Analysis of the financial behavior of default students at a higher education institution: strategies for organizational management

Abstract

In recent years, several companies in the education segment have faced significant challenges related to default, especially during the COVID-19 pandemic. Between 2020 and 2023, the default rate increased from 21.95% to 3.83%, demonstrating the effectiveness of the strategies adopted, such as financial discounts for punctual payments. To overcome this situation, institutions implemented adaptations in their teaching processes and payment system, in line with the National Education Plan (PNE), which aims to improve the quality of education in Brazil. In this study, an investigation was carried out on how consumer behavior analysis strategies from a large company contributed to understanding the motivations and difficulties faced by students. The variation in enrollments reflected the necessary adaptations, with a view to the implementation of 4G Management, which covers financial management, operations, strategy and information technology, contributing to a more efficient administration of resources. In this study, it was identified that future recommendations, such as the periodic review of discount policies and the introduction of more flexible payment plans, can ensure continued success in default management and the institution's financial sustainability.