Within an increasingly more competitive landscape, Higher Education Institutions (HEIs) are becoming more marketized and promotionalized. Brand building is becoming a strategic administrative goal, yet clear brand management models are lacking. This paper utilizes the Brand Flux Model™ to assist in tracking the fluxing nature or historical…

Brands are fundamentally about experiences and relationships, and therefore they form prime basis of an institution's connection with their stakeholders. With the mushrooming of business schools (both private autonomous and government supported) and fading global boundaries, especially in the Indian context, communicating a business school…

The Admitted Student Questionnaire Plus (ASQ[superscript +]) is a standardised measure that provides an analysis of the student's college selection process. Among other things, the instrument inquires about the importance of 16 college characteristics, followed by quality ratings of specific colleges that the student considered on these same…

Colleges and universities rely on their image to attract new members. This study focuses on the decision-making process of students preparing to apply to college. High school students were surveyed at college open houses to identify the factors most influential to their college application decision-making. A multi-methods analysis found that…

Prospective college students regularly read in promotional literature that the college experience is personal and unique to each individual. However, if their experience in the recruitment process proves otherwise it is difficult to convince students that they can each have a personal relationship with the institution. Small colleges can overcome…

Evaluation of gender differences between students and between parents based on the perceived financial, social, psychological, physical, and functional risks associated with college selection. Nineteen criteria associated with these risks were evaluated for significant gender differences as well as for their level of importance by gender in the…

"U.S. News & World Report" has published a ranking of the top 50 MBA programs since 1990. Today, there are more than a half dozen different rankings of MBA programs and they are so popular and powerful, that prospective students, alumni, legislators, college presidents, deans, and admissions officers wait with bated breath to see where their…

The paper presents empirical research that investigated significant dependent relationships between "type" of influencer, e.g., parent, sibling, friend and total number of influencers, and levels of satisfaction within the context of an extended service buying process, i.e., application to an institution of higher education. The type of influencer…

This paper explores how perceived attractiveness of the social life at a college/university influences potential applicants' likelihood to request information from, visit and apply to (decision approach actions) that school. Results obtained from a study of high school juniors indicate that attractiveness of social life, defined in terms of…

Predictive modeling has been a popular topic in higher education for the last few years. This case study shows an example of an effective use of modeling combined with market segmentation to strategically divide large, unmanageable prospect and inquiry pools and convert them into applicants, and eventually, enrolled students. (Contains 6 tables.)

Examined determinants of "service quality" as perceived by 139 potential students of a western university. Respondents identified dimensions of the university's quality such as assurance and reliability, empathy, and responsiveness. There was no statistical difference in the expected quality rating between potential students who decided to attend…

Through a survey of business programs, a study examined the nature and extent of student recruiting activities and classified them according to a "brand elimination" model. Timing and methods of recruiting were then compared to reports of enrollment changes. Results suggest that targeted recruitment activities aimed at creating awareness early in…

A survey investigated the feelings and beliefs of British university applicants at one point in the application process: after the application is acknowledged but before offers or examination results are available. Results suggest many see the process as straightforward, helpful, friendly, but a sizeable group consider it slow and complex. Many…

A survey of 111 campus recruiters of graduating students shows agreement that interviews are the most important selection method. Students' verbal communication skills, character, work experience, and academic performance were judged the most important personal characteristics in applicants. Work-related expectations and attitudes were the most…

Outlines an approach to college and university marketing that focuses on identification of buyer readiness state and selection of appropriate communication goals. This approach uses a hierarchy of communication goals (awareness, knowledge, liking, preference, conviction, purchase) widely used in consumer advertising. Argues that little has been…