PERSUASIVE STRATEGIES USED BY INSURANCE AGENTS IN PROSPECTING CUSTOMERS BASED ON THE CUSTOMERS’ AGE FACTOR

Authors

  • Olivia Olga Wijaya English Department, Faculty of Letters, Petra Christian University, Surabaya, Indonesia
  • Herwindy Maria Tedjaatmadja English Department, Faculty of Letters, Petra Christian University, Surabaya, Indonesia

DOI:

https://doi.org/10.9744/katakita.5.1.15-20

Keywords:

Buku Pembelajaran Bermain Biola, Kecerdasan Emosional Anak Usia 5-8 Tahun

Abstract

This study aimed to find out the persuasive strategies used by X insurance agents in prospecting the customers and reveal the differences and similarities between persuasive strategies used by insurance agents in prospecting same-age customers and older customers. Through this study, the writer tried to relate the persuasive strategies used by insurance agents to the customers’ age factor. The writer chose three insurance agents who worked in X Insurance company and classified the customers into two categories based on their ages; firstly, customers who are in the same-age group as the agents; secondly, customers who are in different-age (older) group from the agents. In the findings, it turned out that in prospecting both customers’ categories, the insurance agents used both persuasive strategies proposed by Beebe & Beebe (2012); however some methods of persuasion strategies were not used at all. This study concluded that the age of the customers does not really affect the way insurance agents prospect their customers.

References

Alexander, M. (2012). Persuasive Strategies Used by James Farmer Jr. and Samantha Booke in the Great Debaters Film: (Thesis No. 02012009/ING/2012). Unpublished Undergraduate Thesis, Petra Christian University, Surabaya.

Beebe & Beebe. (2012). Public Speaking: An Audience-Centered Approach (8th ed.). Boston: Pearson Education.

Hatane, M. (2011). The Persuasive Strategies Used on the Phone by Male and Female Insurance Salespeople in Surabaya: (Thesis No. 02011946/ING/2011). Unpublished Undergraduate Thesis, Petra Christian University, Surabaya.

Insurance agent. (n.d.) Farlex Financial Dictionary. (2009). Retrieved November 01 2016 from http://financial-dictionary.thefreedictionary.com/Insurance+agent

Kotler, P & Armstrong, G. (2004). Principles of Marketing (10th ed.). New Jersey, USA: Pearson.

Larson, C. U. (2004). Persuasion: Reception and Responsibility. Belmont: Thomson Learning Inc.

Yoon et al. (2005). Cognition, Persuasion, and Decision Making in Older Consumer. Netherlands: Springer Science + Business Media, Inc.

Downloads

Issue

Vol. 5 No. 1 (2017)

Section

Articles

License

Authors who publish with this journal agree to the following terms:

    1. Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution License that allows others to share the work with an acknowledgement of the work's authorship and initial publication in this journal. 
    2. Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in this journal. 
    3. Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work (See The Effect of Open Access).