Welcome to the new AACRAO website. While the site is live, development is ongoing, visitors can expect updates and new features in the weeks ahead.

You must be logged in to view this content. Please login or learn more about joining AACRAO. If you have any questions or experience any issues logging in, please reach out to us atmembership@aacrao.org.

Log In Join

This article brings attention to a typology of enrollment knowledge possessed and enacted by contemporary chief enrollment officers. Interview narratives are used to reveal enrollment principles and associated actions—enrollment logics—that form enrollment discourses, which in turn shape the institutionalized presence of strategic enrollment management, particularly in North American higher education.

Monique L. Snowden, Ph.D., is the vice president for institutional planning and effectiveness at Fielding Graduate University, where she also holds an adjunct faculty appointment in the School of Human and Organizational Development. Her writings on strategic enrollment management are informed by having served as the inaugural associate provost for enrollment management at Fielding, assistant dean of enrollment management at Northwestern University School of Professional Studies, and director of enrollment research and technology at Texas A&M University.

She recently completed a two-year appointment as Fielding’s accreditation liaison officer with its regional accreditor, the WASC Senior College and University Commission (WSCUC). Monique has served as a WSCUC-selected site team visitor for initial accreditation, education effectiveness review, and special visits. She is currently serving a three-year appointment as a member of the WSCUC Interim Report Committee.

Monique is a 2014–2015 American Council on Education (ACE) Fellow. She is being hosted during her fellowship year at California State Polytechnic University, Pomona (Cal Poly Pomona) and by EDUCAUSE—the foremost community of higher education IT leaders and professionals. Monique earned her Ph.D. in communication, with an emphasis in organizational communication, from Texas A&M University.

Ancona, D.G., and D.F. Caldwell. 1988. Beyond task and maintenance: Defining external functional groups. Group & Organization Studies. 13(4): 468–493.

Austin, J.L. 1962. How to Do Things With Words. Oxford, UK: Oxford University Press.

Black, J. 2003. The enrollment management framework (Unpublished doctoral dissertation). University of North Carolina at Greensboro, Greensboro, NC. Retrieved from Dissertations & Theses: Full Text (Publication No. AAT 3113329).

Black, J. 2004. Enrollment management architecture. In Essentials of Enrollment Management: Cases in the Field, edited by J. Black. Washington, D.C.: American Association of Collegiate Registrars and Admissions Officers.

Bontrager, B. 2004. Enrollment management: An introduction to concepts and structures. College and University. 79(3): 11–16.

Bontrager, B., and G. Brown. 2008. Integrating enrollment and budgeting planning: The SEM planning model. In SEM and Institutional Success: Integrating Enrollment Finance and Student Success, edited by B. Bontrager. Washington, D.C.: American Association of Collegiate Registrars and Admissions Officers.

Bontrager, B., and B. Clemetsen. 2009. Applying SEM at the Community College. Washington, D.C.: American Association of Collegiate Registrars and Admissions Officers.

Bontrager, B., and T. Green. 2012. A structure for SEM planning. In Strategic Enrollment Management: Transforming Higher Education, edited by B. Bontrager, D. Ingersoll, and R. Ingersoll. Washington, D.C.: American Association of Collegiate Registrars and Admissions Officers.

Coomes, M.D. 2000. The historical roots of enrollment management. New Directions for Student Services. 2000(89): 5–18.

Davenport, T.H., and J.G. Harris. 2007. Competing on Analytics: The New Science of Winning. Boston, MA: Harvard Business School Press.

Deetz, S.A. 1995. Transforming Communication Transforming Business: Building Responsive and Responsible Workplaces. Cresskill, NJ: Hampton Press.

Dennis, M. 2012. Anticipatory enrollment management. College and University. 88(1): 10–16.

DiMaggio, P.J. 1988. Interest and agency in institutional theory. In Institutional Patterns and Organizations: Culture and Environments, edited by L.G. Zucker. Cambridge, MA: Ballinger.

DiMaggio, P.J. 1991. Constructing an organizational field as a professional project: U.S. Art Museums, 1920–40. In The New Institutionalism in Organization Analysis, edited by W.W. Powell and P.J. DiMaggio. Chicago: University of Chicago Press.

DiMaggio, P.J., and W.W. Powell. 1983. The iron cage revisited: Institutional isomorphism and collective rationality in organizational fields. American Sociological Review. 48(2): 147–160.

Dolence, M.G. 1993. Strategic Enrollment Management: A Primer for Campus Administrators. Washington, D.C.: American Association of Collegiate Registrars and Admissions Officers.

Drazin, R., M.A. Glynn, and R.K. Kazajian. 2004. Dynamics of structural change. In Handbook for Organizational Change and Innovation, edited by M.S. Poole and A.H. Van de Ven. New York: Oxford University Press.

Fairclough, N. 1992. Discourse and Social Change. Cambridge, MA: Polity Press.

Foucault, M. 1972. The Archaeology of Knowledge. New York: Harper Colophon.

Friedland, R., and R. Alford. 1991. Bring society back in: Symbols, practices and institutional contradictions. In The New Institutionalism in Organization Analysis, edited by W.W. Powell and P.J. DiMaggio. Chicago: University of Chicago Press.

Giddens, A. 1979. Central Problems in Social Theory. Berkeley, CA: University of California Press.

Giddens, A. 1984. The Constitution of Society: Outline of the Theory of Structuration. Berkeley, CA: University of California Press.

Gottheil, S., and C. Smith. 2011. SEM in Canada: Promoting Student and Institutional Success in Canadian Colleges and Universities. Washington, D.C.: American Association of Collegiate Registrars and Admissions Officers.

Graumann, C.F. 1990. Perspectival structure and dynamics in dialogues. In The Dynamics of Dialogue, edited by I. Mrkova and K. Foppa. New York: Harvester Wheatsheaf.

Greenwood, R., R. Suddaby and C.R. Hinings. 2002. Theorizing change: The role of professional associations in the transformation of institutionalized fields. Academy of Management Journal. 45(1): 58–80.

Hall, S. 2001. Foucault: Power, knowledge and discourse. In Discourse Theory and Practice: A Reader, edited by M. Wetherell, S. Taylor, and S. Yates. London, UK: Sage.

Henderson, S.E. 1998. A historical view of an admissions dilemma: Seeking quantity or quality in the student body. In Handbook for the College Admissions Profession, edited by C.C. Swann and S.E. Henderson. Westport, CT: Greenwood Press.

Henderson, S.E. 2001. On the brink of a profession: A history of enrollment management in higher education. In The Strategic Enrollment Management Revolution, edited by J. Black. Washington, D.C.: American Association of Collegiate Registrars and Admissions Officers.

Henderson, S.E. 2005. Refocusing enrollment management: Losing structure and finding the academic context. College and University. 80(3): 3–8.

Henderson, S.E. 2012. Integrating evolving perspectives: The roots and wings of strategic enrollment management. In Strategic Enrollment Management: Transforming Higher Education, edited by B. Bontrager, D. Ingersoll, and R. Ingersoll. Washington, D.C.: American Association of Collegiate Registrars and Admissions Officers.

Holsapple, C.W., L.E. Johnson, and V.R. Waldron. 1996. A formal model for the study of communication support systems. Human Communication Research. 22(3): 422–447.

Holsapple, C.W., and A.B. Whinston. 1987. Knowledge-based organizations. The Information Society. 5(2): 77–90.

Horlick-Jones, T .S. 2004. Living on the border: knowledge, risk and transdisciplinarity. Futures. 36(4): 441–456.

Hossler, D. 1986. Creating Effective Enrollment Management Systems. New York: College Entrance Examination Board.

Hossler, D. 2009. Enrollment management & the enrollment industry: Part 1. College and University. 85(2): 2–9.

Hossler, D., and L. Hoezee. 2001. Conceptual and theoretical thinking about enrollment management. In The Strategic Enrollment Management Revolution, edited by J. Black. Washington, D.C.: American Association of Collegiate Registrars and Admissions Officers.

Hossler, D., and D. Kalsbeek. 2008. Enrollment management & managing enrollments. College and University. 83(4): 3–9.

Humphrey, K. 2006. At the crossroads of access and financial stability: The push and pull on the enrollment manager. College and University. 82(1): 11–16.

Jantzen, J. 1991. Enrollment management: The model, the manager, and the message. Journal of Marketing for Higher Education. 3(2): 129–138.

Johnson, J. 1995. Mixing humans and nonhumans together: The sociology of a door-closer. In Ecologies of Knowledge: Work and Politics in Science and Technology, edited by S.L. Star. Albany, NY: SUNY Press.

Kalsbeek, D. 2006a. Some reflections on SEM structure and strategies (part one). College and University. 81(3): 3–10.

Kalsbeek, D. 2006b. Some reflections on SEM structure and strategies (part two). College and University. 81(4): 3–10.

Kalsbeek, D. 2007. Some reflections on SEM structure and strategies (part three). College and University. 82(3): 3–12.

Kalsbeek, D., and D. Hossler. 2009. Enrollment management: A market-centered perspective. College and University. 84(3): 2–11.

Kraatz, M.S., M.J. Ventresca, and L. Deng. 2010. Precarious values and mundane innovations: Enrollment management in American liberal arts colleges. Academy of Management Journal. 53(6): 1521–1545.

Kraatz, M.S. and J.H. Moore. 2002. Executive migration and institutional change. Academy of Management Journal. 45(1): 120–143.

Leonard, D., and S. Sensiper. 1998. The role of tacit knowledge in group innovation. California Management Review. 40(3): 112–120.

Lounsbury, M. 2002. Institutional transformation and status mobility: The professionalization of the field of finance. Academy of Management Journal. 45(1): 255–266.

Macdonald, K.M. 1995. Sociology of the Profession. London, UK: Sage.

Maguire, J. 1976, Fall. To the organized go the students. Bridge Magazine. 39(1): 16–20.

Maguire, J., L. Butler, and Associates. 2008. EM = C2 A New Formula for Enrollment Management. Victoria, BC: Trafford.

Nonaka, I., and H. Takeuchi. 1995. The Knowledge-Creating Company: How Japanese Companies Create the Dynamics of Innovation. New York: Oxford Press.

Polanyi, M. 1966. The Tacit Dimension. London, UK: Routledge & Kegan Paul.

Potter, J., and M. Wetherell. 1987. Discourse and Social Psychology: Beyond Attitudes and Behavior. London, UK: Sage.

Putnam, L.L., and G. Fairhurst. 2001. Discourse analysis in organizations: Issues and concerns. In The New Handbook of Organizational Communication: Advances in Theory, Research and Methods, edited by F.M. Jablin and L.L. Putnam. Newbury Park, CA: Sage.

Quirk, M. 2005. The rise of the “enrollment manager” and the cutthroat quest for competitive advantage. The secret weapon: financial-aid leveraging: The best class money can buy. Atlantic Monthly. 296: 128–135.

Rodgers, R.F. 1990. Recent theories and research underlying student development. In College Student Development: Theory and Practice for the 1990s, edited by D. Creamer and Associates. Alexandria, VA: American College Personnel Association.

Rogers, E.M. 1995. Diffusion of Innovations. New York: Free Press.

Scannell, J. 2004. The evolution of a successful admissions director. College and University. 79(3): 49–50.

Schneiberg, M., and E.S. Clemens. 2006. The typical tools for the job: Research strategies in institutional analysis. Sociological Theory. 24(3): 195–227.

Scott, R.W. 1995. Institutions and Organizations. Thousand Oaks, CA: Sage.

Scott, R.W. 2001. Institutions and Organizations (2nd ed.). Thousand Oaks, CA: Sage.

Scott, R.W. 2008a. Institutions and Organizations: Ideas and Interests. Thousand Oaks, CA: Sage.

Scott, R.W. 2008b. Lords of dance: Professionals as institutional agents. Organization Studies. 28(2): 219–238.

Searle, J.R. 1969. Speech Acts: An Essay in the Philosophy of Language. Cambridge, UK: Cambridge University Press.

Snowden, M.L. 2012. SEM in the postbaccalaureate context. In Strategic Enrollment Management: Transforming Higher Education, edited by B. Bontrager, D. Ingersoll, and R. Ingersoll. Washington, D.C.: American Association of Collegiate Registrars and Admissions Officers.

Spradley, J.P. 1979. The Ethnographic Interview. Orlando, FL: Holt, Rinehart and Winston.

Stewart, G. 2004, Spring. Defining the enrollment manager: Visionary, facilitator and collaborator. Journal of College Admission. 183: 21–25.

Taylor, J.R., and E.J. Van Every. 2000. The Emergent Organization: Communication as Site and Surface. Hillsdale, NJ: Lawrence Erlbaum.

Tushman, M.L., and E. Romanelli. 1985. Organizational evolution: A metamorphosis model of convergence and reorientation. Research in Organizational Behavior. 7: 171–222.

van Dijk, T.A. 1997. The study of discourse. In Discourse as Structure and Process, edited by T.A. van Dijk. London, UK: Sage.

Waern, Y., S. Hagglund, J. Lowgren, I. Rankin, T. Sokolnicki, and A. Steinemann. 1992. Communication knowledge for knowledge communication. International Journal of Man–Machine Studies. 37(2): 215–239.

Wohlgemuth, D., J. Compton, and A. Gansemer-Topf. 2012. Running ahead: Metrics. In Strategic Enrollment Management: Transforming Higher Education, edited by B. Bontrager, D. Ingersoll, and R. Ingersoll. Washington, D.C.: American Association of Collegiate Registrars and Admissions Officers.

Yale, A. 2010a. Expanding the conversation about SEM: Advancing SEM efforts to improve student learning and persistence—Part I. College and University. 85(3): 20–29.

Yale, A. 2010b. Expanding the conversation about SEM: Advancing SEM efforts to improve student learning and persistence—Part II. College and University. 85(4): 28–38.

Zemsky, R., G.R. Wegner, and W.F. Massy. 2005. Remaking the American University: Market-Smart and Mission-Centered. New Brunswick, NJ: Rutgers University Press.

Related Posts