Marketing British Higher Education Overseas: The Response to the Introduction of Full‐Cost Fees

Abstract

AbstractSince the introduction of full‐cost fees for overseas students in 1980 there has been a marked increase in marketing activities in British universities, polytechnics and in some other institutions of higher education. A survey of 33 universities and public sector higher education institutions in 1985 showed that 90 per cent undertook some form of marketing to attract overseas students, and 70 per cent reported that they had intensified their recruitment and marketing efforts since 1980. The British Council's Education Counselling Service, established in 1984, is now extremely active in certain countries, such as Malaysia, Singapore and Hong Kong. As well as increasing their publicity, many institutions have also strengthened their support services for overseas students and have developed new courses for the overseas market, particularly short courses at both undergraduate and postgraduate level. Although there have been some instances of institutions adopting a ‘hard sell’ approach, most recognise the need for ‘responsible recruitment’ policies, and many are now developing comprehensive strategies covering admissions, financial support, the structure and content of courses for overseas students and academic and pastoral support services, as well as marketing. Partly as a result of increased marketing activities, the number of overseas students, which fell sharply after 1980, has been rising steadily since 1983, and the number in universities is higher now than before the introduction of full‐cost fees. It is estimated that spending by overseas students now exceeds £1 billion.