Fee-based Information Services: The Promises and Pitfalls of a New Revenue Source in Higher Education


Following the lead of other institutions of higher education seeking alternative revenue sources, the University of Hartford established a fee-based electronic information service for off-campus clients. After two years of pilot projects, market research, product identification and redesign, advertising and diverse marketing strategies, high hopes, and financial investment, Corporate Information Services was not yielding anticipated revenue. The service was suspended in May 1994. This article reviews the rationale and development of the service and the lessons learned from the project.

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