Description: Essay of using microeconomics and Embedded Value concepts to evaluate direct marketing programs.

Description: Third in a series giving an overview of direct marketing.

Description: This article evaluates findings from a new LIMRA focus group consumer study that examined the decision-making process that consumers follow when buying life insurance including their use of direct channels, including direct mail, the internet and call centers.

Description: This article takes a look at direct response marketing the associated costs, and the tools necessary to start building a company’s presence in this developing market.

Description: This article covers measurement of key actions by presenting an approach to the analysis of direct-mail insurance solicitations.

Description: This article provides a contemporary perspective of direct-to-consumer, defines what it is, and offers several considerations for D2C strategies.

Description: This article presents the mathematics for evaluating direct marketing test programs.

Description: This article looks at the attitudes of insurance companies toward using technology for assisting in sales and marketing of insurance.

Description: In the face of declining response rates from direct mail campaigns, the author suggests use of the internet to generate leads will be much more efficient and successful.

Description: This article describes some of the traditional profit measurement standards for direct marketing and then presents a more comprehensive and up-to-date foundation for insurance direct marketers and actuaries to use when reviewing individual direct marketing campaigns or total marketing programs.