The ambivalence of personnel in in life insurance: the challenge of change

This article reports on a recent study of personnel management in the life insurance industry. Until recently the industry has enjoyed a comparatively untroubled expansion largely because of the investment-seeking surplus incomes of an increasingly affluent population and the market protection which large asset bases provided for the established companies. Recent developments are eroding the stability, though not the overall potential, of the market and it is against this background that our analysis takes place.