Open AccessYield Management in higher education institutions: a case study in the distance of education for community university
Author(s) -
Patrícia Schmidt Hahn de Lima,
Carlos Rogério Montenegro de Lima,
Ibsem Agrello Dias,
Marcus Vinícius Andrade de Lima
Publication year - 2016
Publication title -
revista ibero-americana de estratégia
Language(s) - English
Resource type - Journals
ISSN - 2176-0756
DOI - 10.5585/ijsm.v15i3.2418
Subject(s) - context (archaeology) , exploratory research , yield (engineering) , revenue , higher education , competition (biology) , institution , supply and demand , balance (ability) , business , educational institution , order (exchange) , operations management , process management , marketing , sociology , economics , pedagogy , economic growth , microeconomics , psychology , accounting , finance , social science , paleontology , ecology , materials science , neuroscience , metallurgy , biology
Increased competition between higher education institutions has driven them to seek ways to increase demand to improve your results. Yield Management meets this need as a support management tool that works the balance between demand and supply in order to maximize revenue. Within this context, this study aims to analyze how the Yield Management can be used to optimize the revenue of an undergraduate degree at a distance of a top community college. Therefore, the study involves the application of exploratory research, qualitative approach in the form of case study. Data collection was conducted through interviews. From the results found that: i) the institution has the necessary requirements for the application of Yield Management Tool; ii) there is a decrease in enrollment in the past two semesters and that the strategies used by the course are not enough to fill the vacancies offered; iii) that the proposed model will allow the course has strategies for the balance between supply and demand, increasing enrollment and thus becoming more competitive.