Strategic Intelligence Systems And The Independent Insurance Agent: Perceptions, Problems, And Potential

Abstract

This article reports the results of a study which examined independent insurance agents perceptions of strategic intelligence systems (SIS). The findings indicate that while strategic intelligence systems are purported to exist in many agencies, their focus often is on conventional rather than more potentially strategic activities and issues. The results also indicate that numerous problems limit the participation of agents in strategic intelligence activities. In addition to a lack of preparedness, respondents identified procedural problems, a lack of resources, and a weak effort/outcome relationship.