In 2016, GMAC kicked off a global GME candidate segmentation study in partnership with CAREER REVITALIZERS

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1 Meet the Segments SHARE OF SURVEY POPULATION & CORE MOTIVATIONS ABOUT THE STUDY In 06, GMAC kicked off a global GME candidate segmentation study in partnership with IPSOS, a well-known market research firm, to help drive industry growth through insights on the motivations of the broader GME candidate pipeline. The study identified 7 global segments that have distinct differences on what motivates them to pursue GME, including the desire to be a role model, provide for one s children, develop skills and impact society. % 0% % RESPECT SEEKERS A GME degree will give me the status and respect that I crave. GLOBAL STRIVERS I am committed to exploring the world of opportunities that awaits. BALANCED CAREERISTS I want to advance, but school must not disrupt my life. CAREER REVITALIZERS I need to take my career to the next level to be successful. Survey Population,900 CANDIDATES FROM THE GENERAL POPULATION 0 YEARS OLD TOP MOTIVATIONS FOR PURSUING GME Based on entire survey population. management skills. Advance in my career more quickly. Improve specific skills. Have a more fulfilling/satisfying career. leadership skills % % % SOCIO-ECONOMIC CLIMBERS I want to achieve everything my parents could only dream of. SKILL UPGRADERS I want to be recognized for my expertise. IMPACTFUL INNOVATORS I have great ideas I just need the skills to bring them to life. APPLIED TO GME WITHIN THE LAST YEARS COUNTRIES LANGUAGES TOP CRITERIA FOR SELECTING SCHOOLS TO APPLY TO Based on entire survey population. Has high quality instructors/faculty. Has good reputation for its business programs. Has excellent academic reputation. Has specific program that meets my needs. Ranked highly Interested in learning more?: Visit gmac.com/segments or contact your GMAC account manager, and stay tuned throughout 06 for more actionable insights and information from GMAC about these segments.

2 TOP MOTIVATIONS VS. Be a role model Make my parents proud Get more respect Increase my status among work colleagues and/or friends Stand out from others Respect Seekers TOP APPLICATION TRIGGERS VS. suggested that % 0% My parents I apply + I was not the time/recently became unemployed 8% 8%. TOP SCHOOL SELECTION CRITERIA VS. My parent(s) graduated from this school Want to experience the location Doesn t require any admissions exams Requires all applicants to take the GMAT exam Fit in easily in with other students & school culture Taking admissions exams 9% % 8% 8% % % % 60% The MBA degree is not as highly regarded as it used to be. The GMAT exam is too difficult. I tend to stick to the same routine from day to day. If you don t advance in your career/get promotions, you are a failure. Live in North 8% % 9%

3 TOP MOTIVATIONS VS. Gain international exposure Access to employment opportunities in other countries Improve specific skills Become an expert in my field management skills Global Strivers TOP APPLICATION TRIGGERS VS. There was no specific event/ I was planning to apply at that time anyway % 8% + A professor/ instructor suggested that I apply % 9% %.6 69% TOP SCHOOL SELECTION CRITERIA VS. Recognized by global employers Well-known internationally Ranked highly Has excellent academic reputation Get better job opportunities as a graduate Obtaining funds/financing 9% % 79% % 9% % % : % I would be willing to pay whatever it takes to go to one of the top-ranked graduate schools. Admissions exams are an effective way to determine which students should be accepted into an MBA or businessrelated master s degree program. I love to learn new things. Part-time 0% % % 60% 8% I like to challenge myself. Be employed in the computer/it industry Be between ages 0- Apply to schools on a different continent

4 TOP MOTIVATIONS VS. Earn more money Provide stability in my career Advance in my career more quickly Have a more fulfilling/ satisfying career Get a promotion Balanced Careerists TOP APPLICATION TRIGGERS VS. There was no specific event/ I was planning to apply at that time anyway % % + It was a convenient time to go to school % % % %.7 TOP SCHOOL SELECTION CRITERIA VS. Located nearby so I can commute from home Located in my current country Has lower tuition cost than other schools Offers online classes/ programs Has specific program that meets my needs Obtaining funds/financing % 8% 8% % % 68% I would rather go to a lower-ranked graduate school if it means I would have a better chance of success. The MBA degree is not as highly regarded as it used to be. It s important to have work/life balance. It s never too late to return to school. % % 0% % Live in Reside in a suburban or rural area Have worked 0+ years with current employer Be in the public service sector

5 Career Revitalizers % 0% WHAT DRIVES THEM TO TOP APPLICATION TRIGGERS VS. Wanted to apply for a job, but lacked required skills and/or degree An issue at work (e.g. not promoted, negative review, etc.) TOP SCHOOL SELECTION CRITERIA VS. Has state-of-the-art/ modern facilities % 0% % 79% TOP MOTIVATIONS VS. Have more control of my future Advance in my career more quickly Reinvent myself Learn something different management skills % 8% + % %.9 8 Has high quality instructors/faculty Has specific program that meets my needs Has good reputation for its business programs Offers online classes/ programs Studying for admissions exams 0% 8% % 8% I would rather go to a lower-ranked graduate school if it means I would have a better chance of success. I love to learn new things. I am in charge of my own destiny. Live in China Be between ages - Be living in an urban setting Pursue a degree not taught in English

6 TOP MOTIVATIONS VS. Socio-economic Climbers Earn more money Provide stability in my career Have a more fulfilling/ satisfying career socio-economic status Give my children a better future TOP APPLICATION TRIGGERS VS. A professor/instructor suggested that I apply % + My employer asked/ suggested that I apply % %. 69% TOP SCHOOL SELECTION CRITERIA VS. Ranked highly Has excellent academic reputation Has good reputation for its business programs Get better job opportunities as a graduate Recognized by global employers Obtaining funds/financing % 7 % % If you want to get ahead or stand out at work, you must get a master s degree. Even if an admissions exam is not required by the program/school, submitting exam scores can make the application stronger. % 8% % 8% I love to learn new things. Making a lot of money is the best indicator of success. Live in or

7 TOP MOTIVATIONS VS. leadership skills Develop skills to have a greater social impact Improve specific skills management skills Become an expert in my field Skill Upgraders TOP APPLICATION TRIGGERS VS. My parents suggested that I apply + My employer asked or suggested that I apply % % %. 0% % TOP SCHOOL SELECTION CRITERIA VS. Want to experience the location Fit in easily with other students & school culture Requires all applicants to take the GMAT exam My parent(s) graduated from this school Recommended highly by my employer Taking admissions exams % % 8 8% % % The MBA degree is not as highly regarded as it used to be. I would rather go to a lower-ranked graduate school if it means I would have a better chance of success. I tend to stick to the same routine from day to day. Part-time : % % 0% 8% % There is a point in your life when your course is set and there is nothing you can do. Be employed in the computer/it industry Be employed with current employer for to years

8 TOP MOTIVATIONS VS. Improve specific skills Develop skills to have a greater social impact management skills Gain international exposure leadership skills Impactful Innovators TOP APPLICATION TRIGGERS VS. There was no specific event/ I was planning to apply at that time anyway % + It was a convenient time to go to school %. TOP SCHOOL SELECTION CRITERIA VS. Has excellent academic reputation Has good reputation for its business programs Has specific program that meets my needs Has high quality instructors/faculty Recognized by global employers Taking admissions exams % % 8% 9% % % People with an MBA make better decisions and/or are better leaders. I am optimistic about the future. I love to learn new things. I am a curious person, and I like to continuously discover new things. % % % % Live in or Be self-employed Have only an undergraduate degree