & Goolsbee, A. (2002). Does the internet make markets more competitive? Evidence from the life insurance industry. Journal of Political Economy, 110(3), 481–507.CrossRefGoogle Scholar
  8. Buchner, A. (2006). Marketing life insurance online. New York: Jupiter Research.Google Scholar
  9. Burger, K. (2005, June 15). Laggards no more. Insurance & Technology, S4.Google Scholar
  10. Burger, K. (2006, February 15). Sold, not bought. Insurance & Technology, C3.Google Scholar
  11. Celent. (2002). Online insurance sales and marketing: Practices and profiles. New York: Author.Google Scholar
  12. Clemons, E. K., & Hitt, L. M. (2000). The internet and the future of financial services: Transparency, differential pricing and disintermediation (Working Paper). Philadelphia, PA: Wharton School of Business, University of Pennsylvania.Google Scholar
  13. comScore Networks (2006, February 21). comScore reports 24 % growth in auto insurance quotes and 29 % growth in policies purchased online in 2005. Press Release. Reston, VA: Author.Google Scholar
  14. The Customer Respect Group (2006, December 5). 50 life insurance companies ranked on how they treat online customers. Ipswich, MA: Author.Google Scholar
  15. Dahlby, B., & West, D. S. (1986). Price dispersion in an automobile insurance market. Journal of Political Economy, 94(2), 418–438.CrossRefGoogle Scholar
  16. Eastman, K. L., Eastman, J. K., & Eastman, A. D. (2002). Issues in marketing online insurance products: An exploratory look at agents’ use, attitudes, and views of the impact of the internet. Risk Management and Insurance Review, 5(2), 117–134.CrossRefGoogle Scholar
  17. Ensor, B. (2005). How to design better car insurance web sites. Cambridge, MA: Forrester Research.Google Scholar
  18. Ensor, B. (2006a). UK online insurance dales forecast: 2006 to 2011. Cambridge, MA: Forrester Research.Google Scholar
  19. Ensor, B. (2006b). German online insurance sales forecast: 2006 to 2011. Cambridge, MA: Forrester Research.Google Scholar
  20. Garven, J. R. (2002). On the implications of the internet for insurance markets and institutions. Risk Management and Insurance Review, 5(2), 105–116.CrossRefGoogle Scholar
  21. Goch, L. (2002, May). What works online: Some insurers have found the key to unlocking online sales. Best’s Review, 24–34.Google Scholar
  22. Gomez study identifies consumer adoption trends for p/c insurers (2001, May 21). Insurance Journal. Retrieved from Scholar
  23. Greenberg, P. A. (2002, August 17). Online insurance: Who needs it? E-Commerce Times, Retrieved from Scholar
  24. Hoober, S. (2006, November). Insurance on the web: Humdrum sales never matched the hype. The Regulator: Newsletter of the Insurance Regulatory Examiners Society, 1–6.Google Scholar
  25. Hoyt, R. E., Dumm, R. E., & Carson, J. M. (2006, May). An examination of the role of insurance producers and compensation in the insurance industry. Alexandria, VA: Independent Insurance Agents and Brokers of America.Google Scholar
  26. Hunter, J. R. (2005, February 24). The impact of commissions on prices and service quality for home and automobile insurance. Washington, DC: Consumer Federation of America.Google Scholar
  27. Hunter, J. R., & and Hunt, J. H. (2001). Term life insurance on the internet: An evaluation of on-line quotes. Washington, DC: Consumer Federation of America.Google Scholar
  28. Intuit. (2000, April 19). National consumer survey sees growing momentum for online insurance trend. Press Release. Mountain View, CA: Author.Google Scholar
  29. Kempler, C., & Baxter, K. H. (2002). State regulation of online insurance activities, Electronic Banking Law & Commerce Report, September, 1–5.Google Scholar
  30. Kreidler, M. (2001, March). How to pick an agent or broker. Olympia, WA: Office of the Insurance Commissioner.Google Scholar
  31. LIMRA. (2006). Facts about life 2006. Windsor, CT: Author.Google Scholar
  32. Mayer, R. N., Huh, J., & Cude, B. J. (2005). Cues of credibility and price performance of life insurance web sites. Journal of Consumer Affairs, 39(1), 71–94.CrossRefGoogle Scholar
  33. Phan, D. (2005). 2005 identity fraud survey report. Pleasanton, CA: Javelin Strategy & Research.Google Scholar
  34. Schwartz, B. (2004). The paradox of choice. New York: Ecco Press.Google Scholar
  35. Yahoo! (2005). Selling money: The impact of the online channel on insurance. Yahoo! Summit Series.Google Scholar
  36. Yahoo! (2006). Long & winding road: The route to the cash register. Yahoo! Summit Series. Retrieved August 24, 2007, from Road_final_booklet_5_04_06_931.pdf.Google Scholar

Copyright information

© Springer Science+Business Media, LLC 2008

Authors and Affiliations

  • Robert N. Mayer
    • 1
  1. 1.Department of Family and Consumer StudiesUniversity of UtahSalt Lake CityUSA

Personalised recommendations