Emotional connections in higher education marketing

Abstract

Purpose

Through examination of a case study this paper aims to describe a brand re‐positioning exercise and explore how an emotionally driven approach to branding can help create meaningful connections with potential undergraduate students and can positively influence choice.

Design/methodology/approach

The paper's approach is a case study description with quantitative analysis in support.

Findings

The use of an emotionally driven branding concept has positively impacted business development and brand likeability within a UK university.

Research limitations/implications

The paper is specific to one case study and evaluation of success remains relatively early. Initial implications relate to the potential use of emotion in higher education marketing communications and how the use of emotion acted as an enabler of more rational decision‐making processes within the case university context.

Originality/value

An exploration of issues related to the marketing of higher education services is of great importance at this time. The case study described offers value and learning for readers of the journal from both a theoretical and practical perspective.

Citation

Durkin, M., McKenna, S. and Cummins, D. (2012), "Emotional connections in higher education marketing", International Journal of Educational Management, Vol. 26 No. 2, pp. 153-161. https://doi.org/10.1108/09513541211201960