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The purpose of this study is to analyze the market performance of non-life insurance companies registered in Borsa Istanbul (BIST) for the period 2013-2019 with a hybrid model consisting of integrated SV (Statistical Variance) and EDAS (Evaluation based on Distance from Average Solution) methods. The study covers the data of five insurance companies whose shares are traded on BIST. The SV method was employed to determine the importance weights of the market variables selected in the study, and the EDAS method was used to identify the performance scores of insurance companies. According to the results obtained from the SV method, the most important criterion affecting the performance of insurance companies is the market value added criterion in all years, except 2016. However, it was determined that the most ineffective criterion on performance during the analysis periods was Tobin's Q. In addition, according to EDAS ranking results, Anadolu Sigorta is the company with the highest performance score, while Aksigorta is the lowest performing company. [ABSTRACT FROM AUTHOR]

In the finance sector; in terms of managing customer relations, customer acquisition, and customer retention, Customer Relationship Management (CRM) approach is widely accepted both strategically and operationally. In the sector, unlike banking and investment consultancy, where direct relationships with customers have become the main business model, working through intermediaries is dominant in both pre-sales and after-sales processes. Intermediaries such as bancassurance, agents, and brokers have dominated nearly 80% of the sector. For this reason, insurance companies have started to invest in factors such as the satisfac-tion of intermediaries, the establishment of reward and target systems for intermediaries, and hence imp-roving their performance. In the literature; there are many studies covering CRM on issues such as increasing efficiency and effectiveness in customer processes, improving corporate performance, and the success of sales teams. However, considering that intermediaries can simultaneously represent different insurance companies, their attitude towards the insurer is as important as their sales performance. Therefore, the sub-ject of this study is to examine the effects of CRM practices on selling intention and sales performance of sales representatives working in the non-life insurance industry. For this purpose, CRM applications were evaluated with four sub-dimensions: focus on key customers, CRM organizational structure, information management, and technology-based CRM implementation. Data were collected from intermediaries in the Turkish non-life insurance market and a total of 299 surveys were obtained. The results of the study suggest that effectively managed CRM practices have positive effects on both sales performance and selling inten-tion of sales representatives. [ABSTRACT FROM AUTHOR]