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Customer Acquisition

In: The Management of Consumer Credit

Author

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  • Steven Finlay

Abstract

In this chapter we look at the second phase of credit management — customer acquisition. The customer acquisition process covers the events that occur between the time when someone applies for credit and the point when a credit agreement is created. This involves the following tasks: Assessing the creditworthiness of each applicant. Deciding whether to accept or reject an application on the basis of the applicant’s creditworthiness. Deciding the terms that will be offered to accepted applicants. Undertaking the necessary logistical processes to create credit agreements, open accounts and make funds available to customers.

Suggested Citation

  • Steven Finlay, 2008. "Customer Acquisition," Palgrave Macmillan Books, in: The Management of Consumer Credit, chapter 5, pages 74-102, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-58250-7_5
    DOI: 10.1057/9780230582507_5
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