Abstract
This paper analyzes the relevance of firm size, region, sales network, organizational structure, and auditing on the survival likelihood of a specific firm typology, the insurance agency. By applying  a configurational comparative method, namely fuzzy-set qualitative analysis (fsQCA), to a unique dataset of 52 insurance agents, representing 52 active Italian insurance agencies, this study demonstrates that, when combined with other variables, organizational structure provides sufficient conditions for insurance agency survival. The different relevance of some specific management areas according to the insurance agency location is highlighted.
Highlights
In Italy, the insurance sector is characterized by the presence of thousands of insurance agencies throughout the country from the north to the south
The first step in fuzzy set qualitative comparative analysis (fsQCA) is the analysis of necessary conditions, which is a separate procedure that looks at which individual factors may be necessary or mostly necessary for the outcome to occur
This study examines firm size, region, and some management areas which, according to the literature, may influence firm survival in general and that of insurance agencies as well
Summary
In Italy, the insurance sector is characterized by the presence of thousands of insurance agencies throughout the country from the north to the south. Each insurance agency is an independent juridical entity and like any commercial enterprise, each of them has to face the problem of increasing competition, developing new distribution channels, and changes in consumer behavior. The literature on firm survival is very extensive and considers different aspects and countries The paper’s originality is based on three main aspects: i) the insurance sector and in particular insurance agencies, completely neglected in the literature; ii) the factors considered in the analysis and iii) the unique dataset. The factors examined for insurance agencies’ survival concern important management areas for commercial companies, such as the sales network, internal auditing and organizational structure. Other factors such as firm size and region are considered
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