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Cross Selling Opportunities In Banking Industry

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Spring 2006 Koç University Marketing 452 CRM Customer Relationship Management Final Project Homework

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Cross Selling Opportunities In Banking Industry Fortis Bank Elif Hande Gürsoy Hande Arpalıgil Özge Şahlanan Seher Sinem Aşkın Tutku Rüya Özmen MKTG 452 Customer Relationship Management Dr. Lerzan Aksoy
CRM ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Cross Selling ,[object Object],[object Object],[object Object]
Opportunity of Banking Industry Source:Impact of Industry and Degree of Interaction Lerzan Aksoy
Purpose of the study ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Company Analysis: Fortis General ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Company Analysis: Fortis CRM ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Company Analysis: Fortis CRM 2 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Competitor Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Competitor Analysis
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Competitor Analysis
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Competitor Analysis
[object Object],[object Object],[object Object],[object Object],[object Object],Competitor Analysis
Industry Analysis Number of Banks Operating in Turkey Between 1980-2005 http://www.tbb.org.tr/turkce/abf/19052006/EBF%20Turkish%20economy%20and%20anking%20sector%200506.pdf
Industry Analysis http://www.tbb.org.tr/net/donemsel/ 6.308 47 6.247 47 6.106 48 Total 19 13 19 13 18 13 Investment Banks 415 13 393 13 209 13 Foreign Banks 1 1 1 1 1 1 Savings Deposit Insurance Fund 3.836 17 3.799 17 3,729 18 Private owned 2.037 3 2.035 3 2.149 3 State owned 6.289 34 6.228 34 6.088 35 Savings Bank Branches Banks Branches Banks Branches Banks March 2006 December 2005 December 2004
Industry Analysis Branch and Personnel Growth between the fourth quarter 2002 to fourth quarter of 2005
Data Collection: Survey Preparation ,[object Object],[object Object],[object Object]
Data Collection: Participants ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Data Collection: Sample
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Data Collection: Methodology
Results:
Results:
Results :
Results :
Results :
Results:
Results: Promotional coupon has the highest ranking
Promotional coupon has the highest ranking Results :
Promotional coupon has the highest ranking Results :
PREFERRED OFFER WHILE PURCHASING PACKAGED FOOD Results :
Results :
Results ,[object Object],[object Object],[object Object],[object Object],[object Object]
Managerial Implications: Details ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Managerial Implications: Strong cooperatives
Questions?
Thanks.. Cross Selling Opportunities In Banking Industry Fortis Bank Elif Hande Gürsoy Hande Arpalıgil Özge Şahlanan Seher Sinem Aşkın Tutku Rüya Özmen

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Cross Selling Opportunities In Banking Industry

Editor's Notes

  1. Banks have the opportunity to interract with customer directly and frequently. This positions banks in to a statue that they can keep records of many information about their customers. Age, name, location, marital status, number of children, income, monthly spent money, purchasing behavior, shopped stores, bought items, eaten places, desired foods, etc..