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Venta cruzada en los fondos de pensiones colombianos: una aproximación mediante análisis de supervivencia

Author

Listed:
  • Andrés Machado Quevedo
  • Andrés Ramírez Hassan

Abstract

Resumen: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.Abstract: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.

Suggested Citation

  • Andrés Machado Quevedo & Andrés Ramírez Hassan, 2011. "Venta cruzada en los fondos de pensiones colombianos: una aproximación mediante análisis de supervivencia," Documentos de Trabajo de Valor Público 10611, Universidad EAFIT.
    • Handle: RePEc:col:000122:010611
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    Keywords

    Análisis de supervivencia; venta cruzada; comportamiento del consumidor; Survival analysis; cross-selling ; consumer behavior;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • C59 - Mathematical and Quantitative Methods - - Econometric Modeling - - - Other

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