VENTA CRUZADA EN LOS FONDOS DE PENSIONES COLOMBIANOS: UNA APROXIMACIÓN MEDIANTE ANÁLISIS DE SUPERVIVENCIA
DOI:
https://doi.org/10.1016/S0123-5923(12)70202-4Keywords:
Análisis de supervivencia, venta cruzada, comportamiento del consumidorAbstract
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 cuatro 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.
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