Tatiana K. Bogdanova - Associate Professor, Department of Business Analytics, National Research University Higher School of Economics
Address: 20, Myasnitskaya Street, Moscow, 101000, Russian Federation
E-mail: tanbog@hse.ru

Dmitry Yu. Neklyudov - Chief Specialist for Marketing Business Analysis, MegaFon PJSC; Senior Lecturer, Department of Business Analytics, National Research University Higher School of Economics
Address: 20, Myasnitskaya Street, Moscow, 101000, Russian Federation
E-mail: dyuneklyudov@hse.ru

      According to most analysts, the era of extensive growth in the telecommunications market has almost finished. The ongoingcompetition between leading telecommunications companies is bringing the problem of developing a rational telecommunications policy to the forefront.
      The ever-changingtelecommunications market, subscribers’ preferences, the expanding variety of services, the need for updating user data, the inadequate efficiency of the existing systems to form exact subscriber definitions demonstrate the need for more flexible tariff methods and policy. In spite of Russian and foreign scientists taking into consideration the pricing problems in forming tariff plans, the main accent is placed on price formation according to the profits either of the whole telecommunications field or company expenses in most attempts. The problem of differentiation of tariff plan characteristics with the purpose of subscribers’ preference calculations has not been sufficiently explored. Moreover, the structural problems of tariff plans, where phone subscribers’ preferences should be taken into consideration, and the whole tariff policy, in which formation of the entire complex of existent and prospective tariff plans should be taken into consideration, have not been properly researched. For solving these problems, we have offered a model of forming telecommunications company tariff policy using methods of intellectual data analysis and taking into consideration discovered preferences of subscribers and investors.