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Pricing models and customer behaviour in banks

Author

Listed:
  • Elisa Bocchialini

    (Università di Parma)

  • Federica Ielasi

    (Università di Parma)

  • Monica Rossolini

    (Università di Parma)

Abstract

This research analyzes the relevance of pricing models to the behaviour of banking service customers, in particular, how bank pricing models influence the acquisition and retention of retail customers.The survey is based on a dataset of 90,000 bank current account holders at an Italian commercial bank and analyzes their behaviour during the years 2007-2008.The impact of pricing is studied with different types of tests.The findings show which pricing variables are significantly associated with customer acquisition and loyalty, confirming the two-part tariff as the most effective pricing model for current accounts

Suggested Citation

  • Elisa Bocchialini & Federica Ielasi & Monica Rossolini, 2011. "Pricing models and customer behaviour in banks," BANCARIA, Bancaria Editrice, vol. 4, pages 25-43, April.
    • Handle: RePEc:ban:bancar:v:04:y:2011:m:april:p:25-43
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    File URL: http://www.bancariaeditrice.it/prodotti/vedi/prodotto/id/2474/bancaria-n-4-2011
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    More about this item

    Keywords

    Pricing; Acquisition; Retail Banking; Current Accounts. Retention;
    All these keywords.

    JEL classification:

    • E4 - Macroeconomics and Monetary Economics - - Money and Interest Rates
    • E5 - Macroeconomics and Monetary Economics - - Monetary Policy, Central Banking, and the Supply of Money and Credit
    • G20 - Financial Economics - - Financial Institutions and Services - - - General
    • G21 - Financial Economics - - Financial Institutions and Services - - - Banks; Other Depository Institutions; Micro Finance Institutions; Mortgages

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