Please use this identifier to cite or link to this item: http://hdl.handle.net/11718/14085
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dc.contributor.authorArif, Mufazzal-
dc.date.accessioned2015-07-10T14:21:51Z-
dc.date.available2015-07-10T14:21:51Z-
dc.date.issued2015-
dc.identifier.citationArif, M.. (2015). Using Analytics to Set Lending Product Cross-Sell Targets at Bank Level. 4th IIMA International Conference on Advanced Data Analysis, Business Analytics and Intelligence. Indian Institute of Management, Ahmedabaden_US
dc.identifier.urihttp://hdl.handle.net/11718/14085-
dc.description.abstractBranch is the most commonly used channel for Service organizations in order to engage customers and cross-sell their products. However it’s also one of the most intrusive ways of customer engagement. Given the value of these customer-led interactions, it’s equally important for the branch to understand its own customer base, branch demographics, location demographics, peer performance and competition to increase the market share of the organization. In such a challenging and competitive environment, it is most important to have a right target set for a branch against the best performing branch from its peers. In order to set asset cross-sell targets at branch level, we have used frontier analysis method with particular emphasis given to Data Envelopment Analysis (DEA) method. Three asset lending utility was designed for setting branch level target and this has resulted into an improved product holding at customer level and increase the market share.en_US
dc.language.isoenen_US
dc.publisherIndian Institute of Management, Ahmedabaden_US
dc.relation.ispartofseriesIC 15;158-
dc.subjectData Envelopment Analysisen_US
dc.subjectFrontier Analysisen_US
dc.subjectTarget Setting,en_US
dc.subjectBenchmarksen_US
dc.titleUsing Analytics to Set Lending Product Cross-Sell Targets at Bank Levelen_US
dc.typeArticleen_US
Appears in Collections:4th IIMA International Conference on Advanced Data Analysis, Business Analytics and Intelligence

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