Franklin

Marketing death [electronic resource] : culture and the making of a life insurance market in China / Cheris Shun-ching Chan.

Author/Creator:
Chan, Cheris Shun-ching.
Publication:
New York ; Oxford : Oxford University Press, 2012.
Format/Description:
Book
1 online resource (303 p.)
Status/Location:
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Subjects:
Life insurance -- Social aspects -- China.
Insurance companies -- China.
Form/Genre:
Electronic books.
Language:
English
Summary:
How do companies sell life insurance in a country where death is a taboo subject? In Marketing Death, Cheris S.C. Chan explores both how and why the life insurance industry has managed to emerge in China, a country with an entrenched cultural stigma against the very topic of death. Drawing on extensive ethnographic fieldwork and engaging with current scholarship, Chan explores the processes and micro-politics by which foreign and domestic companies have negotiated local cultural resistance and created a market in spite of it. In doing so, she asks larger questions about how different societies
Contents:
Cover; Contents; Acknowledgments; Illustrations; Introduction; 1. Is China an Inviting Place for Life Insurance? Societal Conditions, the Market, and Remaining Puzzles; 2. Defining Life Insurance and Product Development : Divergent Institutional Logics; 3. Manufacturing Sales Agents : Cultural Capital and Management Strategies; 4. Making Transactions : Selling Strategies and Sales Discourses; 5. Buying Life Insurance : Multiple Motives but Consistent Preferences; 6. How Culture Matters : Culture, Market, and Globalization; Appendix A: Methods
Appendix B: Life Insurance Companies in China: 2009Notes; Glossary; Bibliography; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y; Z
Notes:
Description based upon print version of record.
Includes bibliographical references and index.
Description based on online resource; title from PDF title page (viewed on Apr. 26, 2012).
ISBN:
1-280-59356-3
0-19-987521-9
9786613623393
OCLC:
781628319