Application of CRM in offering insurance to commercial vehicle loan borrowers

1Citations
Citations of this article
25Readers
Mendeley users who have this article in their library.
Get full text

Abstract

Commercial vehicle loan borrowers of India constitute a segment of customers with a unique socioeconomic background, financial literacy level and lifestyle. Lending money to that segment involves high risk. Keeping this fact in mind, the studied company attempted to understand the need of this segment, explored the various lifestyle issues affecting the loan repayment and the financial loss to the customer’s family. Then, base these explorations, the company developed unique initiatives that would not only retain customers, but add value to the customers and the family. Such initiatives are quite relevant to the present context when all financial companies have been geared up to create value through unique approach to customer relationship. With this backdrop, this paper enumerates one of such unique CRM initiative taken by the studied company and tries to measure its effectiveness by analysing the primary and secondary data taken on different dimensions of effectiveness. The paper has been presented as a case study of one non-banking financial company that has developed unique CRM initiatives. This case can throw insight into the ways financial companies are doing relationship marketing.

References Powered by Scopus

Debt literacy, financial experiences, and overindebtedness

567Citations
N/AReaders
Get full text

Customer Relationship Management (CRM) in Financial Services

304Citations
N/AReaders
Get full text

The application of a relationship marketing perspective in retail banking

80Citations
N/AReaders
Get full text

Cited by Powered by Scopus

Relationship marketing effectiveness model for an Indian NBFC

5Citations
N/AReaders
Get full text

Register to see more suggestions

Mendeley helps you to discover research relevant for your work.

Already have an account?

Cite

CITATION STYLE

APA

Suar, P. K., & Mishra, S. (2019). Application of CRM in offering insurance to commercial vehicle loan borrowers. International Journal of Innovative Technology and Exploring Engineering, 8(11), 2698–2703. https://doi.org/10.35940/ijitee.K2146.0981119

Readers' Seniority

Tooltip

PhD / Post grad / Masters / Doc 6

55%

Professor / Associate Prof. 2

18%

Lecturer / Post doc 2

18%

Researcher 1

9%

Readers' Discipline

Tooltip

Economics, Econometrics and Finance 4

40%

Business, Management and Accounting 4

40%

Social Sciences 1

10%

Engineering 1

10%

Save time finding and organizing research with Mendeley

Sign up for free