Date of Conferral

2018

Degree

Doctor of Business Administration (D.B.A.)

School

Management

Advisor

Ronald Black

Abstract

Universities are losing expected tuition revenues due to attrition of international undergraduate students. The purpose of this multiple case study was to explore strategies that university leaders use to increase tuition fee revenues from international undergraduate students. The participants in this study were 3 former leaders of the European division of Laureate International Universities, a global university group with university locations in the United Kingdom, Germany, France, Spain, Portugal, Italy, and Cyprus. The conceptual framework of this study was institutional theory as part of the change management of universities. Data collection included semistructured interviews of 3 former leaders of the European division of Laureate International Universities and a review of background and demographic information. Data analysis revealed 5 themes: business strategies, leadership, politics and governmental practice, social mobility, and attrition. These themes aligned with the institutional theory and change management conceptual framework. Recommendations for action include further research in the application of university business models to adopt or enhance a process for retaining international undergraduate students. The results of this study may contribute to social change by indicating how universities can be financially sustainable by providing international students access to an international education. University leaders may implement some of my recommendations and suggested strategies to avoid losing expected tuition revenues due to attrition of international undergraduate students. International undergraduate students may enroll in better prepared universities and therefore, succeed in completing and graduating from their selected studies.

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