Διερεύνηση της επίδρασης δημογραφικών κοινωνικοοικονομικών και λοιπών στοιχείων πελατών ασφαλιστικής εταιρείας στο ασφαλιστικό τους προφίλ
Exploring how socio-demographic and other characteristics of insurance company clients may affect their insurance profile
KeywordsΤμηματοποίηση πελατολογίου ; Ασφαλιστική αγορά ; Δημογραφική στατιστική ; Στατιστική ανάλυση ; Decile analysis
In recent years, the manipulation and analysis of a large and scattered amount of data in a quick and efficient way, is one of the major challenges modern insurance companies face. The segmentation of customers and the fact that every client is unique with individual needs is one of the biggest trends and companies focused on developing improvements on management, maintenance and development of the clientele through hard data analysis. The individual products are nowadays the main objective of insurance companies in a highly increasing competitive environment. This study therefore aimed at segmenting the insurance company’s clientele based on demographic, socioeconomic and other characteristics, in order to understand the behavior and needs of several customer groups and to identify opportunities and trends within the customer database. In the first chapter, we refer to the insurance science and the importance of information management. In the second chapter, we present the available variables that the insurance company has provided to us and the necessary data manipulation we implemented before the analysis. Then we present some common segmentation techniques. In the third chapter, we present the segmentation techniques we selected as the most appropriate for our analysis. The two techniques we applied in our study are a) Segmentation based on Business Rules and b) Segmentation based on decile analysis. Subsequently, we analyze the general characteristics of the portfolio. Finally, we present all the analysis we performed for our study, the procedure that was followed and the results of the study. In the fourth chapter, we present the main findings of our study, the boundaries of our research and finally, suggestions for further research.