Forecasting Insurance Sales: An Appreciative Inquire Approach to Elicit Expert Judgment on Influencing Factors

摘要

The development and implementation of decision support systems to forecast sales and commissions in the insurance industry has been somehow slow to take off, not because statistical techniques are not readily available but because the insurance sales force is somehow skeptical of their value. It is well-documented that involvement and buy-in are critical factors for the successful implementation of a decision support system. This paper describes the application of the appreciative inquiry process as a new approach to promote buy-in and attitudinal change among executives. A case study illustrating this process, engaging participants and promoting acceptance of the need of the system is presented.