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

Andrés Machado Quevedo () and Andrés Ramírez Hassan ()

No 10611, Documentos de Trabajo de Valor Público from Universidad EAFIT

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.

Keywords: Análisis de supervivencia; venta cruzada; comportamiento del consumidor; Survival analysis; cross-selling; consumer behavior (search for similar items in EconPapers)
JEL-codes: C59 M31 (search for similar items in EconPapers)
Pages: 30
Date: 2011-03-07
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Related works:
Journal Article: Venta cruzada en los fondos de pensiones colombianos: una aproximación mediante análisis de supervivencia (2012)
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Persistent link: https://EconPapers.repec.org/RePEc:col:000122:010611

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