• A
  • A
  • A
  • ABC
  • ABC
  • ABC
  • А
  • А
  • А
  • А
  • А
Regular version of the site

Student
Title
Supervisor
Faculty
Educational Programme
Final Grade
Year of Graduation
Kseniya Vorobeva
Building a Long-Term Relationship Between the Consumer and the Company in the Telecommunications Market
Marketing
(Master’s programme)
2016
The author analyzes telecommunication market players experience, reveals the Er-Telecom company growth zone  and offers a set of measures to create long-term relationship with a client, preventing  churn of recently connected clients. Typical sales funnel in the telecommunications market is alike a hourglass consisting of awareness, interest, purchase, ownership experience and re-purchase.  When  client reaches the stage of the re-purchase  the  experience with a company should be positive and customer should be satisfied with an initial contact. Thus developing measures to reduce the client churn  is necessary to cover all business processes that affect interaction with a company. Today is not enough to work only on the final stage of client life cycle and try to keep customers  when they have already decided to terminate the cooperation.

Student Theses at HSE must be completed in accordance with the University Rules and regulations specified by each educational programme.

Summaries of all theses must be published and made freely available on the HSE website.

The full text of a thesis can be published in open access on the HSE website only if the authoring student (copyright holder) agrees, or, if the thesis was written by a team of students, if all the co-authors (copyright holders) agree. After a thesis is published on the HSE website, it obtains the status of an online publication.

Student theses are objects of copyright and their use is subject to limitations in accordance with the Russian Federation’s law on intellectual property.

In the event that a thesis is quoted or otherwise used, reference to the author’s name and the source of quotation is required.

Search all student theses