This research analyses the relevance of pricing models to the behavior of banking service customers, in particular, how bank pricing models influence the acquisition and retention of retail customers. The survey is based a dataset of 90,000 current bank account holders at an Italian commercial bank, and records and analyzes their acquisition and abandonment behavior during the years 2007-2008.The findings show which pricing variables are significantly associated with customer acquisition and loyalty. Finally, this research identifies the main characteristics of the most effective pricing models for current accounts

Pricing models and bank customer behaviour

BOCCHIALINI, ELISA;IELASI, FEDERICA;ROSSOLINI, MONICA
2010

Abstract

This research analyses the relevance of pricing models to the behavior of banking service customers, in particular, how bank pricing models influence the acquisition and retention of retail customers. The survey is based a dataset of 90,000 current bank account holders at an Italian commercial bank, and records and analyzes their acquisition and abandonment behavior during the years 2007-2008.The findings show which pricing variables are significantly associated with customer acquisition and loyalty. Finally, this research identifies the main characteristics of the most effective pricing models for current accounts
2010
9789736406584
PROCEEDINGS OF THE IVTH INTERNATIONAL CONFERENCE GEBA 2010
Bocchialini, Elisa; Ielasi, Federica; Rossolini, Monica
File in questo prodotto:
Non ci sono file associati a questo prodotto.

I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.

Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11565/3833899
 Attenzione

Attenzione! I dati visualizzati non sono stati sottoposti a validazione da parte dell'ateneo

Citazioni
  • ???jsp.display-item.citation.pmc??? ND
  • Scopus ND
  • ???jsp.display-item.citation.isi??? ND
social impact