Modelling of Financial Contracts Production in the Employer’s Market
Relationship between performance and production of new financial contracts
Wout Hartel (TU Delft - Electrical Engineering, Mathematics and Computer Science)
Pasquale Cirillo – Mentor (TU Delft - Electrical Engineering, Mathematics and Computer Science)
Kees Oosterlee – Graduation committee member (TU Delft - Electrical Engineering, Mathematics and Computer Science)
Jaap Hoekman – Coach
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Abstract
This thesis is a research into the relationship between performance and sales of new financial contracts of financial products providers in the employer’s market. This thesis is written in collaboration with IG&H Consulting. Combining the performance scores given by advisors on financial providers and the production of new contracts over the past two years, a logistic regression is fitted with a selected group of performance variables. The results show a significant positive effect of the performance on the production of new financial contracts. The model predicts a potential growth in the number of contracts when there is an improvement in the performance of providers in the eyes of advisors. The performance of the model is not fully satisfying but it is a good starting point. It can be ameliorated in the future with the collection of contract specific information.