Abstract:
In this research, we intend to study what are the factors affecting the purchase
of insurance products for the development of this sector. Therefore, our goals are to
understand and explore the client’s behavior and find the necessary recommendations to
strengthen the insurance industry.
In order to detect and experimentally verify the effects of these concepts on the
behavior of insurance contract, we have elaborated a qualitative study, when data was
be collected from thirty directors of insurance agencies in Saudi Arabia marketplace to
investigate the real reasons of the subscription in insurance products.
Then, the proposed model summarizes the variables that affect the behavior of
underwriting, which are ‘religiosity’, ‘fear’, ‘optimism’, ‘emotional regulation’ and ‘opinion
leadership’.
This research carries the theoretical benefit of researchers interested in studying the
behavior of underwriting insurance, as well as the practical benefit of workers in this
sector.
