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The use of behavioural data in insurance is loaded with promises andunresolved issues. This paper explores the related opportunities and challengesanalysing the use of telematics data in third-party liability motor insurance.Behavioural data are used not only to refine the risk profile of policyholders,but also to implement innovative coaching strategies, feeding back to thedrivers the aggregated information obtained from the data. The purpose is toencourage an improvement in their driving style. Our research explores theeffectiveness of coaching on the basis of an empirical investigation of thedataset of a company selling telematics motor insurance policies. The resultsof our quantitative analysis show that this effectiveness crucially depends onthe propensity of policyholders to engage with the telematics app. We observeengagement as an additional kind of behaviour, producing second-orderbehavioural data that can also be recorded and strategically used by insurancecompanies. The conclusions discuss potential advantages and risks connectedwith this extended interpretation of behavioural data.

Can Telematics Improve Driving Style? The Use of Behavioural Data in Motor Insurance