Cross-selling in Colombian pension funds: An approach using survival analysis
The development of commercial strategies for effective cross-sell pension services may be one of the biggest challenges of pension funds. The database of the affiliates of a Colombian mandatory pension fund was used to implement several models that describe the incidence of 4 characteristics of affi...
- Autores:
-
Machado Quevedo, Andrés
Ramírez Hassan, Andrés
- Tipo de recurso:
- Fecha de publicación:
- 2011
- Institución:
- Universidad EAFIT
- Repositorio:
- Repositorio EAFIT
- Idioma:
- spa
- OAI Identifier:
- oai:repository.eafit.edu.co:10784/577
- Acceso en línea:
- http://hdl.handle.net/10784/577
- Palabra clave:
- Survival analysis
cross-selling
consumer behavior
Análisis de supervivencia
venta cruzada
comportamiento del consumidor
- Rights
- License
- Acceso abierto
| Summary: | The development of commercial strategies for effective cross-sell pension services may be one of the biggest challenges of pension funds. The database of the affiliates of a Colombian mandatory pension fund was used to implement several models that describe the incidence of 4 characteristics of affiliates on the probability of entering the voluntary pension fund in the following month. The models are based on the survival analysis techniques. |
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