A New Approach to Electronic Shopping in Insurance Industry

Identification of the electronic selling capability, lead Silver to his three dimensional Electronic Shopping Test (EST).This dimension are "product characteristics", "customer attributes" and "customer familiarity and confidence". Due to this model, customers are divided into six groups on the basis of their buying behaviors: social, die-hard, ethical mercenaries, experimenters and convenience shopper. Variety of insurance coverage, consumers and intensive competition in markets are the inducement factors for companies in order to test their products/ services before deciding to entrance electronic world. (Since this procedure has not been tested in respect of consumer markets, this research has two main goals). In the first step, we can customize EST in respect of Muslim consumers and in their markets. Another goal of this research is also amending Silver’s model according to specific characteristics of Muslims. Muslim consumers in respect to using internet and purchasing insurance coverage have different patterns in comparison with others. Thedata in this research paperhas gained through different way such as library search for secondary data; semistructured interviews; the compiled list of variables and questionnaire. Using factor analysis, the variableswere summarized and seven main factors were identified. We could found three elements which affects Muslims’ e-shopping behavior too: God’s determined destiny, force & authority and trust in God. EST also has been revised, amended and customized.