Paper info

BROKER-CLIENT RELATIONSHIP: A CONCEPTUAL FRAMEWORK

Ahmed Beloucif and Michaela Waddell

The paper was published at the 16th IMP-conference in Bath, U.K in 2000.

In an attempt to identify the dimensions that exist to sustain a long-term business-to businessrelationship in the fiercely competitive insurance industry, a conceptual framework has beendeveloped to examine how brokers interact with their clients. Moreover, this paper aims tocontribute to the understanding of how such an application can allow financial servicesorganisations to obtain distinct competitive advantage.