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

Author

Listed:
  • Andrés Machado Quevedo
  • Alejandro Pérez Londoño
  • Andrés Ramírez Hassan

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 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.

Suggested Citation

  • Andrés Machado Quevedo & Alejandro Pérez Londoño & Andrés Ramírez Hassan, 2012. "Venta cruzada en los fondos de pensiones colombianos: una aproximación mediante análisis de supervivencia," Estudios Gerenciales, Universidad Icesi, June.
    • Handle: RePEc:col:000129:011279
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    File URL: http://www.icesi.edu.co/revistas/index.php/estudios_gerenciales/article/view/1205
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    Keywords

    Análisis de supervivencia; venta cruzada; comportamiento del consumidor.;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • C59 - Mathematical and Quantitative Methods - - Econometric Modeling - - - Other

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