Document Type : Original Article
Authors
1
Department of Information Technology Management, SRB.C., Islamic Azad University, Tehran, Iran.
2
Department of Computer Engineering, QIAU, Islamic Azad University, Qazvin, Iran.
Abstract
Life insurance is recognized as a reliable indicator of economic development in many countries due to its essential role in ensuring financial security for households, increasing social welfare, and supporting productive investments. However, in Iran, the share of life insurance in the insurance industry portfolio is very limited, and its growth faces serious challenges. The aim of the present study is to design and explain the factors affecting the development of life insurance sales in Iran. For this purpose, first, using the meta-synthesis method, the findings of the studies were collected and categorized, and then using the three-round fuzzy Delphi technique, the opinions of insurance industry experts were extracted and a consensus was reached. The results showed that the development of life insurance sales is based on three key factors: individual factors including demographic, economic, and attitudinal characteristics of customers; insurance market factors such as sales channels, trust in the insurance company, financial sufficiency, and product innovation; and macroeconomic factors such as inflation rate, economic growth, per capita income, and unemployment level. The findings indicate that individual factors have the greatest impact on the demand side, insurance factors affect supply, and macroeconomic conditions affect both sides. Accordingly, it is recommended that insurance companies expand the share of life insurance by promoting product innovation, improving sales channels, and strengthening financial strength, while increasing customer confidence; policymakers can also provide the basis for increasing the penetration rate of life insurance in the country by controlling economic fluctuations and strengthening the insurance culture in society.
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