EM

How is merit aid used?

-reposition college by enhancing its profile (winning athletic team, "buying" national merit scholars/ high achievers) -institutional markets and competition (other institutions are employing the same tactics; have to keep up) -Making the class (Brown, 2007)

Retention theory

.

Sample Q 3f) Describe relevant market tests that can be used to test the efficacy of the plans mentioned in the case.

.

Sample Q 3g) Discuss key elements of economic theory and pricing as they relate to the recruitment and retention of students.

.

Sample Q 3h) Discuss the role of assessment and evaluation in the decision making process

.

Sample Q 3i) Develop a retention plan based on the case focusing on factors that would increase retention at the institution. Include statistics on retention, theories and research based strategies.

.

Sample Q 6: a. Describe the criticisms of enrollment management, b. Defend each criticism while providing the benefits of enrollment management, and c. Discuss whether schools have an alternative (why or why not) and give examples. Be sure to use relevant research and theory.

.

Sample Q1a. Describe the four basic enrollment structures that they can choose from and discuss what you consider to be the best structure. Give reasons for your choice.

.

Sample Q1b. Describe the tools that enrollment managers can use to predict a student's likelihood of enrollment and explain how these tools can be used to the advantage of the institution.

.

Sample Q1c. How can your institution balance access, affordability, accountability and quality?

.

Sample Q1d. What is your personal philosophy of enrollment management?

.

Sample Q2. Describe four strategies/best practices for refocusing enrollment management at an institution that is suffering from falling enrollments. Why are these strategies/best practices important and which strategy do you consider to be the most important? Your reasons should be supported by appropriate theory and research.

.

Sample Q3 d) What is the difference between a long-range plan and a strategic plan?

.

Sample Q3 e) Discuss relevant research on recruitment and retention that would be helpful in this case.

.

Sample Q3A&B. What is a sound strategic plan?

.

Sample Q3C. What is the difference between a plan and a long-range plan?

.

Sample Q5:Enrollment Management has been cited as both a positive and negative force within the higher education profession. From an organizational perspective and from a process perspective, explain the benefits and detriments of enrollment management. Cite relevant research on this topic to support your response.

.

Sample Q7: defend the market-centered approach to recruitment by your institution. Describe the approach and give reasons for why you need to use it and also provide arguments for known criticisms.

.

Attributes of successful enrollment managers

-being data driven -open to collaboration on campus -have experience in marketing within higher education -being willing to take an entrepreneurial approach -possessing managerial skills (Kurz, 2003)

Scott's Strategic Planning in EM chart/steps

1. Current Position (assess internal environment, external environment, problems, constraints); informed by stakeholders & mission 2. Forecast 3. Goals 4. Objectives 5. Desired Outcomes 6. Strategies and planning 7. Financial plan 8. Implementation 9. Assessment & Evaluation

Theory of Incentive Grants (Kelly & Goldrick-Rab)

Conditioning financial aid on achieving benchmarks or completing certain activities will encourage students to increase efforts to their studies, which will lead them to perform better and progress through degree requirements quicker Reinventing financial aid- ch 5

Low elasticity

Ivey leagues- enrollment; less sensitive to price changes; minimum loss of enrollment if price fluctuates

What does Sevier say about image in marketing?

Ppl are more influenced by prior knowledge than by new knowledge Image has a significant yet often under appreciated effect on college choice (importance of market research) If you have no brand, you will not own a position in the minds of your key audiences If you have a brand, then your materials will be better received by potential students (Sevier, 2003)

Preferred College Choice Model

Predisposition- students develop their college aspiration- whether to go to college or not Search- search and college information about colleges Choice- apply for several colleges and enroll at a particular institution (Hossler & Gallagher, 1987) (Hossler, Bontranger, & Associates, 2015; SEM Ch 4, Park & Hossler)

What factors inform university's decision on supply?

Price Cost of production Price of competition

6 factors influencing purchase of higher education

Price of education Available income Amount of accumulated wealth Price of other family product/service needs Family tastes/preferences Expectations of future income/wealth/prices

Values

The characteristics an organizations believes are important in how they do their work (Hinton, 2012)

Components of a strategic plan?

(Hinton, 2012) -Mission Values Vision Strategic goals and objectives The implementation plan

7 primary functional areas that need to be integrated for successful implementation and operation of EM

(Huddleston, 2000) 1. institutional research and planning 2. Marketing 3. Admissions- produce revenues based on enrollments and have to balance with quality, diversity, campus resources, selectivity, service, and maintenance of academic majors 4. Registrar 5. Financial aid 6. Orientation- helping with transition to college, helping to clarify expectations and building affiliation and commitment to the university 7. Retention and advising- data based programs for retention and effective vocational and academic advising to ensure persistence

What are criticisms of EM?

-Described as "winner-takes-all" orientation -EM strategies work against broad educational values and the social good -EM strategies are part of the "pervasive pursuit of prestige" (Kalsbeek & Hossler, 2009) Admissions Industrial Complex (Lui, 2011)= creating unfair system in which access is only granted to those with resources

Issues & criticisms with practice of merit awards?

-Does not reduce the net cost vs attending a competing college that has offered a scholarship as well -Vanity scholarships= awarded for simply being admitted to college; not uncommon at private colleges; awarded before need-based eligibility -Diminish pool of money required to fund need-based aid= not entirely true -Institutions are embracing business oriented practices Parental perception and expectation= expect to get a scholarship (Brown, 2007)

What are the fundamental theories on college choice

-Economic approach= comparing cost & benefit, assuming that the lifetime economic benefits will exceed costs of additional education -Sociological Approach= emphasizes the influence of social and cultural capital in the earlier stages of the decision process -Information Processing Approach= concentrates on how students gather and process info and then make decisions -Combined (Hossler & Gallagher, 1987)= 3 stage model [predisposition, search, choice] (Hossler, Bontranger, & Associates, 2015; SEM Ch 4, Park & Hossler)

4 traditional types of EM structures

-Enrollment management committee= brings together a group of faculty and administrators to focus on enrollment issues. Advantage of rapid and relatively easy implementation. Requires the least institutional support or commitment and therefore is the least likely to succeed -Enrollment management coordinator model= assigns an individual to coordinate departments and activities to achieve enrollment goals. Requires minimal institutional commitment since the coordinator usually has little formal authority -Enrollment management matrix model= similar to coordinator, except person in coordinating role is a top-level administrator. Higher degree of authority and potential for greater institutional support -Enrollment management division= key offices and functions related to EM are brought together under the leadership of a senior-level administrator. Reflects highest degree of institutional commitment to influencing enrollments. Increases likelihood that enrollment management efforts will be led by an enrollment specialist, i.e., an individual with experience and training specific to managing college and university enrollments Bontrager, B. (2004). Enrollment management: An introduction to concepts and structures. College and University Journal, 79(3), 11-16. Retrieved from http://registrar.iupui.edu/emc/ppt/bontrager_concepts_structures.pdf

Steps in creating a strategic plan

-Look to stakeholders (students, faculty, staff, community, board of directors) -SWOT analysis- evaluating internal & external factors, problems & constraints -Strategic plan emerges -Include financial planning throughout -Assessments and evaluations (Hossler, Bontrager, & Associaties, 2015)

Discuss the conditions and challenges facing private institutions as they relate to access and affordability (Russo & Coomes, 2000)

-Private colleges have to respond to same conditions and challenges facing public while funding their activities without the benefit of public subsidies -tuitiondrive; increased tuition levels to meet increased institutional costs -funding needs are dependent on student enrollment as primary source of income -policy options of access and choice are further confounded by the need, at least at highly selective colleges, to present an image of quality -ability of private college to balancing goals of equity, choice, & quality depends on number of policy decisions that are formalized through interplay of institutional pricing strategies,merit and tuitiondiscounting, and institutional student aid packaging policies

Core principles of EM

-Strategic planning -To use financial aid systematically and strategically -Using marketing with a recruitment orientation -Knowing market position -Data-driven decision making -Retention strategies -College choice theories -Synergy & collaboration across departments -Assessment and evaluation -Understanding what makes an effective enrollment manager

What does research say about the timing of college choice?

-most students make their first-choice college decision by end of 9th grade -the later the decision is made, the less likely they are to attend college or are more likely to attend a 2yr institution vs a 4yr institution -junior yr of hs has pivotal event of SAT/ACT. Stu who take these tests are more likely to seek info from external sources -hs seniors also have pivotal event of completing FAFSA; brings cost into consideration and campus visits and communication with institutions become an influencing factor -timing is impacted by income and college aspirations. Low income an low aspirations tend to cause later requests for information and later submissions of applications (Hossler, Bontranger, & Associates, 2015; SEM Ch 4, Park & Hossler)

Sample Q8: Henderson (2005): "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 enrollment management reflects the institution." Is this an accurate assessment?

.

Sample Q: 4d. Discuss key elements of economic theory and pricing as they relate to the recruitment and retention of students.

.

9 Themes of College Student Retention (Bean, 2005)

.1- Money & Finance 2- Grades & Academic performance 3- Student background (social & human capital-abilities & skills- student brings to college 4-Social Factors (cultural capital, first generation) 5- Bureaucratic factors (rltnshps between student and various offices) 6-Institutional & External Environment (family responsibilities, difficulty of transferring, significant other) 7-Psychological & Attitudinal Factors (self-efficacy, locus of control, assumption that ed leads to employment) 8- Institutional fit & commitment/loyalty (student belonging, having same values as peers) 9- Intentions (to stay) Changes in retention rates come from changes in institution; Retention should be a collective effort; Students shouldn't be treated like customers because the customer is not always right

Supply vs demand: at any moment, one of these three conditions prevail

1. Excess demand= quantity demanded exceeds quantity supplied at current price 2. Excess supply= quantity supplied exceeds quantity demanded at current price 3. Market equilibrium= quantity supplied equals the quantity demanded at current price

What is merit aid?

Gift aid; Money that does not need to be repaid Commonly referred to as scholarship Awarded independently of demonstrated financial need (Brown, 2007)

Tinto (1988); Tinto (2012)

1988- Theory of Student Departure: separation, transition, incorporation (integrated once adopt norms of college, being involved). Primarily puts the responsibility of persisting through college on the student and not on the institution. 2012- Framework for Institutional Action- retention depends on the social and academic integration of students

How are admission decisions made?

2 fundamental methods: open admission & eligibility models (all who benefit are admitted; hs dipoloma or GED and application are typically all that is required) Selectivity models= based on combination of academic and personal qualities, often including (hs coursework, grades, gap, rank, standardized testing, application, essay, recommendation); sometimes including (special talent, athletics, diversity, globalization/internalization, alumni/legacy status, influence of donors/legislators/other pressure points, financial consideration- full payers) "Black Box of Selective Admissions"= no single model File review= individualized reviewed Final Decision= by teams or senior managers, or by deans/directors (Hossler, Bontranger & Associates, 2015; SEM Ch 8- Lucido)

"Paper airplane model" of higher education market

7 market segments of higher education (Zemsky) Seeks to avoid hierarchical ranking of institutions and making judgments of better and best >To left are institutions with high demand and high selectivity, high list price and net price, high residential capacity, mostly full-time degree seeking students, high academic profile, wide geographic draw, broad brand recognition, high percentage of full-time faculty, higher faculty salaries, greater expenditures on student instruction, high graduation rates (high level of prestige) >To right, convenience/user friendly, teach large numbers of part-time, adult and intermittently enrolled students who may or may not be seeking a degree; have less demand and therefore less selective, charge lower price, low residential capacity, spend less on instruction, e.g. age more part-time and adjunct faculty, have lower graduation rates (flexibility and affordability) >core/bulk: balance of 2= pursue greater name recognition, higher academic profile, higher price point, and wider geographic draw yet need to cater to the part-time, adult, commuter, convenience market for mission Pruss poses and financial reasons. Students seek both name brand reputation of institution to left and convenience and accessibility and value of those to right

Why is access to higher education a social and economic issue?

Across all ethnic and racial groups for both men & women, higher ed yields benefits in: -economics= completing bachelor's degree on avg yields one million dollars more over a lifetime compared to just a hs diploma -individual -familial= correlation between education level of mother and health & cognitive skills of young children -social (Ballinger, 2007)

Terenzini & Pascarella (1980)

Amt of time spent with faculty influences student intent and persistence

Define market position

An external and market orientation in which focus shifts from internal processes and tactical activities toward external realities, environmental dynamics, and competitive conditions (Hossler, Bontrager, & Associates, 2015; SEM Ch5= Kalsbeek & Zucker) Understanding the market is a prerequisite to all SEM planning. (Kasbleek & Hossler, 2009)

Strategic Goals & Objectives

Goals= specific achievement; a target reached Objective= more general; helps set a course by giving direction (Hinton, 2012)

Why is marketing higher education difficult?

Because all institutions of higher education offer essentially the same thing: a bachelor's degree. o To overcome this difficulty, institutions must focus on their peripheral characteristics, rather than their central characteristics. o What sets them apart? Harvard and Yale don't need to try hard to market their academics, but UM might market their athletic program, hoping for the success of the halo affect.

Define benchmarking

Comparing particular business processes vs. industry best practices (Hossler, Bontrager, & Associates, 2015; SEM Ch5= Kalsbeek & Zucker)

College fit vs. college match

College match relates to the likelihood that a student will be admitted to an institution based on academic factors whereas college fit refers to the extent to which the institution meets the student's social, academic and financial needs (Cochran & Coles, 2011)

Are lower income students disadvantaged in the admissions process? Why or why not?

Due to preference with: -early decision applications -legacy status -relation to university donors -need aware policies- having the ability to pay full price (Ballinger, 2007)

Student capacity to Benefit Model for Admission Decision-making

Enhancement= the goal of higher ed is to seek out and nurture talent Mobilization= higher ed is the "great equalizer" and must promote social and economic mobility (Hossler, Bontranger & Associates, 2015; SEM Ch 8- Lucido)

What is your definition of enrollment management?

Enrollment management is an all-encompassing term used to define the structure, process and policies developed to recruit students to a postsecondary institution and retain them through graduation (Hossler, Bontrager & Associates, 2015).

Eligibility-Based Model for Admission Decision-Making

Entitlement= higher ed is an inalienable right and should be made available to everyone Open access= college is a natural progression after high school and should be made available to everyone who is qualified ((Hossler, Bontranger & Associates, 2015; SEM Ch 8- Lucido)

Strategies & techniques to ensure effective EM (Huddleston, 2000)

Examining demographics Improving access Linking pricing, aid, and institutional budgets Achieving student diversity Attracting and serving international and adult students Developing campus retention programs Managing information systems Using integrated communication Creating a marketing plan Enhancing student services Establishing predictive modeling Measuring the success of academic support programs Establishing desired program outcomes and assessment measures

What are market research tools?

Focus group studies Survey research Database analyses Market testing Predictive modeling Geodemographic research

What is a scholarship?

Foundation for the support of a scholar (original definition) Financial aid awarded to a student No mention of student needing to be scholarly or needy (Brown, 2007)

Sample Q9. Has enrollment management ruined higher education? Provide a detailed response to support your position citing relevant theory and research.

Hossler, D. R. (2004). How Enrollment Management has transformed - or ruined - higher education.; EM saved universities in the eye of declining enrollments; universities have always been paying attention to strategic enrollment; Enemies of Equity= tuition discounting- recruits affluent students, and funnels necessary money away from facility maintenance, faculty salaries, etc; institutions are in competition with each other, which hurts the students

When and why did EM arise?

In the 1970s, higher education began to change and universities were faced with falling enrollments. This was a result of baby boomers leaving college, with lower birth rates following, as well as the economic value of a college education being questioned. Further, graduates had problems finding jobs, the costs of college were increasing; students wanted more practical degrees Jack McGuire first used the term "Enrollment management" in 1976 to describe his efforts to attract and retain students at Boston College. McGuire pushed for the organizational integration of functions such as advising, admissions, financial aid, and orientation, with an emphasis on data-driven decision making incorporating concepts from the business worlds into the academic sphere; aggressive marketing (Hossler, Bontranger, & Associates, 2015; SEM Book Ch 1= Hossler)

High elasticity

Increase price, you'll lose students; more sensitive to price changes; community colleges

Student capacity to Contribute Model for Admission Decision Making

Investment= access to higher ed should promote the greater good and further the development of society Environmental/institutional= admission selection process is designed to meet the enrollment goals and unique organizational needs of the admitting institution while promoting the overall quality of students' educational experience Fiduciary= higher ed is a business, and access must first preserve the institution's fiscal integrity (Hossler, Bontranger & Associates, 2015; SEM Ch 8- Lucido)

What is integrated marketing?

Making sure that marketing efforts are communicated and supported (everyone rowing in the same direction) Goals have measurable outcome Largely strategic Requires: listening (market testing), segmenting (using data to determine how messages will be delivered to audiences), & promoting Focuses on getting the message out to the right audiences (Sevier, 2003)

Performances Based Model for Admission Decision- Making

Meritocracy= access to higher ed is a reward for those who have been most academically successful Character= access to higher ed is a reward for personal virtue, dedication, perseverance, community service, and hard work (Hossler, Bontranger & Associates, 2015; SEM Ch 8- Lucido)

What is unfunded aid?

No endowment supporting many of the awards Majority of scholarships at all but most well-endowed universities Leads to higher costs of education; tuition costs rise in order to compensate for lost revenue (Brown, 2007)

Resource Dependency Theory

Often used to explain the shift to the adoption of a market orientation among colleges and universities and the emergence of SEM. Posits that organizations respond to changes in the external environment by shifting time, energy, and resources to protect or acquire scarce resources that are central to the health and vitality of the organization. (Pfeffer & Salancik, 1978; cited in SEM Ch 1- Hossler, 2015)

How do different college admission plans work?

Open= students can sometimes simultaneously apply, be admitted, and enroll Rolling= considered at time of complete application, immediately notified, admitted as long as space is available Regular Admission/ Competitive Pooling= pooled so that readers can weight the credentials of students alongside others in the applicant pool Early Decision= designed to allow students who have a clear first choice an opportunity to apply for admission and to receive an admission decision early Early Action (Non-binding)= may apply early under much the same admission calendar as with early decision, but not bound to attend school and can make a decision later in the academic year Early Action (Binding; Single-Choice)= students are asked to apply to one school early only (Hossler, Bontranger & Associates, 2015; SEM Ch 8- Lucido)

4 Ps/Cs of Integrated Marketing

P- institution-centric C- customer/market-centric Product = customer Price = cost Place = convenience Promotion = communication (Sevier, 2003)

What factors influence college choice?

Personal characteristics family income (one of the strongest predictors) Social and cultural capital- parents level of education, involvement in child's education, expectation of child Academic ability High school attended- availability of advanced courses, access to technology, expenditures per student, peer achievement Information sources Peer effects- those with more college-bound friends are more likely to apply and enroll in college Cost of attendance and financial aid- actual money as well as information about financial aid (Hossler, Bontranger, & Associates, 2015; SEM Ch 4, Park & Hossler)

7 P's of Enrollment and Admission

Product: education is the product of an institution; branding is important (intangibles); need to have market differentiation (because of isomorphism);; Halo effect- one program is good because of another; Price: value = benefits - cost; non-monetary costs consist of: time, hassle, physical, sensory, psychological, and social Place: institutions need their location to be shed in positive light; satellite campuses, online courses Promotion: successful promotion is dependent on integrated marketing communications (a comprehensive, coordinated institution-wide effort to communicate mission-critical values and messages in a way that target audiences notice, understand, and respond to." Physical Evidence: students will look at the physical upkeep as an indication of the quality of education; everything a student can see (sports facilities, landscape, classroom, tours)- often highlighted in brochures Processes: enrollment should be easy and anxiety-free People: institutions can control the type of people they bring into the university; branding is a signal to students= anyone's who is helping institution accomplish the service guaranteed (Hossler, Bontrager, & Associates, 2015; SEM Ch 6, Hayes)

Enrollment Funnel

Prospective students: very large pool and begins to narrow once students take some sort of action to show their interest and inquiry. In order to move students from a prospect to an inquiry, the institution must first identify what constitutes fit and what type of student would excel there and therefore what type of student it wants to attract. Inquiry: Completing outreach to these students that have then made an action (inquired) is then completed by the admissions office in order to move the students to apply. Applicant- the admission office is primarily responsible for moving them through to the next portion of the funnel- to acceptance. In order to do this, applications must be processed and decisions are made based on 4 models as discussed by Lucido in Hossler et al. (2015). Acceptance- After each application has been carefully reviewed by the admission office, the office extends acceptance to some students Commitment- Once families decide if they are interested in making the financial commitment to a college education at an institution their student has been admitted to, the student will commit to the institution. This commitment is usually solidified with a deposit of a certain sum of money, and students are considered matriculated into the university. Matriculation (tinto, Astin), retention Enrolling- The final step of the funnel includes enrolling students, which means ensuring that they show up for class in the appropriate semester. For many schools, summer orientation or summer bridge models play a major role in fighting what is known as summer melt to make sure there students are engaged until they arrive on campus in the fall. Graduate

Factors affecting market position

Published tuition and fees and net tuition revenue (sticker price) Student financial need (merit scholarships vs need-based) Relative quality of aid packages (grants vs loans) Tuition discount rates Reliance on student-parent expressed as a percent of institutional net tuition Market reach and geographic representation (target for students) Socioeconomic background of students (Hossler, Bontrager, & Associates, 2015; SEM Ch5= Kalsbeek & Zucker)

New Managerialism

Refers to the adoption of org structures, technologies, management practices, and values that are more commonly associated with the private, for-profit business sector. The adoption of the following techniques are examples: the shift to viewing tertiary education more as a private benefit; the use of business marketing strategies and data analytics to inform strategic enrollment strategies in the areas of admissions recruitment; the use of campus-based financial aid and empirically guided strategies to improve student persistence, success, and college completion; and the growing use of technology such as consumer resource management tools (CRMs), large database student information systems, and so on. (Deem, 1998; Exworthy & Halford, 1998; cited in SEM Ch 1- Hossler, 2015)

What do admissions decisions depend on in terms of whom to admit and wha criteria to use?

Societal role the institution is required, is compelled, or chooses to pursue (Hossler, Bontranger & Associates, 2015; SEM Ch 8- Lucido) -Based on eligibility model or selectivity model

Strategic Planning & Appropriateness for EM

Strategic planning is the tool that EM uses to meet its goals Occurs at the top level of the institution and is a process that is action oriented with a focus on the issues, mission, and vision. Mission statement is the guiding force for the strategic plan. This type of planning happens in an open system and not in isolation Looks both internally and externally with environmental orientation- focus on student markets

Validation Theory (Rendon, 1994)

Students feel validated by other faculty and staff like them, and feel as if they belong to the institution

Astin Theory of Involvement (1985)

Students learn by becoming involved. Involvement leads to satisfaction which leads to persistence

What does supply curve show in pricing vs a demand curve?

Supply= How much a university could provide at a given price Demand= what families are willing and able to pay

How is supply determined vs how is demand determined?

Supply= by production. Costs and prices Demand= by family income, wealth, prices, preferences, and expectations

Admissions Industrial Complex

The entrepreneurial admission sector that is a massive complex of providers aimed at aiding students in admission to universities, as well as providing general college information to students with the main goal being maximize revenue and profit. The rapid growth of the sector represents a clear shift towards the "commodification of college-knowledge" and challenges our notions of meritocracy within the context of higher ed The admissions industrial complex appears to be most effective in protecting privilege. The commercializations of college admission knowledge and information suggests that social and cultural capital can be easily bought and sold; but such capital can only be purchased by those who possess the financial means, thereby further stratifying college access by SES status Examples of commodification: -Test prep & tutoring -Private college counseling -Mass media informational resources (college guidebooks, national rankings) -financial services (private loans, lack of availability about loans) -college tours -essay coaching (Liu, 2011)

What is market research?

The systematic -design -collection -analysis -reporting Of data relevant to a specific marketing situation facing an organization =Used as a tool, it systematically predicts future behavior patterns of stakeholders to make org more competitive in the marketplace and maximize customer satisfaction

What is the Robin Hood Theory of aid?

Those who are from families able to pay full price will supplement those who cannot (Brown, 2007)

Implementation Plan?

Turning goals and objectives into a working plan. Resources are important and include: people, space, time, technology, and funding (Hinton, 2012)

Institutional Theory

Used to explain the increasing # of SEM orgs in PSE as a normative organizational structure in many colleges and universities. Posits that as institutions, and orgs within institutions, seek legitimacy, they often mimic the organizational patterns and structures of other institutions and orgs deemed to be successful. Can result in a homogenization of org structures and patterns within other institutions and orgs that face similar challenges from the external environment. Can be thought of as an adaptive strategy. (DiMaggio & Powell, 1983; cited in SEM CH 1- Hossler, 2015)

What is tuition discounting?

Using institutionally funded grants to help defray student cost Goal is to increase racial, ethnic, or income diversity on campus or to woo students with superior academic performance or other special skill Results in losses in net revenue; has not improved retention or graduation rates; have caused decreases in institutional spending on instruction and vital services (Brown, 2007)

Mission

Why the institution exists and what its operations are intended to achieve (Hinton, 2012)

Retention of Students of Color- Rendón, Jalomo and Nora (2000)

found that Tinto does not accurately apply for the retention of minority students. In fact, Rendon et al. have found that students of color tend to persist in higher numbers when they do not completely separate from their home community as they use it as an additional form of support, and they may indeed need this idea of biculturalism in order to successfully begin to transition into the new community.