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Bancassurance -- a valuable tool for developing insurance in emerging markets

Author

Listed:
  • Gonulal, Serap O.
  • Goulder, Nick
  • Lester, Rodney

Abstract

Bancassurance is the process of using a bank's customer relationships to sell life and non-life insurance products. In some developed countries it has had a dramatic impact on developing sales volumes, attaining market shares in excess of 50 percent in life and more than 10 percent in non-life. By contrast, in other developed countries it has had much lower impact. Its strategic benefits to developing countries are wide ranging. This paper discusses the potential of Bancassurance to contribute to the growth and the stability that both life and non-life insurance products can bring to developing countries. The details of how some approaches work better than others, and how regulation and consumer protection issues can impact such development, are reviewed here, together with a discussion of regulatory policy issues and recommendations for best practice. The paper provides a detailed study of the operation of Bancassurance in a major developed market (France). This is contrasted with a further study in a developing market (Mexico). A short summary draws together the key implications for developing countries.

Suggested Citation

  • Gonulal, Serap O. & Goulder, Nick & Lester, Rodney, 2012. "Bancassurance -- a valuable tool for developing insurance in emerging markets," Policy Research Working Paper Series 6196, The World Bank.
    • Handle: RePEc:wbk:wbrwps:6196
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    References listed on IDEAS

    as
    1. Marco Arena, 2008. "Does Insurance Market Activity Promote Economic Growth? A Cross‐Country Study for Industrialized and Developing Countries," Journal of Risk & Insurance, The American Risk and Insurance Association, vol. 75(4), pages 921-946, December.
    2. Erik Feyen & Rodney Lester & Roberto Rocha, 2013. "What Drives the Development of the Insurance Sector? An Empirical Analysis Based on a Panel of Developed and Developing Countries," Journal of Financial Perspectives, EY Global FS Institute, vol. 1(1), pages 117-139.
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    Cited by:

    1. Marzai Elda, 2018. "Bancassurance in a digital era," Proceedings of the International Conference on Business Excellence, Paradigm, vol. 12(1), pages 601-611, May.
    2. Marzai Abliz Elda, 2019. "The impact of lending on bancassurance activity," Proceedings of the International Conference on Business Excellence, Paradigm, vol. 13(1), pages 171-181, May.
    3. Tsai-Jyh Chen, 2019. "Marketing channel, corporate reputation, and profitability of life insurers: evidence of bancassurance in Taiwan," The Geneva Papers on Risk and Insurance - Issues and Practice, Palgrave Macmillan;The Geneva Association, vol. 44(4), pages 679-701, October.
    4. Miguel Angel Latorre Guillem, 2020. "The Customer Orientation Service of Spanish Brokers in the Insurance Industry: The Advisory Service of the Insurance Distribution Channel Bancassurance," Sustainability, MDPI, vol. 12(7), pages 1-22, April.
    5. Chia‐Chun Chiang, 2020. "Does Having an Affiliated Bank Improve Life Insurer Performance in a Turbulent Market?," Journal of Risk & Insurance, The American Risk and Insurance Association, vol. 87(3), pages 627-664, September.

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