Decision-Making Process of Prospective International Students: a Proposed Generic Complementary Model

Abstract

. Abstract The global education market is rapidly expanding and the number of students has increased significantly over the last years. Despite this positive development, German universities are affected by a high international competition. Prospective students can choose of a broad variety of educational products and will apply at several universities at the same time. To support marketing departments of higher education institutions, the paper provides a generic conceptual model on the decision-making process of potential international students including influencing parameters. Applying a scoping study and content analyses, the concept bases upon theoretical concepts in this field but also the latest empirical findings.