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.)

Universities face a multitude of issues and challenges in the current era of higher educational endeavors. Universities are being urged to provide high quality education, exist as a well-reputed university, achieve enrollment success, improve competitive positioning, provide contemporary and well-designed academic programs, and maintain financial…

Today's colleges and universities may tolerate the "idea" of marketing more easily, but marketers must continue to educate campus communities about marketing theories and practice. To promote a useful appreciation of how theories translate into initiatives, we propose incorporating "marketing maps"-user-friendly graphic representations of how…

An analysis of ranking data, taken from "Maclean's" magazine's 2001 rankings of the 47 Canadian universities, is presented. Consistent with previous research, the rank data show that the specific measures and indices used by the magazine are inconsistently related to each other and to the universities' final assigned rankings. Some implications…

Describes a study measuring the attitudes of higher education professional about the marketing policies of their institutions. Results indicate that respondents agree that marketing efforts are now "critically important" to their institutions' future. Results also identify attitudes about who should be responsible for marketing policies, as well…

Investigated the current state of marketing, marketing research, and planning practices at four-year higher education institutions. Builds upon previous studies by Blackburn (1979) and Goldgehn (1982 and 1989). Determined whether the use and apparent understanding of marketing and its attendant activities by admissions and enrollment management…

Surveyed adult college students regarding their motivation for attending college and the relative importance of college choice criteria. Getting better jobs, gaining general knowledge, and enhancement of self-esteem were most frequently mentioned. Availability of desired programs, days/times of needed classes, locations of courses, cost, and…

Developed and tested a model of students' university "brand" choice using five individual-level variables (ethnic group, age, gender, number of parents going to university, and academic ability) and one situational variable (duration of search) to explain variation in the sizes of awareness, consideration, and choice decision sets. (EV)

Understanding the factors that influence alumni giving is a critical task of institutional marketers and development officers. To better understand the factors that influence alumni support, this research reports the results of a field experiment in which the effect that acknowledgement of alumni contributions has on their subsequent donation…

Today's administrators in higher education face a dynamic marketplace that offers students an array of educational options and alternatives. Much like organizations more traditionally associated with marketing strategies and tactics, colleges and universities are gradually moving towards and embracing the marketing concept and a focus on consumer…

Recently, many urban public universities have seen a drastic increase in competition. This project integrates Schumpeter's economic theories from 70 years ago with current strategic management theory in order to provide a framework for strategic response to that competition. This article explores all possible combinations of the high-low quality…

Institutions of higher education are increasingly becoming dependent on Web-based marketing to reach out to their target audiences. The current empirical study examines the types of impressions formed by prospective students based on exposure to different university Web site images. A between-subjects experiment was conducted using four identical…

This article presents an approach to enrollment management based on target marketing strategies developed from a choice-based segmentation methodology. Students are classified into "switchable" or "non-switchable" segments based on their probability of selecting specific majors. A modified multinomial logit choice model is used to identify…

Measured New Zealand college students' perceptions of educational service quality using SERVPREF methodology. Found that both technical and functional quality are important dimensions, and that the quality of education, campus facilities and environment, and course process significantly influence students' perceptions of service quality. Student…

Surveyed college alumni to determine the impacts of the alumni-university relationship and alumni assessments of their college experiences on important expressions of loyalty. Results provide support for the impact of these variables on current behavior and behavioral intentions, making them important for marketing. (EV)