摘要:In microfinance, the value of retaining clients is
particularly clear. Typically, repeat customers have
a credit history and want to borrow larger loans,
whereas new customers require induction training
and can often weaken the solidarity of groups.
MFIs typically break even on a customer only after
the fourth or fifth loan (Brand and Gerschick, 2000).
And yet, many MFIs suffer chronic problems with
client desertion.