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Contreras Serrano, Carlos Gabriel - One of the best experts on this subject based on the ideXlab platform.
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Fidelización y rentabilización de usuarios de seguros todo riesgo de vehículos por medio de la venta cruzada y la venta escalonada. Un enfoque promocional para la industria aseguradora
2016Co-Authors: Contreras Serrano, Carlos GabrielAbstract:Manter relações ativas com clientes rentáveis é um dos principais objetivos da indústria asseguradora na Colômbia. Para isto, e para gerar campanhas de retenção, se têm desenvolvido modelos tácticos de segmentação que têm em conta a probabilidade de fuga do cliente e o valor vitalício do mesmo. Esta pesquisa gera um desenho de análise conjunta com 560 tomadores de apólices de seguros de carros em diferentes latitudes da Colômbia. Analisa-se que esquemas promocionais aceleram a probabilidade de renovar a apólice de seguro que eles têm com a sua agencia asseguradora atual. A aplicação de um modelo logit multinomial permite apresentar evidência para pensar que as promoções sob venta cruzada são eficientes para fidelizar usuários rentáveis enquanto que a venta escalonada é propícia para rentabilizar clientes fiéis.Mantener relaciones activas con clientes rentables es uno de los principales objetivos de la industria aseguradora en Colombia. Para esto y para generar campañas de retención, se han desarrollado modelos tácticos de segmentación que tienen en cuenta la probabilidad de fuga del cliente y el valor vitalicio del mismo. Esta investigación propone un diseño de análisis conjunto con 560 tomadores de pólizas de seguros de autos en diversas latitudes del país. Se examinan los esquemas promocionales que aceleran la probabilidad de renovar la póliza de seguro que tienen con su agencia aseguradora actual. La aplicación de un modelo logit multinomial ofrece evidencia de que las promociones bajo venta cruzada son eficientes para fidelizar usuarios rentables, mientras la venta escalonada es propicia para rentabilizar clientes fieles.To maintain active relationships with profitable clients is one of the main objectives of the Insurance industry in Colombia. For this purpose, and to create retention campaigns, tactical segmentation models have been generated to take into account the client’s withdrawal probability and the Customer Lifetime Value (CLV). This research produces a conjoint analysis design with 560 car Insurance policy purchasers in different places in Colombia. The promotional schemes to accelerate the likelihood of Insurance policy renewal with their present Insurance Agent were analyzed. Application of a multinomial logit model (MML) allows present evidence that suggests that promotions using cross selling are efficient in gaining profitable user loyalty, while staggered selling promotes loyal client profitability
Contreras Serrano Carlos - One of the best experts on this subject based on the ideXlab platform.
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Fidelização e rentabilização de usuários de seguros todo risco de veículos por meio da venta cruzada e a venta escalonada. Um enfoque promocional para a indústria asseguradora
'Colegio Mayor de Nuestra Senora del Rosario', 2018Co-Authors: Contreras Serrano CarlosAbstract:Mantener relaciones activas con clientes rentables es uno de los principales objetivos de la industria aseguradora en Colombia. Para esto y para generar campañas de retención, se han desarrollado modelos tácticos de segmentación que tienen en cuenta la probabilidad de fuga del cliente y el valor vitalicio del mismo. Esta investigación propone un diseño de análisis conjunto con 560 tomadores de pólizas de seguros de autos en diversas latitudes del país. Se examinan los esquemas promocionales que aceleran la probabilidad de renovar la póliza de seguro que tienen con su agencia aseguradora actual. La aplicación de un modelo logit multinomial ofrece evidencia de que las promociones bajo venta cruzada son eficientes para fidelizar usuarios rentables, mientras la venta escalonada es propicia para rentabilizar clientes fieles.Manter relações ativas com clientes rentáveis é um dos principais objetivos da indústria asseguradora na Colômbia. Para isto, e para gerar campanhas de retenção, se têm desenvolvido modelos tácticos de segmentação que têm em conta a probabilidade de fuga do cliente e o valor vitalício do mesmo. Esta pesquisa gera um desenho de análise conjunta com 560 tomadores de apólices de seguros de carros em diferentes latitudes da Colômbia. Analisa-se que esquemas promocionais aceleram a probabilidade de renovar a apólice de seguro que eles têm com a sua agencia asseguradora atual. A aplicação de um modelo logit multinomial permite apresentar evidência para pensar que as promoções sob venta cruzada são eficientes para fidelizar usuários rentáveis enquanto que a venta escalonada é propícia para rentabilizar clientes fiéis.To maintain active relationships with profitable clients is one of the main objectives of the Insurance industry in Colombia. For this purpose, and to create retention campaigns, tactical segmentation models have been generated to take into account the client’s withdrawal probability and the Customer Lifetime Value (CLV). This research produces a conjoint analysis design with 560 car Insurance policy purchasers in different places in Colombia. The promotional schemes to accelerate the likelihood of Insurance policy renewal with their present Insurance Agent were analyzed. Application of a multinomial logit model (MML) allows present evidence that suggests that promotions using cross selling are efficient in gaining profitable user loyalty, while staggered selling promotes loyal client profitabilit
Rodrigo Monteiro - One of the best experts on this subject based on the ideXlab platform.
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the moderating effect of attachment styles anxiety and avoidance on consumer intention
Revista Brasileira de Marketing, 2016Co-Authors: Valter Afonso Vieira, Rodrigo MonteiroAbstract:800x600 This paper investigates firm-focused customer attachment styles relationship, rather than general or interpersonal attachment styles. We proposed a theoretical framework and analyzed the customers’ attachment styles and their moderating effect on happiness, commitment, loyalty, satisfaction and preference for closeness. In Study 1, we survey clients from main banks in Brazil, who evaluated their relationship with banks. In Study 2, we survey clients from Insurance Agent broker. The results showed that the anxiety × avoidance interaction had negative association with switching intention. Second, the outcomes suggested that the anxiety × avoidance interaction attenuates the main effect of all marketing variables on repurchase intention and switching intention, creating a three-way interaction. Normal 0 21 false false false PT-BR X-NONE X-NONE MicrosoftInternetExplorer4
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the moderating effect of attachment styles anxiety and avoidance on consumer intention
Social Science Research Network, 2016Co-Authors: Valter Afonso Vieira, Rodrigo MonteiroAbstract:This paper investigates firm-focused customer attachment styles relationship, rather than general or interpersonal attachment styles. We proposed a theoretical framework and analyzed the customers’ attachment styles and their moderating effect on happiness, commitment, loyalty, satisfaction and preference for closeness. In Study 1, we survey clients from main banks in Brazil, who evaluated their relationship with banks. In Study 2, we survey clients from Insurance Agent broker. The results showed that the anxiety × avoidance interaction had negative association with switching intention. Second, the outcomes suggested that the anxiety × avoidance interaction attenuates the main effect of all marketing variables on repurchase intention and switching intention, creating a three-way interaction.
Rahmati Yalda - One of the best experts on this subject based on the ideXlab platform.
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Factores que afectan la explicación educativa del desempeño de la red de ventas en la industria de seguros iraní
'Universidad Peruana Union', 2020Co-Authors: Daghighi Asli Hashem, Shahroodi Kambiz, Mirbarg Kar, Seyed Mozaffar, Rahmati YaldaAbstract:The aim of this study was Meta-synthesis of factors affecting the explanation of sales network performance in the Iranian Insurance industry. The method of this research using the data theory, which is one of the best research strategies, through which; Theory is based on the main concepts of the data. In this regard, the meta-combined method has been systematically used to collect and review previous studies and the foundation data method to provide a theoretical model. In the first stage, by integrating automatic and manual search strategies, 25 related research articles published in the scope of sales network performance in the Insurance industry in the period 2009 to 2018 is covered for English articles and 2011 to 2018 for Persian articles. In the final stage, after implementing the proposed steps of Glaser and Strauss, the proposed theoretical model is presented. The results of the research obtained from the first stage have shown that psychological and behavioral factors have the highest frequency in previous studies and have paid the most attention, which in fact focuses studies on empowering human resources active in the Insurance industry. According to the results individual factors related to representatives and factors related to the organization of representatives, central conditions including: performance of Insurance Agent, strategic conditions including: factors related to central Insurance, prevailing context conditions included.El objetivo de este estudio fue la meta-síntesis de factores que afectan la explicación del desempeño de la red de ventas en la industria de seguros iraní. El método de esta investigación utilizando la teoría de datos, que es una de las mejores estrategias de investigación, a través de la cual; La teoría se basa en los conceptos principales de los datos. En este sentido, el método meta-combinado se ha utilizado sistemáticamente para recopilar y revisar estudios previos y el método de base de datos para proporcionar un modelo teórico. En la primera etapa, al integrar estrategias de búsqueda automática y manual, se cubren 25 artículos de investigación relacionados publicados en el alcance del desempeño de la red de ventas en la industria de seguros en el período 2009 a 2018 para artículos en inglés y de 2011 a 2018 para artículos persas. En la etapa final, luego de implementar los pasos propuestos por Glaser y Strauss, se presenta el modelo teórico propuesto. Los hallazgos de la investigación obtenidos de la primera etapa han mostrado que los factores psicológicos y conductuales tienen la mayor frecuencia en estudios previos y han prestado mayor atención, lo que de hecho enfoca estudios en el empoderamiento de los recursos humanos activos en la industria aseguradora. De acuerdo con los resultados factores individuales relacionados con los representantes y factores relacionados con la organización de los representantes, condiciones centrales que incluyen: desempeño del Agente de seguros, condiciones estratégicas que incluyen: factores relacionados con el seguro central, condiciones del contexto predominante incluidas
Valter Afonso Vieira - One of the best experts on this subject based on the ideXlab platform.
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the moderating effect of attachment styles anxiety and avoidance on consumer intention
Revista Brasileira de Marketing, 2016Co-Authors: Valter Afonso Vieira, Rodrigo MonteiroAbstract:800x600 This paper investigates firm-focused customer attachment styles relationship, rather than general or interpersonal attachment styles. We proposed a theoretical framework and analyzed the customers’ attachment styles and their moderating effect on happiness, commitment, loyalty, satisfaction and preference for closeness. In Study 1, we survey clients from main banks in Brazil, who evaluated their relationship with banks. In Study 2, we survey clients from Insurance Agent broker. The results showed that the anxiety × avoidance interaction had negative association with switching intention. Second, the outcomes suggested that the anxiety × avoidance interaction attenuates the main effect of all marketing variables on repurchase intention and switching intention, creating a three-way interaction. Normal 0 21 false false false PT-BR X-NONE X-NONE MicrosoftInternetExplorer4
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the moderating effect of attachment styles anxiety and avoidance on consumer intention
Social Science Research Network, 2016Co-Authors: Valter Afonso Vieira, Rodrigo MonteiroAbstract:This paper investigates firm-focused customer attachment styles relationship, rather than general or interpersonal attachment styles. We proposed a theoretical framework and analyzed the customers’ attachment styles and their moderating effect on happiness, commitment, loyalty, satisfaction and preference for closeness. In Study 1, we survey clients from main banks in Brazil, who evaluated their relationship with banks. In Study 2, we survey clients from Insurance Agent broker. The results showed that the anxiety × avoidance interaction had negative association with switching intention. Second, the outcomes suggested that the anxiety × avoidance interaction attenuates the main effect of all marketing variables on repurchase intention and switching intention, creating a three-way interaction.