Relevant factors when marketing P/C products and services to Latinos

Factors influencing Latino consumer behavior

As they relate to property/casualty insurance product and services

Acculturation Age Gender Country of Origin

Auto Insurance Ownership Yes Yes No No

Home Insurance Ownership Yes Yes No No

Business Insurance Ownership Yes Yes Yes No

Payment Preferences Yes Yes Yes Yes

One Insurance Company for all Needs Yes Yes No No

Use Local Agents No No Yes Yes

Learn about Local Agents: Referrals No Yes No Yes

Learn about Local Agents: Yellow Pages Yes Yes No Yes

Use of Captive Agents No No No No

Use of Independent Agents No No No No

Agent Location in Neighborhood Yes No No No

Agent Speaks Spanish Yes No No Yes

Spanish Available at Agency No No No No

Buying Insurance on the Internet only No Yes No No

Buying Insurance on the Internet with

Phone Assistance Yes Yes No No

Receive Spanish Information from Insurance Yes No No Yes

Want Spanish Information from Insurance Yes No No Yes

Agents as Information Source for

Auto Insurance Yes Yes No Yes

Internet as Information Source for

Auto Insurance No Yes No No

Agents as Information Source for

Homeowners Insurance Yes Yes No Yes

Internet as Information Source for

Homeowners Insurance No Yes Yes No

Agent as Information Source for

Business Insurance No No Yes No

Internet as Information Source for

Business Insurance Yes Yes No No

Use of Word of Mouth for Insurance

Information and Decision-Making No No No Yes

Getting Internet Insurance Quote Yes Yes No No

Topics Agencies Property Casualty