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Designing win-win financial loan products for consumers and businesses

Author

Listed:
  • R L Keeney

    (Fuqua School of Business, Duke University)

  • R M Oliver

    (College of Engineering, University of California)

Abstract

With the many possible designs that a financial company can offer to a consumer (eg terms, price, quality, features), a company can identify win-win products for both the consumer and the company. A key to identifying win-win products is to explicitly integrate the consumer's preferences for price and quality with the company's preferences for profit and market share. This paper builds a model that identifies the set of win-win products by integrating the preferences of buyer and seller. For any product not in this set, there is at least one product in the set that is better for both buyer and seller. The company's preferences are then used to select the optimal offer from the win-win set. Our development logically derives the results by focusing on financial products (eg loans, mortgages, credit cards) to consumers in the multitrillion dollar retail credit business.

Suggested Citation

  • R L Keeney & R M Oliver, 2005. "Designing win-win financial loan products for consumers and businesses," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 56(9), pages 1030-1040, September.
    • Handle: RePEc:pal:jorsoc:v:56:y:2005:i:9:d:10.1057_palgrave.jors.2601992
    DOI: 10.1057/palgrave.jors.2601992
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    References listed on IDEAS

    as
    1. Keeney,Ralph L. & Raiffa,Howard, 1993. "Decisions with Multiple Objectives," Cambridge Books, Cambridge University Press, number 9780521438834.
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    3. R M Oliver & E Wells, 2001. "Efficient frontier cutoff policies in credit portfolios," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 52(9), pages 1025-1033, September.
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    5. Mas-Colell, Andreu & Whinston, Michael D. & Green, Jerry R., 1995. "Microeconomic Theory," OUP Catalogue, Oxford University Press, number 9780195102680.
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    Cited by:

    1. P Ma & J Crook & J Ansell, 2010. "Modelling take-up and profitability," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 61(3), pages 430-442, March.
    2. Crook, Jonathan N. & Edelman, David B. & Thomas, Lyn C., 2007. "Recent developments in consumer credit risk assessment," European Journal of Operational Research, Elsevier, vol. 183(3), pages 1447-1465, December.
    3. L C Thomas & R W Oliver & D J Hand, 2005. "A survey of the issues in consumer credit modelling research," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 56(9), pages 1006-1015, September.
    4. R T Stewart, 2011. "A profit-based scoring system in consumer credit: making acquisition decisions for credit cards," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 62(9), pages 1719-1725, September.
    5. Andreeva, Galina & Ansell, Jake & Crook, Jonathan, 2007. "Modelling profitability using survival combination scores," European Journal of Operational Research, Elsevier, vol. 183(3), pages 1537-1549, December.

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