Venta Cruzada En Los Fondos De Pensiones Colombianos: Una Aproximación Mediante Análisis De Supervivencia (Cross-Selling in Colombian Pension Funds: An Approach Using Survival Analysis)

30 Pages Posted: 4 Apr 2014

See all articles by Andrés Machado Quevedo

Andrés Machado Quevedo

Universidad EAFIT

Andres Ramirez Hassan

Universidad EAFIT - School of Economics and Finance - Center for Research in Economic & Finance (CIEF)

Date Written: March 8, 2011

Abstract

Spanish Abstract: 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.

English 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.

Note: Downloadable document is in Spanish.

Keywords: Análisis de supervivencia, venta cruzada, comportamiento del consumidor

JEL Classification: M31, C59

Suggested Citation

Machado Quevedo, Andrés and Ramirez Hassan, Andres, Venta Cruzada En Los Fondos De Pensiones Colombianos: Una Aproximación Mediante Análisis De Supervivencia (Cross-Selling in Colombian Pension Funds: An Approach Using Survival Analysis) (March 8, 2011). Center for Research in Economics and Finance (CIEF), Working Papers, No. 11-2, Available at SSRN: https://ssrn.com/abstract=2419795 or http://dx.doi.org/10.2139/ssrn.2419795

Andrés Machado Quevedo

Universidad EAFIT ( email )

Carrera 49 N° 7 sur – 50
Bogotá, Antioquia 00000
Colombia

Andres Ramirez Hassan (Contact Author)

Universidad EAFIT - School of Economics and Finance - Center for Research in Economic & Finance (CIEF) ( email )

Carrera 49 No. 7 South - 50
Bogotá
Colombia
05742619500 (Phone)

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