Diseño de una estrategia para la gestión de cobranza, a través de Big Data Analytics en empresas de venta por catálogo

Abstract

The present study of MBA seeks to design a collection management strategy using Big Data Analytics implemented in Direct Selling Companies. The methodology used to achieve the main objective is based on a systematic literature review and a qualitative analysis, in order to identify, describe, deepen and communicate the final strategy. The research method was applied in four core activities: (1) Planning the review protocol ; (2) Identification and classification of literature approach to the object of study; (3) Literature description of the evolution of the study and finally (4) Results. As a result, the strategy design model applied in Collections management through Big Data Analytics in Direct Selling companies, the model design was divided into three categories focused on the credit cycle (1) Credit Granting, (2) Credit Use Behavior and (3) Credit Recovery. Likewise, this study is a good example of how to use these strategies in companies oriented to the development of the commercial channel, which ensure growth, but at the same time protect the financial structure of the company, by segmenting customer profiles, generating personalized strategies according to the risk, thus minimizing the possibility of loss of the company.