Profiling at National Mutual (A) By John J. Sviokla & Audris Wong

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This case series describes a company grappling with organizational change through information technology. National Mutual Life Association vies for Australian insurance industry leadership with its long-time competitor. It has purchased an expert system called Client Profiling, developed in the United States, that will allow its extensive field force to perform financial planning. The system should aid agents in making multiple and increased dollar-value sales. Its use will require more time from agents and clients and will change traditional modes of selling. This case describes National Mutual and the Australian insurance industry, and details its decision to purchase the expert system and the formulation of its implementation strategy.

1 review for Profiling at National Mutual (A) By John J. Sviokla & Audris Wong

  1. Josah

    Would strongly recommend to others

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