КОРИШЋЕЊЕ КОНЏОИНТ АНАЛИЗЕ ЗА ОЦЈЕНУ АТРАКТИВНОСТИ УСЛОВА КРЕДИТИРАЊА
THE USE OF CONJOINT ANALYSIS TO REVIEW THE ATTRACTIVENESS OF CREDIT CONDITIONS

Summary/Abstract: The increase in aggregate demand is one of the primary goals of every economy. By achieving this goal, many positive effects in economy are also achieved which is manifested through increase in consumption, investment and creating a better social environment. The state has the key role in achieving this goal, with its instruments and policies it directs economy toward demand increase. Although all economies aspire to this goal, many are not in position to realize the goal they have set for themselves. The alternative, in an effort to increase aggregate demand, may be the banking sector. Increase in volume of loans directly influences the growth of demand. Commercial banks, like all companies, strive to continually increase their value on the market and to better position themselves. One way to succeed in doing so is to increase the income. Given the specificity of commercial banking, their goal is achieved, interalia, by improving of lending. In order to increase income on this basis, a very important prerequisite is the formation of attractive credit offers with the strong emphasis on respecting the views of clients on this issue. To respect and value clients` views means identifying key factors and adjusting the offer to them. The power of conjoint analysis is that it allows us to get the answer to this problem. The algorithm of this analysis is a multivariate procedure to measure the preferences of bank clients regarding the loan attributes. Conjoint analysis relies on a survey of bank clients with the representative set of attributes that are ranked according to clients` preferences. Obtained quantitative informations can be used to model the credit offer. For example, one commercial bank is interested in forming a new attractive credit offer and wants to study the influence of several factors (attributes) on client preferences in order to determine which factor is the most important one.

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