Marketing the Message: The Making of the Market for Life Insurance in Australia, 1850–1940
研究了19世纪末澳大利亚人寿保险销售快速增长时期，保险公司如何针对消费者进行营销，以及营销策略如何随商业环境和企业能力演变。
During the late nineteenth century, sales of life insurance products in Australia increased at a rapid rate. An investigation of the way in which life insurance products were targeted to the consumers provides insights not only into the marketing approaches, but also the changing nature of the mutual organization. This article uses a “stages” approach to analyze the evolution of the marketing message. The experience of Australian mutual insurers suggests that marketing strategies, as with other types of organizational skills, evolve in response to both the prevailing business environment and the ability of the firm to acquire and implement new knowledge and ways of conducting business.