Behrooz Fathi vajargah. Department of Statistic, Guilan University, Guilan, Iran. Mohammad Hasan Gholizadeh. Seyedeh Fatemeh Jalili

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1 The Effective Factors in Risk Classification of Personal Insurance Customers(Types of Lifetime Insurance) and Its Application in Insurance-Businesses ofcompanies Insurance Behrooz Fathi vajargah Department of Statistic, Guilan University, Guilan, Iran Mohammad Hasan Gholizadeh Department of Business Management, Guilan University, Guilan, Iran Seyedeh Fatemeh Jalili M.A. of Business Management, Islamic Azad University, Rasht Branch, Rasht, Iran Abstract (Corresponding Author) One of the signs development of human societies and characteristic of a social welfare can consider development and spread of insured persons, because the amount of per insured person in every society is symbolizes of growth and mobility the society.entry technology or any new device in human lifetime, poses him to new risks and sometimes does not have the power to prevent from that and cause occur irrecoverable disaster.insurance companies to occurrence prevent selection of inappropriate can pay to classification of risks insured based on their observable characteristics.in this the thesis, in order to help to improve insurance and fair pricing, achieved using databases examined influential factors on damages payments sample companies ranged from 76 to 91 years and then specified the amount of their effectiveness on the amount of damage sustained and insurance and modeling according to one multiple linear regression modelfor analytical equation, at the end defines the most effective factors in the risk classification for insurance customers life time due to use for insurance companies. Keyword:Insurance-Businesses of companies insurance, age of lifetime insurance customers, gender of lifetime insurance customers, jobs of insurance customers lifetime. Introduction If an horrible incident cause of death and loss one life, this is life insurance that compensates financial losses, from a social perspective can state that insured persons is a social plan through collecting money( premium) can COPY RIGHT 2013 Institute of Interdisciplinary Business Research 332

2 damage feet and disability and maim a group of people who these events occur for in early than stipulated time,compensation.theory and hypotheses of personal insurance, reduce the economic impact such risks are for families (Mahdavi,2008). Risk assessment is one of the most important principles in the individual insurance,this assessment enables companies tocategoris people who are insured in specific groups. Insurance companies benefit from classification of risks on three ways: The insured who can be insured with normal premium. this group usually had a habit of being healthy and they are named as insured standard.the insured who suffer from diseases and usually are being insurance coverage with appropriate additional premium for those diseases (Gharekhani et al. 2011).The person who due to have complex conditions and specific medical conditions and unusual situation and nonstandard in terms of insurance can not be insurance and insurance company refuse to accept offer of these individuals and denies them to insure.(salehi,2004) In this researching, researcher has examined three categories from effective factors risk classification that have a direct impact on insurance-business of personal,in order to be improve process insurance of persons to experts and decision makers in the industry. The Issue Expression of Research The issue of research that shows the status and problems the researcher feels that and tries to achieve its solutions is: effective factors in risk classification personal insurance customer (types of insurance lifetime) and its application in insurance-business of companies insurance.one of the main features there is to identify risks insurance is risk factors of coincidence and with this main features insurance risks easily can identifiable from risks that are ineligible for insurance. accordingly, if event risk is not necessarily this risk can be covered by insurance.(daghighi,2011) Here the researcher is trying to mortality table for classification of insurance customers used based on risk so insurance companies can attempt with this classification in enhancing their competitive advantage. Therefore after identifying the effective factors in risk classification personal insurance customer especially insurance lifetime, we try to examine the benefits of using this classification in insurance companies. COPY RIGHT 2013 Institute of Interdisciplinary Business Research 333

3 Previous research 1. Seyed Mahmood Ezadparast(2011)in an article entitled "categories of insurance customers by using data mining" is applied two techniques decision trees and neural networks in one of the private insurance companies. The purpose of this research using neural networks and decision tree techniques. in order to classify customers insurance and finally the evaluation results are obtained. In order to evaluate the models, the results of the two models can be compared that their accordance is indicative accurate performance models. 2. Payam Hanafizadeh and Neda Rastakhiz Paydar (2011) in an article entitled "model for risk classification group insurance customers car body based on risk using data mining techniques "identified the effective factors in risk insurance policyholders car body and then can state that the first step is to identify customers to define the different premium based on the risk level of each customer. 3. Kahane, Yehuda Levin,Nissan Zahavi, Jacon (2007) in an article entitled " the use of data mining in insurance pricing oneexample of car insurance" with methods modern data mining using for design premium car based on risk owners car insurance premiums. The purpose of this article predict the expected value, requests damages in the future for each customer based on specifications contained in the database and view previous customers is as customer required. 4. Chen, Yongqiang, Hu,Leifang (2005) in an article entitled "study application of data mining in CRM system based on insurance trade" for example, the insurance exchanges to be shown use of data mining in CRM systems and used model based on data mining for customer segmentation, determine customer value and so. COPY RIGHT 2013 Institute of Interdisciplinary Business Research 334

4 Theoretical Research Insurance-Businesses ofcompanies Insurance: Selection process and classification offers insurance based on pricing assumptions, is called insurance. The purpose of insurance is not the only risks that are chosen without loss but the purpose is avoid inappropriate choices and incorrectly classified risk. Insurance logical plays an important role in the future profitability of insurance operations. Insurance-Businessespolicies insurance- Businesses of company will determine the nature and activity of company.(hoseynipour,2012) Age: In insurance lifetime, age of insured is the main factor to determining premium rates andfor this reason, premium tables is setting up with applicable mortality table, insurance costs and interest rate obtained from investment.(skaran,2002) Gender:In most regions of the world has been proved that women have a longer lifetime and the average lifespan is more. Therefore the insurance companies tables are provided for men and women in terms of population. These tables are used when calculating premiums.(moghimi,2006) Job:It is the work and activity that the insured it is engaged for subsistence and creation income,in insurance companies the kind of job and consequently the risk level job are important in the pricing of individual insurance.(sehat,2010) COPY RIGHT 2013 Institute of Interdisciplinary Business Research 335

5 Models of Research The Research Hypotheses Figure 1 : Conceptual model of Research The firstmain hypothesis:there is a significant relationship between risk classification of insured of lifetime insurance (Life insurance) and insurance- Businesses of companies insurance. The first sub-hypothesis : There is a significant relationship between age of life insurance customers and insurance-businesses of companies insurance. The second sub-hypothesis : There is a significant relationship between gender of life insurance customers andinsurance-business of companies The third sub-hypothesis : There is a significant relationship between type of job insurance customers life andinsurance-business of companies Methodology of Research This research based on goals,is the type of applied research its purpose is development knowledge of user in a particular field(sarmad et al. 2006).This type of research greater focus on the effective action and little attention to reasons and based on data collected and research design is in method descriptive survey because that s purpose is conditions described or phenomenon are studied Since we are looking for the relationship between variables of research,this research also is kind of solidarity. COPY RIGHT 2013 Institute of Interdisciplinary Business Research 336

6 According to this definition, statistical Society of this research is insurance companies customer particular insured of lifetime insurance who have suffered damage.therefore according to the large number of insurance companies and those scattering in all over the country and limitations access to all of them, Place territory of the society one of the insurance companies named Iran insurance.since the number of damaged customers in Iran insurance companies are 2045 so the population studied statistical society and rather than statistical sampling between them in order to accuracy in find item were used from the entire data.in this research for gather information from databases of Iran insurance companies is used between 76 to 91. Validated of Questionnaire In this research was used fromcronbach's alpha. Cronbach's alpha is a reliability coefficient that reflects correlation of a set together.in Cronbach's alphais calculated based on average,inner correlation among questions that measure the same concept.if size of the Cronbach's alphais closer to number 1 questions are stable and the credibility of inner compatibility is more. (Sakaran,2002) Since in this study was used database of a large insurance company and credible and so the information recorded in the database was used from standardized questionnaire that most insurance companies with the approval of the central insurance of Iran to collect information for the insurer lifetime has high reliability. Methods of data analysis Descriptive statistics including tables, diagram and describes of collected data and also inferential statistics including Pearson's correlation analysis and multiple linear regression. Test Results The first hypothesis test : There are the significant relationship between risk classification of insured of lifetime insurance and insurance-business companies insurance Since two factors age and job are effective factors on risk classified in insurance industry and this factors insecond hypothesis tested separately and has been demonstrated their significant relationship with the dependent variable we conclude that there are the significant relationship between risk classification of insured of lifetime insurance and insurance-business companies insurance. COPY RIGHT 2013 Institute of Interdisciplinary Business Research 337

7 The Subsidiary hypothesis test Firstdo fitness regression model for each independent variable on the dependent variable and then do fitnessmultiple regression model with two independent variables (Age and risk category) and then age and risk category. There are the significant relationship between insurance lifetime customers and insurance-business companies insurance. H 0 : r x,y = 0 H 0 : r x,y 0 Table 1 : The correlation coefficient between ageand compensation Model R R Square Adjusted R Square Std. Error of the Estimate 1.63 a According to the above table can say that intensity solidarity between these two variables is hisف 63% indicates that direct relationship between the two variables. nخ the other the coefficient of determination between these two variables is equal to this indicates that independent variable can predict 39.6% of the dependent variable. Table 2 : Correlation Coefficient Unstandardized Coefficients Standardized Coefficients Model B Std. Error Beta t Sig. 1 (Constant) Age COPY RIGHT 2013 Institute of Interdisciplinary Business Research 338

8 According to the above table indicates that the sig = 0 <0.05 For this reason, with 95% coefficient hypothesis H 0 be rejected and hypothesis H 1 is confirmed and this effect is significant. The Subsidiary hypothesis:there are the significant relationship between job category insurance customers of lifetime and insurance-business companies H 0 : r x,y = 0 H 0 : r x,y 0 Table 3: The correlation coefficient between job category and compensation Model R Square Adjusted R Squar Std. Error of the Estimate 1.31 a According to the above table can say that intensity solidarity between these two variables is 31% this indicates that direct relationship between the two variables. On the other the coefficient of determination between these two variables is equal to this indicates that independent variable can predict 9.6% of the dependent variable. Table 4 :Correlation Coefficients Unstandardized Coefficients Standardized Coefficients Model B Std. Error Beta t Sig 1 (Constant) Risk Code According to the above table indicates that the sig = 0 <0.05 For this reason, with 95% coefficient hypothesis H 0 be rejected and hypothesis H 1 is confirmed and this effect is significant. COPY RIGHT 2013 Institute of Interdisciplinary Business Research 339

9 The Subsidiary hypothesis total:there are the significant relationship between effective factors customers risk and insurance-business companies H 0 :r x,y = 0 H 1 :r x,y 0 Table 5 : The correlation coefficient between effective factors in risk andcompensation Model R R Square Adjusted R Square Std. Error of the Estimate a According to the above table can say that intensity solidarity between these two variables is 86.9% this indicates that direct relationship between the two variables. On the other the coefficient of determination between these two variables is equal to this indicates that independent variable can predict 75.5% of the dependent variable. Table 6: Correlation Coefficients Unstandardized Coefficients Standardized Coefficients Model B Std. Error Beta t Sig 1 (Constant) Age RiskCode COPY RIGHT 2013 Institute of Interdisciplinary Business Research 340

10 According to the above table indicates that the sig = 0 <0.05 For this reason, with 95% coefficient hypothesis H 0 be rejected and hypothesis H 1 is confirmed and this effect is significant. The general equation is as follows: payment = * Age * RiskCode Conclusions The results obtained from the use of SPSS software showed that there are the relationship between the risk classification for insurance customers lifetime and insurance-business companies. It can be concluded that the risk classification has impact in insurance thus, the researcher found that most damage occurred in the second-floor career and this means that insurancebusiness companies insurancemust be more careful for this job category. So there are the relationship between classification of risks and insurance.after do the Pearson correlation coefficient test determined that in level of error of 0.05 there are the relationship between two factor age and payable damage and intensity of correlation coefficient is 63% and in level of Error of 0.05 there are the relationship between two factor age and payable damage and intensity of correlation coefficient is 31%. Suggestions 1. It is recommended that insurance companies examined in an coherent operation all the information in your database and extracted hidden models in this base that can be in better rate and more equitable to help them and creates a competitive Advantage. insurance companies if all customer see the same risk kind and since customers usually have no interest to show your risks directly, it may insurance rate do such that not cover average premiums,damage incurred by customers and other costs of them if that happens according to the economic theory of information that bring out from the market bad products (high-risk customers)andgood product (low-risk customers), finally the result is that insurance companies only insured people with high risk and people with low risk because they feel the average price paid for a coverage is high do not want to have insurance so reduced rate of COPY RIGHT 2013 Institute of Interdisciplinary Business Research 341

11 insurer coverage and finally terminate to reduction underwriter profit even his losses. 2. According to researchers it is better that scholar in this thesis insurance companies considered separation of the provinces in their putting rate and for the purpose use from statistics and information and the results of research of ministry of health and treatment in new classifications risk of society people especially from statistics mortality availability in this ministry and the charts of some diseases according to age table of this ministry for example insurance companies some specific diseases in life insurance they sell to individuals as additional coverage and sometimes the age of start and outbreak some diseases in individual only by specific testing will show your and in fact this disease causes outbreak next disability society individual and this results in an incorrect assessment in risk insured residents and this affects the profitability of insurance companies. Suggestions for Future Research 1. In futureresearch, it will also be better in other companies also be addressed to this topic order to generalize the results of the investigation. 2. In future research, it will be better be addressed also to other factors affecting the insured risk classification that in this research reasons not yet reviewed. 3. In future research, it will be better be examined risk classification according to geographical area and available risks in each province. Limitations of Research 1. Lack of done research related to topic of researchand elements within the country. 2. Complexity of the discussion and the issue of diversity and lack of access to information in all the insurance companies. 3. The number of low-skilled in the studied area of this research. 4. In this research because of the sensitivity of the data and limitation on the provision of information by insurance companies due to competition among insurance companies to collect information only used by Iran insurance database while if used from database of insurance companies was obtained more accurate results. COPY RIGHT 2013 Institute of Interdisciplinary Business Research 342

12 References 1. Chen, Yongqiang, Hu,leifang, 2005, study on data mining application in CRM system based on insurance trade, ICEC, Vol. 113ACM, p Daghighi asli,hashem Risk management and insurance. Journal San"at Bimeh. No Ezadparast,Seyed Mahmood. 2011Classification of insurance customers using data mining, Journal New World InsuranceNo Gharekhani,Mohsen,Abolghasemi, Maryam,2011.Applications of data mining in the insurance industry. Journal new world insurance. No Hanafizadeh, payam,rastakhizpaydar,model for classification risk of groups insurance customers car body based on risk with using data mining techniques,insurance bulletin(2011)no. 4, pages 107 to Hoseynpour, Seyed mohhamad Insured persons. Journal Insurance institute. First Edition. Page Kahane, Yehuda Levin,Nissan Zahavi, Jacon, Applying data mining technology forinsurance rate making: an example of automobile insurance Asia-Pacific journal of risk and insurance journal, Vol 2, p Mahdavi,Ghadir. (2008) Guidelines for the development of life insurance penetration in the country insurance industry. Tehran university school of entrepreneurship. 9. Salehi, Mahmood2004. The rights of victims and third party insurance losses. Tehran university school of management. second edition 10. Moghimi,Seyed Mohammad (2006), Organization and management of research approach. Sixth Edition.Tehran. Publication Termeh. COPY RIGHT 2013 Institute of Interdisciplinary Business Research 343

13 11. Sarmad,Bazargan,hejazi,(2008),"research methods in the behavioral sciences." Agah publications Tehran,Page Sehat, Saeed. Alavi, Saeed The necessity of applying risk management in the field of third party insurance. "new world insurance,pages 144 and Skaran(2002)research methods in management,translated by Mohhamad Sabean and Mahmood shirazi,publication management and planning. COPY RIGHT 2013 Institute of Interdisciplinary Business Research 344

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