Addresses a critical aspect of enrollment management by providing a "conceptual training outline" based on relationship marketing and management principles for admissions recruiters and other appropriate enrollment staff. Provides a set of "Attitude Tools" to suggest how various training methods might benefit from a consistent…

Enrollment management has come to be defined in structural terms when what is needed is an understanding of institutional academic context. Concentrating on which offices should be brought together to do enrollment work can lead to being stuck on structure, forcing the institution to reflect enrollment management rather than ensuring that…

Provides background information on enrollment management, discusses the concept in the context of today's colleges and universities, identifies four basic models of enrollment management, and outlines an ideal approach to implementing enrollment management principles. Argues that enrollment management is a concept reaching maturity. (RJM)

Explains why student recruitment now borders on hucksterism and outlines the reasons behind this phenomenon. Presents the dangers of aggressive recruitment programs, describes some of the major components of recruitment, and identifies some of the more influential players in the process. Asserts that admissions recruitment is here to stay. (RJM)

This dissertation explores issues involved in higher education admissions processes. It analyzes admissions and subsequent performance at the RAND Graduate School. Academic literature informs the presentation of statistical relationships among admissions criteria, admissions committee ratings and performance measures. Transformation techniques…

Describes some tenets of organizing and managing business territory, learned as a salesperson, which can be successfully applied to admission recruiting. Outlines the guiding set of principles and details their practice in business and their relevancy to higher education. (FC)

The 19 chapters of this book on college admissions are divided into six sections on: (1) perspectives and history, (2) the admissions officer, (3) understanding enrollment management, (4) admissions tools, (5) admissions programs, and (6) perspectives on the twenty-first century. The papers are: "Perspectives on Educational Reform" (Donald…

Discusses the need for consensus about the ethics of need-blind admission by focusing on principles concerning the practice of college admissions. Argues that colleges should not abandon need-blind admissions but should, instead, remove expectations that colleges should meet the full needs of all the students they accept. (RJM)

Describes changes that have occurred in high schools, colleges, and the entrepreneurial admission sector. Relates the evolution of the admission officer's job since the early 1960s and the profession's rapid growth. Details the hybrid role of marketer and educator for chief admissions officers, and issues a call for professional standards. (RJM)

Although colleges and universities interested in the most cost-effective way of diversifying their entering class or meeting enrollment targets have an array of analytical techniques to choose from, issues of accuracy, scope, and usability continue to slow their widespread use. To address these issues, this article develops an institutional…

This is a first-hand account of the process used in selecting undergraduates at Stanford University (California) between 1984 and 1991. The topics covered are also relevant to the procedures followed in many four-year colleges throughout the United States. There are sections on the use and abuse of standardized tests and on special considerations…

This national survey of college and university enrollment management practices examines how current technology is being used to make enrollment management more efficient and cost-effective. The report finds that more enrollment managers use advanced tracking, research, and analysis systems to determine the most effective outreach methods; they…

This study examines how institutional expenditures and grants (student financial aid) relate to retention and graduation. It looks at this relationship over a 10-year period and examines differences between institutions with low- and high-admissions selectivity standards. In general, expenditures for institutional grants positively contributed to…