Distribution channels and growth strategies in Spanish insurance: from networks of agents to branch offices (1870–1940)

This article analyses the factors that determined the choice of distribution channel within the Spanish insurance industry and its relation with growth strategies performed by firms. To achieve this goal, we have gone through documentary sources from the main companies to examine the relationships b...

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Detalles Bibliográficos
Autores: Pons Pons, Jerònia, Gutiérrez González, Pablo
Tipo de recurso: artículo
Estado:Versión aceptada para publicación
Fecha de publicación:2024
País:España
Institución:Universidad de Sevilla (US)
Repositorio:idUS. Depósito de Investigación de la Universidad de Sevilla
OAI Identifier:oai:idus.us.es:11441/164122
Acceso en línea:https://hdl.handle.net/11441/164122
https://doi.org/10.1080/00076791.2021.1979516
Access Level:acceso abierto
Palabra clave:Insurance
Distribution channels
Marketing
Agency system
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spelling Distribution channels and growth strategies in Spanish insurance: from networks of agents to branch offices (1870–1940)Pons Pons, JeròniaGutiérrez González, PabloInsuranceDistribution channelsMarketingAgency systemThis article analyses the factors that determined the choice of distribution channel within the Spanish insurance industry and its relation with growth strategies performed by firms. To achieve this goal, we have gone through documentary sources from the main companies to examine the relationships between companies and agents and their costs, namely: the design of agency contracts, the different procedures on the selection of agents, and the guidelines for inspection, supervision and control of agent networks. Using the framework of agency theory, this study aims to enhance our understanding of the conflicts and dynamics that determined the distribution of such a complex financial product as insurance in a late development economy. We show how insurance companies began the transition to the branch system in the 1920s to reduce the costs arising from the control and monitoring of agents and to mitigate agency conflicts.Taylor & FrancisEconomía e Historia Económica2024info:eu-repo/semantics/articleinfo:eu-repo/semantics/acceptedVersionapplication/pdfapplication/pdfhttps://hdl.handle.net/11441/164122https://doi.org/10.1080/00076791.2021.1979516reponame:idUS. Depósito de Investigación de la Universidad de Sevillainstname:Universidad de Sevilla (US)InglésBusiness History, 66 (2), 510-528.https://doi.org/10.1080/00076791.2021.1979516info:eu-repo/semantics/openAccessoai:idus.us.es:11441/1641222026-06-17T12:51:07Z
dc.title.none.fl_str_mv Distribution channels and growth strategies in Spanish insurance: from networks of agents to branch offices (1870–1940)
title Distribution channels and growth strategies in Spanish insurance: from networks of agents to branch offices (1870–1940)
spellingShingle Distribution channels and growth strategies in Spanish insurance: from networks of agents to branch offices (1870–1940)
Pons Pons, Jerònia
Insurance
Distribution channels
Marketing
Agency system
title_short Distribution channels and growth strategies in Spanish insurance: from networks of agents to branch offices (1870–1940)
title_full Distribution channels and growth strategies in Spanish insurance: from networks of agents to branch offices (1870–1940)
title_fullStr Distribution channels and growth strategies in Spanish insurance: from networks of agents to branch offices (1870–1940)
title_full_unstemmed Distribution channels and growth strategies in Spanish insurance: from networks of agents to branch offices (1870–1940)
title_sort Distribution channels and growth strategies in Spanish insurance: from networks of agents to branch offices (1870–1940)
dc.creator.none.fl_str_mv Pons Pons, Jerònia
Gutiérrez González, Pablo
author Pons Pons, Jerònia
author_facet Pons Pons, Jerònia
Gutiérrez González, Pablo
author_role author
author2 Gutiérrez González, Pablo
author2_role author
dc.contributor.none.fl_str_mv Economía e Historia Económica
dc.subject.none.fl_str_mv Insurance
Distribution channels
Marketing
Agency system
topic Insurance
Distribution channels
Marketing
Agency system
description This article analyses the factors that determined the choice of distribution channel within the Spanish insurance industry and its relation with growth strategies performed by firms. To achieve this goal, we have gone through documentary sources from the main companies to examine the relationships between companies and agents and their costs, namely: the design of agency contracts, the different procedures on the selection of agents, and the guidelines for inspection, supervision and control of agent networks. Using the framework of agency theory, this study aims to enhance our understanding of the conflicts and dynamics that determined the distribution of such a complex financial product as insurance in a late development economy. We show how insurance companies began the transition to the branch system in the 1920s to reduce the costs arising from the control and monitoring of agents and to mitigate agency conflicts.
publishDate 2024
dc.date.none.fl_str_mv 2024
dc.type.none.fl_str_mv info:eu-repo/semantics/article
info:eu-repo/semantics/acceptedVersion
format article
status_str acceptedVersion
dc.identifier.none.fl_str_mv https://hdl.handle.net/11441/164122
https://doi.org/10.1080/00076791.2021.1979516
url https://hdl.handle.net/11441/164122
https://doi.org/10.1080/00076791.2021.1979516
dc.language.none.fl_str_mv Inglés
language_invalid_str_mv Inglés
dc.relation.none.fl_str_mv Business History, 66 (2), 510-528.
https://doi.org/10.1080/00076791.2021.1979516
dc.rights.none.fl_str_mv info:eu-repo/semantics/openAccess
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
application/pdf
dc.publisher.none.fl_str_mv Taylor & Francis
publisher.none.fl_str_mv Taylor & Francis
dc.source.none.fl_str_mv reponame:idUS. Depósito de Investigación de la Universidad de Sevilla
instname:Universidad de Sevilla (US)
instname_str Universidad de Sevilla (US)
reponame_str idUS. Depósito de Investigación de la Universidad de Sevilla
collection idUS. Depósito de Investigación de la Universidad de Sevilla
repository.name.fl_str_mv
repository.mail.fl_str_mv
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score 15,811543

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