Abstract

MACHADO QUEVEDO, ANDRÉS; PEREZ LONDONO, ALEJANDRO  and  RAMIREZ HASSAN, ANDRÉS. Cross-selling in Colombian pension funds: An approach using survival analysis. estud.gerenc. [online]. 2012, vol.28, n.123, pp.11-26. ISSN 0123-5923.

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 members of a Colombian mandatory pension fund was used for implementing several models that describe the impact of four characteristics of members on the probability of entering the voluntary pension fund in the following month. The models are based on survival analysis techniques.

Keywords : Survival analysis; cross-selling; consumer behavior.

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