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Rol de los Vendedores en la Industria de AFP: Un Marco Teórico

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Author Info

  • Solange Berstein
  • Alejandro Micco

    ()
    (Studies Division, Chilean Pension Supervisor)

Abstract

Los vendedores en cualquier industria tienen un rol fundamental. En general este rol tiene dos dimensiones: por un lado informar al cliente y por el otro persuadirlo para que efectivamente adquiera el producto. Cuando hablamos de la industria de pensiones el rol del vendedor toma especial importancia. Esto se debe a que en este caso los trabajadores dependientes están obligados a comprar el bien, hay garantías estatales involucradas y la información relevante es difícil de comprender por los afiliados. De esta forma, esta industria se caracteriza por una enorme inercia, observándose poca movilidad entre administradoras. Con todo, hubo un período de mayor movilidad durante el cual los traspasos llegaron a ser el 50% de los cotizantes al año, durante este período fueron los vendedores los que gatillaron este alto número de traspasos. Este artículo entrega un marco teórico dentro del cual analizar el rol de los vendedores en una industria en la que existen costos asociados al cambio de una firma a otra. El modelo permite distinguir los dos roles de los vendedores mencionados anteriormente y nos permite evaluar los efectos de distintas políticas en este contexto..

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File URL: http://www.spensiones.cl/redirect/files/doctrab/DT00006.pdf
File Function: Revised version, 2005
Download Restriction: no

Bibliographic Info

Paper provided by Superintendencia de Pensiones in its series Working Papers with number 6.

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Date of creation: May 2005
Date of revision: May 2005
Handle: RePEc:sdp:sdpwps:6

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Web page: http://www.spensiones.cl/
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Related research

Keywords: Competencia; Vendedores; Premios; Traspasos;

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