1,268
Views
16
CrossRef citations to date
0
Altmetric
Articles

Customer prioritization in higher education: targeting ‘right’ students for long-term profitability

Pages 191-208 | Published online: 09 Dec 2010

References

  • Absher , K. and Crawford , G. 1996 . Marketing the community college starts with understanding student's perspectives . Community College Review , 23 ( 4 ) 59–68
  • Alves , A. C.R.R. and Viera , A. Paper presented at the Second International Conference: Product Management – Challenges of the Future . Poznań, Poland. The SERVQUAL as a Marketing Instrument to Measure Services Quality in Higher Education Institutions ,
  • Anderson , E. W. and Mittal , V. 2000 . Strengthening the satisfaction-profit chain . Journal of Service Research , 3 ( 2 ) : 107 – 120 .
  • Anon . 2006 . College acceptance rates: How many get in? (2006) . USA Today , (November 8). Retrieved from http://www.usatoday.com/news/education/2006-11-02-collegerates_x.htm on February 15, 2010
  • Arnett , D. B. , Wittmann , C. M. and Wilson , B. J. III. 2003 . Encouraging future helping behaviors: The role of student–faculty relationships in higher education marketing . Journal of Marketing for Higher Education , 13 ( 1/2 ) : 127 – 157 .
  • Bennett , R. and Ali-Choudhury , R. 2009 . Prospective students' perceptions of university brands: An empirical study . Journal of Marketing for Higher Education , 19 : 85 – 107 .
  • Berger , K. A. and Wallingford , H. R. 1996 . Developing advertising and promotion strategies for higher education . Journal of Marketing for Higher Education , 7 ( 4 ) : 61 – 72 .
  • Berry , L. L. 1995 . Relationship marketing of services: Growing interest, emerging perspectives . Journal of the Academy of Marketing Science , 23 ( 4 ) : 236 – 245 .
  • Birnbaum , M. A. 2000 . A survey of faculty opinions concerning student evaluations of teaching . Retrieved February 15, 2010, from http://psych.fullerton.edu/mbirnbaum/faculty3.htm
  • Bisoux , T. 2003 . A matter of reputation . BizEd , (March/April), 46–50
  • Brady , D. 2000, October 23 . Why service stinks . Business Week , : 72 – 78 .
  • Bruce , G. and Edgington , R. 2008 . Factors influencing word-of-mouth recommendations, by MBA students: An examination of school quality, educational outcomes and value of the MBA . Journal of Marketing for Higher Education , 18 ( 1 ) : 79 – 101 .
  • Carlson , P. and Fleisher , M. 2002 . Shifting realities in higher education: Today's business model threatens our academic excellence . International Journal of Public Administration , 25 : 1097 – 1111 .
  • Clayson , D. E. and Haley , D. A. 1990 . Student evaluations in marketing: What is actually being measured? . Journal of Marketing Education , 12 Fall, 9–17
  • Clayson , D. E. and Haley , D. A. 2005 . Marketing models in education: Students as customers, products, or partners . Marketing Education Review , 15 ( 1 ) (spring) 1–10
  • Comm , C. L. and LaBay , D. G. 1996 . Repositioning colleges using changing student quality perceptions: An exploratory analysis . Journal of Marketing for Higher Education , 7 ( 4 ) : 21 – 34 .
  • Driscoll , C. and Wicks , D. 1998 . The customer-driven approach in business education: A possible danger? . Journal of Education for Business , 74 ( 1 ) : 58 – 61 .
  • Emery , C. , Kramer , T. and Tian , R. 2001 . Customer vs. products: Adapting an effective approach to business students . Quality Assurance in Education , 9 ( 2 ) : 100 – 115 .
  • Finder , A. 2008a . Math suggests that college frenzy will soon end . The New York Times, (March 9). Retrieved from http://www.nytimes.com/2008/03/09/education/09admissions.html on March 9, 2010
  • Finder , A. 2008b . Rejected by Harvard? . You have lots of company. The New York Times, (April 1). Retrieved from http://www.nytimes.com/2008/04/01/world/americas/01iht-college.1.11581684.html?_r=1 on February 15, 2010
  • Firstenberg , P. B. 1991 . Private education competes for survival . Management Review , (April), 33–35
  • Fiske , E. B. 1979 . The marketing of colleges . The Atlantic Monthly , October, 93–98
  • Fornell , C. 1992 . A national customer satisfaction barometer: The Swedish experience . The Journal of Marketing , 56 : 6 – 21 .
  • Fredericks , J. O. and Salter , J. M. II. 1998 . What does your customer really want? . Quality Progress , (January), 63–8
  • Friga , P. N. , Bettis , R. A. and Sullivan , R. S. 2003 . Changes in graduate management education and new business school strategies for the 21st Century . Academy of Management Learning and Education , 2 ( 3 ) (September), 233–249
  • Furedi , F. 1999 . Peddling in a buyer's market . The Times Higher Education Supplement , October 22, 22
  • Gerstner , E. and Libai , B. 2006 . Why does poor service prevail? . Marketing Science , 25 ( 6 ) : 601 – 603 .
  • Ghosh , A. K. , Javalgi , R. and Whipple , T. W. 2007 . Service strategies for higher educational institutions based on student segmentation . Journal of Marketing for Higher Education , 17 ( 2 ) : 238 – 255 .
  • Haenlein , M. and Kaplan , A. M. 2009 . Unprofitable customers and their management . Business Horizons , 52 : 89 – 97 .
  • Haenlein , M. , Kaplan , A. M. and Beeser , A. J. 2007 . A model to determine customer lifetime value in a retail banking context . European Management Journal , 25 ( 3 ) : 221 – 234 .
  • Helgesen , O. 2008 . Marketing for higher education: A relationship marketing approach . Journal of Marketing for Higher Education , 18 ( 1 ) : 50 – 78 .
  • Hennig Thurau , T. , Lager , M. F. and Hansen , U. 2001 . Modelling and managing student loyalty: An approach based on the concept of relationship quality . Journal of Service Research , 3 ( 1 ) : 331 – 344 .
  • Hogan , J. E. , Lemon , K. E. and Libai , B. 2003 . What is the true value of a lost customer? . Journal of Service Research , 5 ( 3 ) : 196 – 208 .
  • Homburg , C. , Droll , M. and Totzek , D. 2008 . Customer prioritization: Does it pay off, and how should it be implemented? . Journal of Marketing , 72 ( 5 ) : 110 – 130 .
  • Hueston , F. R. 1992 . Predicting alumni giving: A donor analysis test . Fund Raising Management , (July), 19–22
  • Hughes , A. M. 2002 . Editorial: The mirage of CRM . Journal of Database Management , 9 ( 2 ) : 102 – 104 .
  • Jauch , L. 1997 . A violation of assumptions: Why TQM won't work in the ivory tower . Journal of Quality Management , 2 : 279 – 291 .
  • Johnson, V.E. (2003). Grade inflation: A crisis in college education. New York: Springer-Verlag.
  • Johnstone , D. B. Presentation given at the annual meeting of the International Conference on Higher Education (ICHE) in Luxembourg . University revenue diversification through philanthropy: International perspectives ,
  • Jones , T. O. and Sasser , W. E. Jr. 1995 . Why satisfied customers defect . Harvard Business Review , November/December, 88–99
  • Judson , K. M. , Aurand , T. W. and Karlovsky , R. W. 2007 . Applying relationship marketing principles in the university setting: An adaptation of the exchange relationship typology . Marketing Management Journal , 17 ( 1 ) (spring) 184–197
  • Karapetrovic , S. , Rajamani , D. and Willborn , W. W. 1999 . University, Inc . Quality Progress , : 87 – 95 . (May)
  • Keiningham , T. L. , Aksoy , L. and Bejou , D. 2006 . How customer lifetime value is changing how business is managed . Journal of Relationship Marketing , 5 ( 2/3 ) : 1 – 6 .
  • Keaveney , S. M. 1995 . Customer switching behavior in service industries: An exploratory study . Journal of Marketing , 59 (April), 71–82
  • Kotler , P. 1994 . Marketing Management , 8 , Englewood Cliffs, NJ : Prentice-Hall .
  • Kotler , P. and Andreasen , A. 1991 . Strategic marketing for nonprofit organizations , 4 , Englewood Cliffs, NJ : Prentice-Hall .
  • Kotler , P. and Fox , K. 1985 . Strategic Marketing for Educational Institutions , Englewood Cliffs, NJ : Prentice Hall .
  • Kotler , P. and Levy , S. 1971 . Demarketing, yes, demarketing . Harvard Business Review , 49 (November–December), 74–80
  • Kumar , V. and George , M. 2007 . Measuring and maximizing customer equity: A critical analysis . Journal of the Academy of Marketing Science , 35 ( 2 ) : 157 – 171 .
  • Licata , J. and Frankwick , G. L. 1996 . University marketing: A professional service organization perspective . Journal of Marketing for Higher Education , 7 ( 2 ) : 1 – 16 .
  • Longden , B. 2006 . An institutional response to changing student expectations and their impact on retention rates . Journal of Higher Education Policy and Management , 28 ( 2 ) : 173 – 187 .
  • Magner , D. K. 1997 . Report says standards used to evaluate research should also be used for teaching and service . The Chronicle of Higher Education , 44 ( 2 ) : A18 – 19 .
  • Martin , C. L. and Pranter , C. A. 1989 . Compatibility management: Customer-to-customer relationships in service environments . The Journal of Services Marketing , 3 ( 3 ) (Summer), 5–15
  • McAlexander , J. H. , Koenig , H. F. and Schouten , J. W. 2004 . Building a university brand community: The long-term impact of shared experiences . Journal of Marketing for Higher Education , 14 ( 2 ) : 61 – 79 .
  • Michael , S. O. , Hamilton , A. and Dorsey , M. R. 1995 . Administering the adult and continuing education programme in a free market economy: The use of strategic marketing planning . International Journal of Educational Management , 9 ( 6 ) : 22 – 31 .
  • Mostafa , M. M. 2006 . A comparison of servqual and i-p analysis: Measuring and improving service quality in Egyptian private universities . Journal of Marketing for Higher Education , 16 ( 2 ) : 83 – 104 .
  • National Commission on the Cost of Higher Education . 2008 . Straight talk about college costs and prices . Retrieved June 15, 2008 from www.nyu.edu/classes/jepsen/costreport.html
  • Nicholls , J. , Harris , J. , Morgan , E. , Clarke , K. and Sims , D. 1995 . Marketing higher education: The MBA experience . International Journal of Educational Management , 9 ( 2 ) : 31 – 38 .
  • Okunade , A. A. 1996 . Graduate school alumni donations to academic funds: Micro-data evidence . American Journal of Economics and Sociology , 55 ( 2 ) (April), 213–229
  • Okunade , A. A. , Wunnava , P. V. and Walsh , R. Jr. 1994 . Charitable giving of alumni: micro-data evidence from a large public university . American Journal of Economics and Sociology , 53 ( 1 ) (January), 73–84
  • Opoku , R. A. , Hultman , M. and Saheli-Sangari , E. 2008 . Positioning in market space: The evaluation of swedish universities' online brand personalities . Journal of Marketing for Higher Education , 18 ( 1 ) : 124 – 144 .
  • Parasuraman , A. , Zeithaml , V. A. and Berry , L. L. 1985 . A conceptual model of service quality and its implications for future research . Journal of Marketing , 49 ( 4 ) (fall), 41–50
  • Patton , A. 2003 . Texas college students footing extravagant bill . Houston Chronicle , September 8. Retrieved February 15, 2010, from http://www.utwatch.org/oldnews/chron_tuition_9_08_03.html
  • Patton , S. 2001 . The Truth About CRM . CIO , 14 (May 1), 77
  • Plewa , C. , Quester , P. and Baaken , T. 2005 . Relationship marketing and university-industry linkages: A conceptual framework . Marketing Theory , 5 ( 4 ) : 433 – 456 .
  • Prugsamatz , S. , Heaney , J. and Alpert , F. 2007 . Measuring and investigating pre-trial multi-expectations of service quality within the higher education context . Journal of Marketing for Higher Education , 17 ( 1 ) : 17 – 47 .
  • Rand Corporation . 2008 . Gifts to higher education drop for the first time in 15 years . Decline in giving by alumni sows biggest drop. Retrieved June 15, 2008 from http://www.rand.org/news/press.03/03.13.html
  • Redding , P. 2005 . The evolving interpretations of customers in higher education: Empowering the elusive . International Journal of Consumer Studies , 29 ( 5 ) September, 409–417
  • Reichheld , F. F. and Sasser , W. E. Jr. 1990 . Zero defections: Quality comes to services . Harvard Business Review , 68 ( 5 ) : 105 – 111 .
  • Reichheld , F. F. and Teal , T. 1996 . The loyalty effect: The hidden force behind growth, profits and lasting value , Boston, MA : Harvard Business School Press .
  • Richardson , S. , Nwankwo , S. and Richardson , B. 1995 . Strategic issues for higher education strategists in the UK: A political contingency perspective . International Journal of Public Sector Management , 8 ( 6 ) : 7 – 16 .
  • Sacks, P. (2000). Generation X goes to college. Peru, Illinois: Open Court Publishing.
  • Sauer , P. L. and O'Donnell , J. B. 2006 . The impact of new major offerings on student retention . Journal of Marketing for Higher Education , 16 ( 2 ) : 135 – 155 .
  • Scarborough , E. 2007 . The branding in higher education: The great awakening in the hallowed halls of academia . Retrieved February 15, 2010 from http://simpsonscarborough.com/documents/TheBrandingofHigherEducationWhitepaper.pdf
  • Schertzer , C. B. and Schertzer , S. M.B. 2004 . Student satisfaction and retention: A conceptual model . Journal of Marketing for Higher Education , 14 ( 1 ) : 79 – 91 .
  • Sharrock , G. 2000 . Why students are not (just) customers (and other reflections on life after George) . Journal of Higher Education Policy and Management , 22 : 149 – 164 .
  • Storbacka , K. , Strandvik , T. and Grönroos , C. 1994 . Managing customer relationships for profit: The dynamics for relationship quality . International Journal of Service Industry Management , 5 ( 5 ) : 21 – 38 .
  • Tonks , D. and Farr , M. 1995 . Market segments for higher education: Using geodemographics . Marketing Intelligence and Planning , 13 ( 4 ) : 24 – 33 .
  • Voon , B. H. 2007 . SERVMO: A measure for service-driven market orientation in higher education . The Journal of Marketing for Higher Education , 17 ( 2 ) : 216 – 237 .
  • Webster , F. E. Jr. 1988 . The Rediscovery of the Marketing Concept . Journal of Marketing , 29 (July), 9–12
  • Woo , K. and Fock , H. K.Y. 2004 . Retaining and divesting customers: An exploratory study of right customers, ‘at risk’ right customers, and wrong customers . Journal of Services Marketing , 18 ( 3 ) : 187 – 197 .
  • Wunnava , P. V. and Lauze , M. A. 2001 . Alumni giving at a small liberal arts college: Evidence from consistent and occasional donors . Economics of Education Review , 20 ( 6 ) : 533 – 543 .
  • Zeithaml , V. , Rust , R. R. and Lemon , K. N. 2001 . The customer pyramid: Creating and serving profitable customers . California Management Review , 43 ( 4 ) : 118 – 142 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.