Handbook of Strategic Enrollment Management by Hossler, Don [Hardback]

Description: Improve student enrollment outcomes and meet institutional goals through the effective management of student enrollments. Published with the American Association for Collegiate Registrars and Admissions Officers (AACRAO), the Handbook of Strategic Enrollment Management is the comprehensive text on the policies, strategies, practices that shape postsecondary enrollments. This volume combines relevant theories and research, with applied chapters on the management of offices such as admissions, financial aid, and the registrar to provide a comprehensive guide to the complex world of Strategic Enrollment Management (SEM). SEM focuses on achieving enrollment goals, and sustaining institutional revenue and serving the needs of students. It provides insights into the ways SEM is practiced across four-year institutions, community colleges, and professional schools. More than just an enhanced approach to admissions and financial aid, SEM examines the student's entire educational cycle. From entry through graduation, this volume helps SEM professionals and graduate students interested in enrollment management to anticipate change and balancing the goals of revenue, access, diversity, and prestige. The Handbook of Strategic Enrollment Management: * Provides an overview of the thinking of leading practitioners that comprise SEM organizations, including marketing, recruitment, and admissions; tuition pricing; financial aid; the registrar's role, academic advising; and, retention * Includes up-to-date research on current issues in SEM including college choice, financial aid, student persistence, and the effective use of technology * Guides readers creating strategic enrollment organizations that fit the unique history, culture, and policy context of your campus Strategic enrollment management has become one of the most important administrative areas in postsecondary education, and it is being adopted in countries around the globe. The Handbook of Strategic Enrollment Management is for anyone in enrollment management, admissions, financial aid, registration and records, orientation, marketing, and institutional research who wish to enhance the health and vitality of his or her institution. It is also an excellent text for graduate programs in higher education and student affairs. DON HOSSLER is a professor of educational leadership and policy studies at Indiana University at Bloomington. BOB BONTRAGER is senior director of Consulting and Strategic Enrollment Management Initiatives for the American Association of Collegiate Registrars and Admissions Officers (AACRAO). Preface xi About the Editors and Contributors xvii About AACRAO xxiii PART I: SETTING THE CONTEXT 1 1 Origins of Strategic Enrollment Management 3 Don Hossler 2 Understanding the Context 18 Bob Bontrager and Don Hossler 3 Successful Strategic Enrollment Management Organizations 31 Don Hossler, David H. Kalsbeek, and Bob Bontrager PART II: CHOICE, MARKETS, AND ADMISSIONS 47 4 Understanding Student College Choice 49 Eunkyoung Park and Don Hossler 5 Markets and Market Niches 77 David H. Kalsbeek and Brian Zucker 6 Admissions and Recruitment Marketing 103 Tom Hayes 7 Understanding Transfer and Articulation: Implications for Enrolling Transfer Students 124 Bruce Clemetsen, Lee Furbeck, and Alicia Moore 8 How Admission Decisions Get Made 147 Jerome A. Lucido PART III: PRICING AND FINANCIAL AID 175 9 Economic Perspectives on Pricing and What It Means for SEM 177 Gabriel R. Serna and Matthew Birnbaum 10 Understanding Financial Aid and Its Effects on Student Enrollments and Institutional Finance 196 Jacob P. K. Gross 11 Using Campus-Based Financial Aid Strategically 213 Stephen Brooks 12 Budgets, Aid, and Enrollments 228 Guilbert L. Brown and Jacob P. K. Gross PART IV: STUDENT RETENTION, PERSISTENCE, AND SUCCESS 245 13 New Context for Retention and Persistence 249 Doug Shapiro and Afet Dundar 14 Models of Student Retention and Persistence 268 Amy S. Hirschy 15 Students at Risk in Residential and Commuter Colleges and Universities 289 John M. Braxton, Harold V. Hartley III, and Dawn Lyken-Segosebe 16 The Persistence of Students of Color 311 Willis A. Jones 17 Nontraditional Students and Student Persistence 333 Mary K. Hutchens 18 The Role of the Institution in Increasing College Student Persistence 351 Mary Ziskin, Jerome A. Lucido, Jacob P. K. Gross, Donald Hossler, Emily Chung, and Vasti Torres PART V: THE IMPORTANT BACK ROOM 375 19 Delivering Effective Admissions Operations 377 Jennifer DeHaemers and Michele Sandlin 20 The Registrar of the Future 396 David M. Sauter and Howard E. Shanken 21 The Role of Financial Aid Operations in Fostering Student and Institutional Success 408 Tom Green 22 The Role of Technology in Supporting SEM 427 Wendy Kilgore and Brent Gage PART VI: DATA, POLICY, AND STRUCTURES 447 23 Campus-Based SEM Research 449 Darin Wohlgemuth 24 Tracking SEM Policy Trends 471 Mike Reilly and Michelle Mott 25 Strategic Thinking Enrollment Organizations 490 Adam J. Herman 26 Emerging SEM Organizations for Graduate and International Students 508 Jay Goff and Monique Snowden PART VII: PUTTING THE PIECES TOGETHER 529 27 Strategic Enrollment Planning 531 Bob Bontrager and Tom Green 28 Trends in Strategic Enrollment Management 549 Don Hossler 29 Ethics and Strategic Enrollment Management 565 Marc M. Camille 30 Summing Up: The Present and Future Tense for SEM 585 Don Hossler and Bob Bontrager Name Index 591 Subject Index 603

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