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  • May 2018 (Revised June 2018)
  • Case
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Ashar Group: Brokers and Co-opetition in the Life Settlement Industry

By: Alexander Braun, Lauren H. Cohen, Christopher J. Malloy and Jiahua Xu
  • Format:Print
  • | Language:English
  • | Pages:15
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Abstract

Connecting life insurance policyholders with potential investors (called Life Settlement Providers), Ashar Group plays a pivotal role in the industry. Its current position is, however, increasingly being challenged by consumer-direct models, led by major providers seeking to shortcut brokers. Ashar faces a strategic dilemma in cooperating—but also in competing—with these providers. Maintaining a mutually beneficial dynamic with policyholders, downstream intermediaries, and other actors thus constitutes a balancing act. The context of this case is an underdeveloped market whose reputation has suffered from broker misconduct. In light of the market’s legacy issues and competing business models, this case study explores strategies Ashar may pursue to secure and enhance its market position. Discussions emerging from this case study have the potential to illuminate directions for market transformation.

Keywords

Insurance; Investment; Markets; Competitive Strategy; Cooperation; Financial Services Industry

Citation

Braun, Alexander, Lauren H. Cohen, Christopher J. Malloy, and Jiahua Xu. "Ashar Group: Brokers and Co-opetition in the Life Settlement Industry." Harvard Business School Case 218-109, May 2018. (Revised June 2018.)
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About The Author

Lauren H. Cohen

Finance
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Related Work

    • June 2018
    • Faculty Research

    Ashar Group: Brokers and Co-opetition in the Life Settlement Industry

    By: Alexander Braun, Lauren H. Cohen, Christopher J. Malloy and Jiahua Xu
    • November 2018
    • Faculty Research

    Ashar Group: Brokers and Co-opetition in the Life Settlement Industry.

    By: Alexander Braun, Lauren Cohen, Christopher J. Malloy and Jiahua Xu
    • May 2018 (Revised June 2018)
    • Faculty Research

    Ashar Group: Brokers and Co-opetition in the Life Settlement Industry

    By: Alexander Braun, Lauren H. Cohen, Christopher J. Malloy and Jiahua Xu
Related Work
  • Ashar Group: Brokers and Co-opetition in the Life Settlement Industry By: Alexander Braun, Lauren H. Cohen, Christopher J. Malloy and Jiahua Xu
  • Ashar Group: Brokers and Co-opetition in the Life Settlement Industry. By: Alexander Braun, Lauren Cohen, Christopher J. Malloy and Jiahua Xu
  • Ashar Group: Brokers and Co-opetition in the Life Settlement Industry By: Alexander Braun, Lauren H. Cohen, Christopher J. Malloy and Jiahua Xu
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