Commonwealth Bank of Australia: Unbanklike Experimentation

Buell, Ryan W. John, Leslie K.

  • ケース
HBP

In August 2017, Commonwealth Bank of Australia was looking for ways to differentiate itself from competing banks, and was also trying to improve the financial wellbeing of its customers. One domain where this was particularly relevant was in its bank-issued credit card business, where customers routinely selected cards that although profitable for the bank could be a poor fit for customers' needs - leading to low satisfaction scores, cancellations, and occasionally, financial distress. To that end, the company's Behavioral Economics team had developed a provocative experiment dubbed "The Good and the Bad." Rather than just presenting the strengths of its various credit card offerings, they proposed also promoting each credit card's less-obvious drawbacks. Being transparent with customers might help them make better choices, but would those choices come at the expense of bank performance? Should a company choose to be in the sales prevention business?

出版日
2018/10
改訂日
2019-02-01
領域
生産・業務管理
ボリューム
27ページ
コンテンツID
CCJB-HBS-619018
オリジナルID
9-619-018
ケースの種類
Case
言語
英語
カラー
製本の場合、カラー印刷での納品となります。