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| Author: | Barron, J. Staten, M. |
| Title: | Coercion in the selling of credit life insurance |
| Journal: | Psychology and Marketing
1995 : DEC, VOL. 12:8, p. 765-788 |
| Index terms: | SELLING CREDIT LIFE INSURANCE |
| Language: | eng |
| Abstract: | Credit life insurance, which repays some or all of a borrower's outstanding debt in the event of death, has been a controversial subject for many years. Critics assert that, despite regulations that limit ties sales, pressure on loan officers to generate fee income through cost selling creates an incentive for coercion of borrowers. A methodology is developed for measuring the impact of coercive selling pressure applied to borrowers at the point of sale. The article measures the frequency with which creditor efforts to sell credit insurance transform the sales message from persuasive to coercive. |
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