Abstract
The practice of enrollment management at America's colleges and universities is central to prominent discussions taking place in the public arena about the cost of higher education, the value of a degree, and the role of student loans as tools to finance a college education. While research has explored many variables within the context of using financial aid dollars as a component of strategic enrollment management, there is a deficiency in research studies that explore the application of these principles to graduate level degree programs. This study addresses the gap in existing research by offering a case study analysis of the experiences of enrollment managers recruiting students for a graduate school at a private, nonprofit research University in the Mid-Atlantic region of the United States. The research provides enrollment managers with important insight into the special considerations of and strategies used for managing institutional financial aid dollars to recruit graduate students.--Author's abstract
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