Donor recognition: A double-edged sword in charitable giving

Previous studies discover confounding results on how donor recognition affects individual charitable giving. To answer the questions of how different donor recognition schemes affect individual giving and what type is more effective as a marketing strategy to meet different fundraising goals, we conducted a field experiment in China with three donor recognition types: voluntary, involuntary, and mandatory donor recognition. We used social media to recognize donors and verified the field experiment results with naturally occurring data. We observed similar behavioral patterns in both samples. The results of this study explain the mixed results from previous studies, suggesting that there is no one-size-fits-all approach for recognizing donors. Decision makers of nonprofit organizations need to select the appropriate type of donor recognition based on their fundraising goals.     

How much are new donors worth? Making donor recruitment investment decisions based on lifetime value analysis

Donor lifetime value analysis can be an extremely powerful tool in not‐for‐profit marketing. Many organisations are yet to use this tool to its full value because of practical difficulties with definition and implementation. This paper outlines how Sight Savers International has defined lifetime value and the limitations and problems that needed to be overcome to use the technique effectively as a means of informing decisions about new donor recruitment. The paper introduces the concept of time‐based lifetime value and how it can be developed to measure return on investment of each type of donor recruitment activity. The results of the analysis as applied to Sight Savers are shown; these reveal that some current assumptions, such as that which says cold direct mail produces the best donor lifetime value, may need revising. Copyright © 2000 Henry Stewart Publications     

World Vision case study of Sigma,an analysis tool based on the Alterian database engine

One of the major issues charities have been concerned with for many years is the inability to access donor records for marketing analysis purposes—donor information has literally been locked up. Charity database tools such as Raiser's Edge and Alms have been built to provide donor details on a record‐by‐record basis rather than to provide summary information across the entire base. These tools carry out this function very well and have the added benefit of providing data to call centre staff as they make or receive calls from donors. As each charity has to compete more intensely for their share of donor value, however, more detailed behavioural analysis of donor bases is required. To do this, access to the entire donor data is essential, not one record at a time, but structured in a way that allows ad hoc querying. This paper discusses the various technologies that can be used to access donor data for analytical purposes and explains the merits of a new database engine developed by Alterian that allows easy and fast access to many records across multiple data tables. It also shows how one organisation has used the engine to develop a bespoke analysis tool for the charity sector and how a leading relief and development agency, World Vision, is using this tool. Copyright © 2001 Henry Stewart Publications     

Investigating online recognition for blood donor retention: an experiential donor value approach

• Recognising that charitable behaviour can be motivated by public recognition and emotional satisfaction, not-for-profit organisations have developed strategies that leverage self-interest over altruism by facilitating individuals to donate conspicuously. Initially developed as novel marketing programmes to increase donation income, such conspicuous tokens of recognition are being recognised as important value propositions to nurture donor relationships. Despite this, there is little empirical evidence that identifies when donations can be increased through conspicuous recognition. Furthermore, social media's growing popularity for self-expression, as well as the increasing use of technology in donor relationship management strategies, makes an examination of virtual conspicuous tokens of recognition in relation to what value donors seek particularly insightful. Therefore, this research examined the impact of experiential donor value and virtual conspicuous tokens of recognition on blood donor intentions. Using online survey data from 186 Australian blood donors, results show that in fact emotional value is a stronger predictor of intentions to donate blood than altruistic value, whereas social value is the strongest predictor of intentions if provided with recognition. Clear linkages between dimensions of donor value (altruistic, emotional and social) and conspicuous donation behaviour (CDB) were identified. The findings provide valuable insights into the use of conspicuous donation tokens of recognition on social media and contribute to our understanding into the under-researched areas of donor value and CDB.

Copyright © 2014 John Wiley & Sons, Ltd.     

Community fundraising 2.0—the future of fundraising in a networked society?

• Over recent years, individual donor fundraisers worldwide have seen the beginnings of a dramatic shift in the way that consumers react to mass fundraising communications, resulting in many of the ‘interruptive’ direct marketing approaches on which individual donor fundraising programmes are traditionally reliant delivering worse and worse returns. This paper examines how the growth of a networked society of increasingly sophisticated and independently informed consumers has contributed to this shift; illustrates how the rise of Web 2.0 has accelerated its impact and considers how individual donor fundraising may have to evolve to more effectively respond to this in the future.

Copyright © 2009 John Wiley & Sons, Ltd.     

个人组织价值观匹配对新生代工作积极性的影响

论文基于社会认定理论、匹配理论以及计划理论分析了个人组织价值观匹配如何影响新生代员工工作积极性,并探索组织承诺在两者之间所发挥的作用。研究结果表明,当个人组织价值观匹配程度越高时,新生代员工工作积极性越高,且组织承诺在两者之间存在着中介的作用。此结论丰富了论文的相关理论,同时对企业提高新生代员工积极性有一定的参考价值。     

The ‘new’ donor: creation or evolution?

The unusual mass of financial capital produced in the late 20th century, complemented by the creative thinking of innovative philanthropists, engendered new ideas for philanthropy. An entrepreneurial focus, greater emphasis on partnerships among business, government and nonprofit sectors, and new wealth as well as new social innovation dramatically affected the philanthropic scene — and therefore nonprofit organisations and fundraising. A publication extolling venture philanthropy stated, ‘Philanthropy may be on the cusp of the greatest revolution in the nonprofit sector since Congress granted tax‐exempt status in 1954’.[Morino Institute (2001) ‘2001 Venture Philanthropy: The Changing Landscape’, prepared for the Morino Institute and Venture Philanthropy Partners, Inc., by Community Wealth Ventures, Inc.] This paper defines the terminology that identifies the new donor, describes new roles and practices in philanthropy, and looks at how the new donor fits into a comprehensive fundraising programme. New approaches to philanthropy versus traditional philanthropy are considered, including whether or not these approaches are actually new or represent an evolution in giving. Futureprojectionsarediscussedaswellascaveats regarding the maintenance of balance between what is tried and true and what is a trend. Copyright © 2002 Henry Stewart Publications     

Do UK charities have a lot to learn?

This article discusses the key findings of some recent research carried out into the application of market segmentation in the UK charity sector. 410 of the top performing charities (as ranked by income from voluntary donations) were surveyed to profile their major donor groups. Respondents were also asked to indicate how this data was used for fund-raising purposes both in terms of new donor recruitment and existing donor development. The findings show that with the exception of a very few large organizations, the UK charity sector still has much room for improving the sophistication of its fund-raising techniques.     

Donor lifetime value: An empirical analysis

The successful quantification in monetary terms of the value of a donor to a voluntary organisation is absolutely essential to the subsequent development of fundraising strategy. The question most voluntary organisations have failed to address, however, is how best to calculate this value. Many fundraisers continue to examine value historically, looking at the total amounts given to date. Such an approach fundamentally ignores the future or lifetime potential of a given charity donor and can lead to the development of contact strategies that are wholly inappropriate given the worth of that individual. It is the purpose of this paper to calculate the lifetime value (LTV) of various categories of donor and to explain how charities might use such information to inform the development of their fundraising strategy.     

Prediction of donor lifetime value and the development of true segmented donor strategy

This paper is based on projects developed by WWAV Rapp Collins on behalf of two UK charities, Shelter and the NSPCC. The classic model used by nonprofit organisations for donor development programmes using the concept of lifetime value (LTV) is challenged and the paper describes the development of an alternative model. The paper assesses existing segmentation methodology and systems such as RFV, and analyses, step by step, how the new model was set up. There is particular emphasis on the scoring methods used and validation of the scores. Income from donors is likely to be maximised by efficiently separating the profitable from the unprofitable with the use of a more discriminating system.     

Financialisation,ownership and employee interests under private equity at the AA,part two

This article examines a theoretically informed case study of the effects of financialisation at the workplace. It focuses in particular on trade union de‐recognition and trade union recognition in the furtherance of ownership interests. The paper reports on the continued diffusion of investor‐owner interests under the private equity business model which has recently witnessed the AA re‐listed on the stock market. It addresses two research questions. One, how are investor‐owner interests secured by trade union de‐recognition and re‐recognition? Two, how and why, as a de‐recognised trade union, does the GMB continue to campaign for and represent GMB members in the AA when the IDU (the independent democratic union) has sole recognition at the firm?     

Donor commitment: An investigation of fundraising strategies in churches and mainstream charities

One of the central questions in relationship fundraising is how to convert someone who makes a small yearly donation into someone who is a major donor covenanting a substantial part of his/her income. Drawing on research among 200 major UK fundraising charities, this paper explores how far the issue, of donor commitment is used in mainstream fundraising strategies, and finds that only a minority of charities place emphasis on this. This finding is compared with an analysis of models of giving in churches. It is argued that while churches may lack sophisticated approaches to fundraising, they may have important experiences in the area of committed giving which are relevant to fundraising strategies in other organisations.     

E‐relationship development strategy for the nonprofit fundraising professional

The potential for technology to enhance the capability of nonprofit organisations is one of today's hot topics both for nonprofit organisations and their potential service providers. Organisations are still in the initial stages of determining the most effective strategies for cultivating and managing online donor relationships and accepting online donations. This paper provides an online donor relationship methodology that will help nonprofits harness the power of e‐mail and the Internet to cultivate and manage donor relationships. Also included is the summary of a study that shows how 14 well‐known US nonprofits collect donations online. Copyright © 2001 Henry Stewart Publications     

Trade union recognition in Britain, 1995–2002: turning a corner?

This paper examines developments in union recognition in Britain between 1995–2002 and assesses the influence of the statutory provisions for gaining recognition contained in the Employment Relations Act 1999 . The paper details the significant increase in new agreements, concluding that the new law is one important factor explaining this growth. Analysis is made of the nature and circumstances of the new agreements. Finally, the paper considers whether these developments indicate the turning of a corner for trends in recognition coverage.     

Giving donors good reason to give again

The donor bases of many charities suffer high lapse rates that both restrict growth and carry a heavy cost in recruitment needed to replace the lost donors. This paper argues that it should be possible to reduce these high lapse rates, based on the experience of businesses that have reduced their lapse rates by giving customers better value. Giving customers good value gives them good reason to come back for more. The paper looks at evidence that donors, like customers, want satisfaction in return for their money. The paper proposes a model of donor value to identify how charities can give donors more for their money, providing a route to reduce lapsing and so improve charity profitability and growth.     

生物识别技术在内部控制中的应用

建立健全内部控制是企业生存和发展的基础,内部控制的发展迫切要求理论和方法上的创新与发展,生物识别技术是一种利用人体生物特征来进行身份识别认证的技术。本文以COSO委员会发布的《内部控制整体框架》为基础,分析生物识别技术与内部控制的关系,探讨生物识别技术在企业内部控制中的应用,并对生物识别技术在内部控制应用中的局限性进行分析。     

Turning data into donations: A predictive model for individual giving

This paper describes a predictive model developed by the Royal National Institute for Deaf People (RNID) for the evaluation of donor management strategies. The high cost of acquiring new donors means that effective donor management is essential throughout the charity sector. Early RNID analysis of donor behaviour used conventional sector approaches. This led to the development of a predictive model that uses a statistically determined segmentation system for current donors with responses of the donor base described by a Markov model. The model is used primarily to evaluate the expected rate of return of possible campaign strategies, but there are many other ways in which the approach is of value, both to the RNID and to the charity sector as a whole.     

Exploring psychological determinants of sharing donor recognition on social networking sites.

Not‐for‐profit organizations (NFPs) are increasingly turning to online platforms to engage with donors. However, sharing rates of donation activity to social networking sites (SNSs) are low. Existing research has predominantly taken an aggregated approach to understanding SNS sharing behavior, therefore this study took a context‐specific approach and explored; why do donors choose to share (or not share) donor recognition on social networking sites? A qualitative research design was employed using interviews with 20 Australian donors. Social, organizational and individual factors were identified as influential to donors' decisions to share online donor recognition. This study extends understanding around online self‐disclosure and firm‐generated electronic word‐of‐mouth and provides strategic direction for NFPs to encourage greater donation sharing behavior on SNSs.     

Donors and domestic politics: Political influences on foreign aid effort

The vast majority of scholarship on foreign aid looks at either the effectiveness of foreign aid or why particular countries receive aid from particular donors. This paper takes a different approach: what are the domestic sources of support for foreign aid? Specifically, how does the donor's domestic political and economic environment influence ‘aid effort’? This paper uses a time-series cross-sectional data set to analyze the influence of changes in political and economic variables. As governments become more conservative, their aid effort is likely to fall. Domestic political variables appear to influence aid effort, but only for aid to low income countries and multilaterals while aid effort to middle income countries in unaffected. This suggests that models solely emphasizing donor economic and international strategic interests as determinants of donor aid policy may be mis-specified. These results also suggest sources of aid volatility that might influence recipient growth prospects.     

Cultural values and public policy: The case of international development aid

This paper investigates whether the quantity and character of aggregate expenditures on foreign aid by donor governments are related to the cultural values held by the people of the donor countries. In particular, we study whether any association exists between three measures of donors’ foreign aid expenditures and two dimensions of culture. We find that the shares of national income governments spend on aid, the proportion of total aid provided in the form of grants, and the proportion of aid directed to humanitarian relief are all related in statistically significant and quantitatively important ways to the location of the cultural values of people in the donor countries on two continua, one from “traditional” to “rational” beliefs about social organization and authority, and the other from “survival” to “self-expression” as the focus of individual aspirations. These results contribute to our understanding of the political economy of aid, and to a growing literature on how culture shapes economic policies, institutions, and performance.