Electronic integration and strategic advantage: A quasi-experimental study in the insurance industry

N. Venkatraman, Akbar Zaheer

Research output: Contribution to journalArticle

146 Scopus citations

Abstract

Strategic advantage through'information technology is a popular and an important theme, but the extent of research support is minimal, anecdotal, and sporadic. This paper reports the results of a quasi-experimental study on the impact of dedicated electronic integration [between a focal insurance carrier and its independent agents in the property and casualty (P&C) market] for the focal carrier. The results indicate that the agents that are electronically interfaced with the carrier report improvements in a set of four performance factors in the expected direction (six months after system installation), but statistically different from a matched set of non-interfaced agents (based on size, state, and location category) only in terms of increases in new business policies, but not in terms of effectiveness-namely, neither increases in premiums and commissions nor operating efficiency. Some explanations, extensions and research implications are outlined.

Original languageEnglish (US)
Pages (from-to)377-393
Number of pages17
JournalInformation Systems Research
Volume1
Issue number4
DOIs
StatePublished - Jan 1 1990

Keywords

  • Electronic integration
  • Electronic interfacing
  • Insurance industry
  • Quasi-experimental study
  • Strategic advantage

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