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...

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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
id REPOEAFIT2_d8ab79cea7beaa4f34c783032fe57689
oai_identifier_str oai:repository.eafit.edu.co:10784/577
network_acronym_str REPOEAFIT2
network_name_str Repositorio EAFIT
repository_id_str
dc.title.eng.fl_str_mv Cross-selling in Colombian pension funds: An approach using survival analysis
dc.title.spa.fl_str_mv Venta cruzada en los fondos de pensiones colombianos: una aproximación mediante análisis de supervivencia.
title Cross-selling in Colombian pension funds: An approach using survival analysis
spellingShingle Cross-selling in Colombian pension funds: An approach using survival analysis
Survival analysis
cross-selling
consumer behavior
Análisis de supervivencia
venta cruzada
comportamiento del consumidor
title_short Cross-selling in Colombian pension funds: An approach using survival analysis
title_full Cross-selling in Colombian pension funds: An approach using survival analysis
title_fullStr Cross-selling in Colombian pension funds: An approach using survival analysis
title_full_unstemmed Cross-selling in Colombian pension funds: An approach using survival analysis
title_sort Cross-selling in Colombian pension funds: An approach using survival analysis
dc.creator.fl_str_mv Machado Quevedo, Andrés
Ramírez Hassan, Andrés
dc.contributor.author.none.fl_str_mv Machado Quevedo, Andrés
Ramírez Hassan, Andrés
dc.subject.keyword.eng.fl_str_mv Survival analysis
cross-selling
consumer behavior
topic Survival analysis
cross-selling
consumer behavior
Análisis de supervivencia
venta cruzada
comportamiento del consumidor
dc.subject.keyword.spa.fl_str_mv Análisis de supervivencia
venta cruzada
comportamiento del consumidor
description 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.
publishDate 2011
dc.date.issued.none.fl_str_mv 2011-03-08
dc.date.available.none.fl_str_mv 2013-03-08
2013-03-09T21:21:13Z
dc.date.accessioned.none.fl_str_mv 2013-03-09T21:21:13Z
dc.type.eng.fl_str_mv workingPaper
info:eu-repo/semantics/workingPaper
dc.type.coarversion.fl_str_mv http://purl.org/coar/version/c_b1a7d7d4d402bcce
dc.type.coar.fl_str_mv http://purl.org/coar/resource_type/c_8042
dc.type.local.spa.fl_str_mv Documento de trabajo de investigación
dc.type.hasVersion.eng.fl_str_mv draft
dc.identifier.uri.none.fl_str_mv http://hdl.handle.net/10784/577
dc.identifier.jel.none.fl_str_mv M310
C590
url http://hdl.handle.net/10784/577
identifier_str_mv M310
C590
dc.language.iso.eng.fl_str_mv spa
language spa
dc.rights.coar.fl_str_mv http://purl.org/coar/access_right/c_abf2
dc.rights.local.spa.fl_str_mv Acceso abierto
rights_invalid_str_mv Acceso abierto
http://purl.org/coar/access_right/c_abf2
dc.coverage.spatial.eng.fl_str_mv Medellín de: Lat: 06 15 00 N degrees minutes Lat: 6.2500 decimal degrees Long: 075 36 00 W degrees minutes Long: -75.6000 decimal degrees
institution Universidad EAFIT
bitstream.url.fl_str_mv https://repository.eafit.edu.co/bitstreams/ac8a177b-49df-4a4c-8ff3-4fb986c8a793/download
https://repository.eafit.edu.co/bitstreams/3d8a48d7-b0d2-4e17-b534-c9b94d58a64a/download
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repository.name.fl_str_mv Repositorio Institucional Universidad EAFIT
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spelling Medellín de: Lat: 06 15 00 N degrees minutes Lat: 6.2500 decimal degrees Long: 075 36 00 W degrees minutes Long: -75.6000 decimal degrees2013-03-082013-03-09T21:21:13Z2011-03-082013-03-09T21:21:13Zhttp://hdl.handle.net/10784/577M310C590The 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.El desarrollo de estrategias comerciales para realizar ventas cruzadas efectivas de servicios pensionales, puede ser uno de los retos más grandes de los fondos de pensiones. Se utilizó la base de datos de los afiliados a un fondo de pensiones obligatorias colombiano para implementar varios modelos que describen la incidencia de 4 características propias de los afiliados, sobre la probabilidad de ingresar al fondo de pensiones voluntarias en el siguiente mes. Los modelos se fundamentan en las técnicas de análisis de supervivencia.spaCross-selling in Colombian pension funds: An approach using survival analysisVenta cruzada en los fondos de pensiones colombianos: una aproximación mediante análisis de supervivencia.workingPaperinfo:eu-repo/semantics/workingPaperDocumento de trabajo de investigacióndrafthttp://purl.org/coar/version/c_b1a7d7d4d402bccehttp://purl.org/coar/resource_type/c_8042Acceso abiertohttp://purl.org/coar/access_right/c_abf2Survival analysiscross-sellingconsumer behaviorAnálisis de supervivenciaventa cruzadacomportamiento del consumidorMachado Quevedo, AndrésRamírez Hassan, Andrésamachad4@eafit.edu.coaramir21@eafitt.edu.coORIGINAL2011-2 Andres Ramirez Hassan.pdf2011-2 Andres Ramirez Hassan.pdfapplication/pdf1003225https://repository.eafit.edu.co/bitstreams/ac8a177b-49df-4a4c-8ff3-4fb986c8a793/downloadaa053813d819232913eecab870b48b32MD51LICENSElicense.txtlicense.txttext/plain; charset=utf-81748https://repository.eafit.edu.co/bitstreams/3d8a48d7-b0d2-4e17-b534-c9b94d58a64a/download8a4605be74aa9ea9d79846c1fba20a33MD5210784/577oai:repository.eafit.edu.co:10784/5772024-03-05 14:06:24.583open.accesshttps://repository.eafit.edu.coRepositorio Institucional Universidad EAFITrepositorio@eafit.edu.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