Skip to the beginning of the images gallery

FBTO

Reference: P-892
Year: 1995
Geographic Setting: Países Bajos
Publication Date: Mar 1, 1996
Source: IESE (España)
Type of Document: Case

Grouped product items
Format	Language	Reference	Use	Qty	Price
pdf	Spanish	P-892			As low as €8.20

You already have a subscription

To order please contact the person in charge of academic purchases in your university.

You'll be able to order once your profile has been validated.

Description

The FBTO insurance company is evaluating the results of its Customer Loyalty Program, aimed at reducing the defection rate of its customers. For the last three years the company has provided premium discounts in insurance policies to customers who had several policies with FBTO and who had a long standing relation. Now the company tries to evaluate several alternatives to the exiting program that could provide equivalent or higher value to the customer while reducing the cost to the company.