bluuebunny/crossref_metadata_2025 huggingface dataset:
Donor survival analysis: an alternative perspective on lifecycle modelling
Authors: Drye Tim , Wetherill Graham , Pinnock Alison
Published: July 2006

There is considerable pressure on charities and voluntary organisations, both to reduce ‘wasted’ expenditure on administrative costs and unwanted mailings, and to deliver more and better services from their voluntary support. Modern tools allow organisations to tailor mailing requirements to individual needs easily and cheaply. Charities need to become ever more efficient: improving the response rates, while reducing overall expenditure on money‐raising activities.

Simple means and summary statistics can be seriously biased and misleading for this type of data. Survival analysis is a good, sound and flexible tool to analyse length of time to next donation and membership data. This can lead to a better understanding and more efficient use of the available budgets. Copyright © 2001 Henry Stewart Publications
The growth of the Internet, digital television and mobile telephony and the implications for not‐for‐profit marketing
Authors: Saxton Joe
Published: July 2006

This paper looks at what is currently known about who uses the new technologies and how they use them. It also sets out the current information available about the use of these technologies by the not‐for‐profit sector as a whole. The final section sets out the implications of these new technologies for not‐for‐profit marketers and the potential benefits for organisations that embrace and develop the new technologies. While the data presented focuses on the UK, the implications for not‐for‐profit marketing are relevant wherever the penetration in these technologies is high. Copyright © 2001 Henry Stewart Publications
Do charitable causes need to segment their current donor base on demographic factors?: An Australian examination
Authors: Shelley Laura , Jay Polonsky Michael
Published: July 2006

Modern charities are facing increasing pressures requiring them to use more effectively a range of marketing activities, and segmentation may be one such tool. The giving literature suggests that the demographic factors of gender and age might serve as appropriate segmentation criteria and this paper examines whether motivations of existing donors vary by age or gender. The results suggest that there may be limited benefits in segmenting existing donors and that charities may be able to use similar promotional strategies for all existing donors. Copyright © 2002 Henry Stewart Publications
The impact of brand orientation on managerial practice: a quantitative study of the UK's top 500 fundraising managers
Authors: Hankinson Philippa
Published: July 2006

This paper explores the impact of brand orientation on the managerial practices of fundraising managers in the top 500 UK charities and, in particular, on their ability to attract voluntary income. A series of hypotheses was tested including whether level of brand orientation is associated with different patterns of influence within charities, with the range and type of brand communicators used and with the extent to which organisational objectives are fulfilled. A key finding of the research was that high brand‐oriented fundraising managers attract significantly more voluntary income than low brand‐oriented fundraisers, but that level of brand orientation was not related to statutory income. Such findings are consistent with current theory and practice of branding in which a brand is perceived as a product or organisation plus, where the plus indicates a unique set of values which allows differentiation and hence, donor choice, within competitive environments. Copyright © 2002 Henry Stewart Publications
Improving public trust in the voluntary sector: an empirical analysis
Authors: Sargeant Adrian , Lee Stephen
Published: July 2006

Public trust and confidence in the voluntary sector continues to be at the heart of the government's new policy agenda. A number of initiatives are currently under way to review how trust and confidence could be bolstered. In this study the authors review the findings of a major new study of how donors feel about voluntary organisations and the factors that drive trust therein. Managerial and public policy recommendations are offered in the light of the findings. Copyright © 2002 Henry Stewart Publications
Payroll giving in the UK: donor incentives and influences on giving behaviour
Authors: Romney‐Alexander Debbie
Published: July 2006

Payroll giving became tax effective in 1987. Since then, it has grown steadily, but has never reached the success of payroll giving in the USA, where it accounts for the highest yielding and lowest cost form of fundraising.

This paper looks at payroll giving in the UK and reports the findings of a large scale survey of payroll givers. It also examines tax reliefs in encouraging giving through the payroll, and the role of stakeholders in such charities, companies and agency charities. Copyright © 2002 Henry Stewart Publications
Creative marketing and the art organisation: what can the artist offer?
Authors: Fillis Ian
Published: July 2006

The poem ‘My Paintings’, written in a deliberate, uncorrected dyslexic style offers an insight into the mind of a present day avant garde bad boy of British art, Billy Childish. Constantly challenging the art establishment through public demonstrations of distaste against the annual Turner Prize,[Button, V. (1999) ‘The Turner Prize’, Tate Gallery Publishing, London.] Childish and his cohorts launched an alternative, Stuck‐ist, art manifesto,[Alberge, D. (1999) ‘Rebels Get Stuck into the Brit Artists’, The Times, Thursday 26th August, p. 7.] in the belief that it would assist in a shift in public perception of what good art is, as well as influence the creative practice of those artists concerned with more traditional, authentic forms of art. Childish's ex‐girlfriend Tracey Emin, however, has had other ideas. She has revelled in mass media exposure and now dismisses the concept of traditional painting as a valid art from.[Brown, N. (1998) ‘Tracey Emin’, Art Data, UK.] These are two examples of contrasting creative, artistic behaviour. Their creativity has resulted in varying levels of commercial success. By examining the role that creativity plays in determining how the idea for a creative product is first identified, through to its commercial exploitation, there are valuable lessons contained in such a process for both profit‐oriented and nonprofit art organisations alike. Instead of constantly fighting the conflicting philosophies of art for art's sake versus art for business sake, following the market and consumer demand, there is a much more effective method for establishing longer‐term success, which mirrors the creative practice of the artist. The existing literature on arts marketing is examined. A critique of the usefulness of current thinking is presented, with the recommendation that the formal models of marketing offered in arts marketing literatures can only ever hope to offer general advice on marketing. What is called for is a much more in‐depth analysis of how creative entrepreneurial marketers as artists can offer alternative visualisations of more appropriate models of marketing for the industry. This in turn should result in the stimulation of creative research methodologies that can inform both theory and practice within arts marketing in particular, and the wider remit of marketing in general. The use of the metaphor and the examination of published biographies of creative individuals are used to construct a manifesto of marketing artistry. Copyright © 2002 Henry Stewart Publications
Marketing fine art on the Internet: issues and ideas
Authors: Clarke III Irvine , Flaherty Theresa B.
Published: July 2006

The fine art market has grown into a $17bn industry. Yet only recently have art dealers and art buyers discovered the Internet as a viable marketing tool. As art galleries begin to move online, a fundamental question arises: are the major stakeholders willing to use this non‐traditional means to buy and sell art? This paper uses three independent studies, of artists, interior designers and organisational buyers, in North America, to analyse the characteristics of those inclined to use the Internet for this service and considers the magnitude of purchases through this medium. Study results indicate that: (1) artists are under‐represented on the Internet and disconcerted about technology issues; (2) targeting buyer segments, like interior designers, through the Internet is a viable and attractive alternative for fine art dealers; (3) organisational buyers often neglect Internet alternatives. Practical implications for those desiring to utilise the Internet to market fine art are discussed. Copyright © 2002 Henry Stewart Publications
(Rethinking) the measurement of service quality in museums and galleries
Authors: Caldwell Niall
Published: July 2006

Measurement of service quality has been instrumental in making service industries more competitive. The new era of accountability in the museum sector means that if museums and galleries are to be successful in growing visitor numbers and developing greater access, they must learn more about the factors that are important to visitors' evaluation of service quality. The aim of this study is to understand the concepts that are significant to visitors engaging in museum experiences. A repertory grid study was conducted among visitors to 11 prominent London museums; the results suggest that there is greater variety of factors influencing their decisions than is measured by traditional approaches to visitor satisfaction surveys. Copyright © 2002 Henry Stewart Publications
Applying the marketing concept to cultural organisations: an empirical study of the relationship between market orientation and performance
Authors: Gainer Brenda , Padanyi Paulette
Published: July 2006

A recent trend in nonprofit organisations is an emphasis on business management and concepts. This paper examines the application of the marketing concept to nonprofit arts organisations through an analysis of the relationship between market orientation and organisational performance. Data were collected from arts organisations in two large Canadian cities, and a structural equations model was developed to test the impact of marketing activities and culture on three performance variables (customer satisfaction, peer reputation and resource attraction). The analysis shows that the model fits the data well and that six hypotheses pertaining to the relationship between market orientation and organisational performance were supported. The study concludes that those organisations that implemented more market‐driven activities into their marketing plans were more likely to develop a market‐oriented internal culture. A market‐oriented culture not only predicted a growth in resources and higher levels of customer satisfaction, but also a growth in reputation among peers. Copyright © 2002 Henry Stewart Publications
Art for the masses or art for the few? Ethical issues in film marketing in the UK
Authors: Kerrigan Finola , Özbilgin Mustafa F.
Published: July 2006

This paper explores ethical issues in film marketing in the UK in terms of access to film. Based on an examination of film marketing theory, practice and policy, the paper identifies three main ethical issues pertaining to marketing in the film industry. These are the discrepancy between national policy and commercial practice in terms of social access, sustainability and diversity of choice. The paper proposes structural changes supported by government policy which promotes an integrated supply chain model as a method for redressing commercial as well as ethical challenges facing the industry. Copyright © 2002 Henry Stewart Publications
Philanthropy, social capital or strategic alliance? The involvement of senior UK business executives with the voluntary sector and implications for corporate fundraising
Authors: Walker Catherine
Published: July 2006

Although corporate fundraising is popular there has been very little discussion in the voluntary sector literature of its context. Using questionnaire data from senior executives representing one‐third of the FTSE350 companies, and in‐depth interviews with a number of top level business men, this paper reports the first UK survey of the personal involvement of senior executives with charities, voluntary and community organisations,[Walker, C. and Pharoah, C. (2000) ‘Making time for charity: A survey of top business leaders' involvement with voluntary organisations’, Charities Aid Foundation, Kent.] and pinpoints messages about corporate involvement which may help fundraisers develop corporate fundraising strategies. The data give the first indications of how many of the UK's top business executives give time to charity, how much time they give and what they do. It also addresses what there is to gain for and from the charity, the senior executive and their company. The results present a picture of widespread and enthusiastic involvement of senior executives with the voluntary sector; a picture of both a deep personal commitment and of a strong sense of corporate benefit. The survey also raises several important issues and implications for corporate fundraising: should charities be doing more to attract top executives into an active relationship with them? How can they do this? What are the pros and cons of an alliance between corporate figureheads and charitable organisations; how might this relationship be viewed by the public; and how might it best be managed? This paper draws on the results of the survey to illustrate and discuss these issues. Copyright © 2002 Henry Stewart Publications
Identifying the ‘energy champion’: a consumer behaviour approach to understanding the home energy conservation market in Ireland
Authors: Clancy Donal , O'Loughlin Deirdre
Published: July 2006

This paper builds on a chronological set of studies which develop a marketing approach to energy conservation in Ireland. Drawing on the fields of identity theory and self‐identity in consumption, it adopts a consumer behaviour approach to the segmentation of the market, analysing hedonic aspects of energy consumption. Using existential‐phenomenologicalism as a methodological frame, the focus of the two‐staged research is on collecting data from a small group of industry professionals and committed energy conservers, in order to gain a deeper understanding of the motivators for energy conservation behaviour. The results of this study reveal new traits of the energy conserver personality including a high aversion to consumption, a strong sense of caution with regard to personal finances and a marked interest in investing in energy‐saving technologies. Additional findings confirm personality traits previously associated with energy conservers such as active, thrifty, careful, technically minded and environmentally conscious. Although the market has been successful in targeting messages at the early adopter segment of energy conservers who are personally motivated, future marketing appeals to other market segments must focus on offering more tangible rewards for energy conservation behaviour. Copyright © 2002 Henry Stewart Publications
Consumer response to social entrepreneurship: the case of the Big Issue in Scotland
Authors: Hibbert Sally A. , Hogg Gillian , Quinn Theresa
Published: July 2006

The Big Issue is the most prominent example of social entrepreneurship in the UK. Initially started as a nonprofit organisation, it is now a limited company that provides homeless individuals with the opportunity to earn an income and donates its profits to a charity that addresses problems of homelessness. The paper explores how consumer response to the Big Issue is influenced by the fact that the magazine is sold by homeless people themselves. The findings suggest that consumers buy it both because they like the magazine and because they believe that they are helping the homeless, often paying more than the magazine cover price for the latter reason. The results also reveal that consumers see the direct involvement of homeless people in the exchange positively, recognising it as an empowering process. Copyright © 2002 Henry Stewart Publications
How fundraising is carried out in US nonprofit organisations
Authors: Hager Mark , Rooney Patrick , Pollak Thomas
Published: July 2006

A substantial number of nonprofit organisations in the USA report inflows of charitable contributions or grants without expenditures allocated to fundraising costs. This observation raises questions about how fundraising is carried out. Based on a survey of US charities, the paper observes that nonprofit organisations use a range of internal capacities and external relationships to conduct their fundraising. The use of staff members dedicated to fundraising is common, but much fundraising is still carried out by executive directors, volunteers and board members. Also, a substantial number of organisations engage external entities, including federated campaigns, support organisations and professional fundraising firms to generate contributions. Copyright © 2002 Henry Stewart Publications
The importance of volunteers in a capital campaign
Authors: Lysakowski Linda
Published: July 2006

One of the most significant factors in the success of any capital campaign is the number, quality and commitment of volunteers used to guide, implement and promote the campaign. This paper will discuss the importance of using volunteers and the critical roles they play within the campaign. The volunteer as giver, asker and motivator will be explained. An example of a typical campaign organisational chart is provided to help the reader identify the number and types of volunteers necessary to implement a successful campaign.

Volunteers have many roles to play, and getting the right person to fill each of these roles is essential to success. Methods for recruiting volunteers and the materials that are needed to implement a successful recruitment strategy are included in this discussion. Particular emphasis is placed on the role of the campaign chair as the leader of the campaign effort. The unique role of the Board of Directors as volunteers during a capital campaign is addressed in this paper.

Strategies for keeping volunteers involved and motivated are discussed, along with tips to make the volunteer campaign experience a satisfying one for both staff and volunteer. In summary, the author contends that the use of volunteers in a capital campaign is essential to the success of the campaign. Copyright © 2002 Henry Stewart Publications
Strategic task forces
Authors: Scanlan Eugene A.
Published: July 2006

Nonprofit organisations frequently face challenges that cannot be resolved by staff, board members and other volunteers. Marketing themselves, whether to build awareness and recognition, or more specifically to raise funds, is one such challenge. Another is the development of strong, highly networked new volunteers both to assist with specific issues and to serve later in other capacities. ‘Strategic task forces’ offer one way to address immediate needs but also can serve as a means of more strategically approaching marketing issues such as awareness and recognition among key decision makers. A case study and analysis are presented to demonstrate the use of strategic task forces and how they can be utilised to accomplish both tactical and strategic objectives at the same time. Copyright © 2002 Henry Stewart Publications
Whose files are they anyway? Privacy issues for the fundraising profession
Authors: Farr Lona M.
Published: July 2006

Until recently, there have been few laws in North America governing information that may be obtained by the private sector about individuals. Donors are growing more aware of what the research charities do and are more concerned about it. It is increasingly important that fundraisers follow ethical codes regarding the collection of information about donors and potential donors and the accuracy, relevancy and confidentiality of donor files. Copyright © 2002 Henry Stewart Publications
Fundraising and public relations: a comparison of programme concepts and characteristics
Authors: Rooney Hall Margarete
Published: July 2006

This study compares characteristics of successful academic unit fundraising programmes and successful public relations programmes.

Using interviews and surveys it explores whether academic unit fundraisers value the roles and responsibilities that align with identified strategic‐managerial and historical‐technical characteristics in public relations, whether demographic differences affect the role perception of the fundraisers, and whether the universities provide support for programme excellence. The results indicate that the fundraising programmes exhibit most of the characteristics of successful public relations programmes and that the academic units in which these fundraisers work provide support for them to do excellent fundraising. Demographics do not affect the results significantly.

The data lead to questions for further study, including: How should fundraisers balance the benefit of having donors involved in programmes they support, with the university's need to retain autonomy and set its own priorities? Do excellent fundraising programmes strengthen relationships between alumni and universities? Do alumni with stronger relationships with the university contribute more, or more often, than those with less strong relationships? Copyright © 2002 Henry Stewart Publications
Factors underlying the inclination to donate to particular types of charity
Authors: Bennett Roger
Published: July 2006

Two hundred and fifty members of the general public were interviewed in central London and asked to assume that they had been given a certain sum of money, all of which they had to donate to a single good cause. The interviewees were presented with the names of three organisations in different fields (cancer care, animal welfare and human rights) and asked to make a selection. Respondents were then questioned about their personal values, inclinations and other characteristics potentially relevant to the choice. It emerged that personal values and inclinations exerted powerful influences on selections. Moreover, the possession of certain personal values and inclinations correlated significantly with specific organisational values that the respondents most admired. Copyright © 2003 Henry Stewart Publications
Understanding volunteer motivation for participation in a community‐based food cooperative
Authors: Hibbert Sally , Piacentini Maria , Dajani Haya Al
Published: July 2006

Those concerned with social exclusion have increasingly recognised the value of community‐level activities as a basis for the development of disadvantaged communities. Much community development activity is collective and depends on members of the community volunteering to take on tasks and responsibilities associated with the collective action. The long‐term success of these activities is contingent on recruitment of sufficient numbers of volunteers and maintaining their commitment. The purpose of this research was to gain insights into volunteers' motives for participating in a community retail initiative, with a view to understanding the dynamics of their relationship with the enterprise as time passes. A series of in‐depth interviews provided evidence that motivations and factors influencing involvement change over time. Relatively vague ideas of the potential benefits of volunteering that motivated initial involvement were clarified as volunteers gained experience of participating in the enterprise. There was overt recognition of skill development and growth in self‐esteem and confidence that had been gained during the first few months of working on the project and there was anticipation that these would be enhanced through ongoing involvement. The implications of these findings are discussed and some future research directions are proposed. Copyright © 2003 Henry Stewart Publications
President George W. Bush and his faith‐based initiative: creative solution or political minefield?
Authors: Firoz Nadeem , Matthews William E.
Published: July 2006

On 29th January, 2001, President Bush issued an executive order creating a faith‐based initiative office. This paper examines the history of the separation of church and state in the United States starting with the Constitution's First Amendment which established the freedom of religion. Pertinent historical facts through the 1990s are presented. The paper then defines President Bush's faith‐based initiative and how it will be implemented. There is concern about whether this initiative will violate the Constitutional separation of religion and government. Another concern is how it will affect the religious organisations and the charities it is supposed to be helping. There is also a discussion on whether President Bush's faith‐based initiative will have a positive or negative impact on religious organisations as well as keeping then separate from the government. The concern is whether the initiative will benefit and progress society as a whole. Copyright © 2003 Henry Stewart Publications
From ‘social club’ to ‘integrated membership scheme’: developing membership schemes strategically
Authors: Hayes Debi , Slater Alix
Published: July 2006

Changes in the economic and political climate have resulted in income generation becoming increasingly important for cultural organisations and one method of achieving this is to develop closer relationships with individuals, for example, members. Friends' schemes (also known as membership schemes, societies and organisations) exist in a variety of formats and provide organisations with a range of benefits in addition to their income‐generation potential. These include advocacy, influence and a stable volunteer base. This paper makes a contribution in three areas of cultural management: it presents the findings of a study of friends' schemes within large museums and galleries in London and identifies distinctive typologies of scheme; creates a framework that practitioners can use as a diagnostic tool to analyse their own scheme; and finally, provides strategic direction to assist in the evolution of membership schemes. Copyright © 2003 Henry Stewart Publications
Product quality strategy in charity retail: a case study
Authors: Croft Nick
Published: July 2006

This paper addresses strategies adopted by one charity retail chain to deal with the problem of the impact of sales competition on the effectiveness of charity shops in producing surplus funds for their parent charities. The organisation sought differentiation on grounds of quality in stock and presentation, via a strict stock rotation policy and tight management controls. Control practices and information systems were found to be supportive of the chosen strategy but financial appraisal of the operation did not fully support the Director's confidence in the effectiveness of his operation. The findings of this study provide a degree of support to papers published in Volume 5, Number 2 of this journal. Copyright © 2003 Henry Stewart Publications
Nasty or NICE? The National Institute for Clinical Excellence and technology assessment
Authors: Duckenfield Mark
Published: July 2006

This paper explores the political dynamics that have surrounded the National Institute for Clinical Excellence (NICE) since its creation in 1999. Using theories of political marketing, the research presented here explains the behaviour of NICE in the technology appraisal process as the result of the pressures to pursue different marketing strategies. It finds that organisations can follow multiple strategies of political marketing depending upon the identity of their target audience. The government originally designed NICE to pursue a ‘product‐oriented’ strategy based upon its biomedical expertise. However, in the face of resistance from stakeholders (pharmaceutical companies and patient groups) NICE has begun to pursue a more ‘market‐oriented’ strategy. Using analysis of its decision‐making procedures and an empirical analysis of its guidances and appeals decisions, this paper demonstrates how NICE garners information from and is responsive to the interests of its target audiences. Copyright © 2003 Henry Stewart Publications
Higher education: marketing in a quasi‐commercial service industry
Authors: Brookes Mari
Published: July 2006

The UK Government is promoting widening participation and asking universities to develop their student intake of 18–30 year‐olds by 50 per cent by 2010. The financing of these changes is encouraging a marketing emphasis shift, as funding is reduced and alternative revenue methods sought. Traditional marketing of charitable educational institutions sought to ensure sufficient student enrolments for solely government‐funded core activities. Further marketing is now seen in quasi‐commercial activities. This paper investigates the need for a further marketing approach to satisfy these government policy changes. Using the comparative method, the paper looks at the complexity of the issues around US and UK higher education and their revenue value conflicts, marketing perspectives and, finally, the differences in perspectives and expectations between commerce and education. As the matter is current and ongoing, the main form of collecting evidence is through personal interview and recent media releases. Copyright © 2003 Henry Stewart Publications
Best value, partnerships and relationship marketing in local government
Authors: Rees Patricia , Gardner Hanne
Published: July 2006

This paper contends that relationship marketing can enhance the nature of partnerships in local government. It considers first the development of best value, with particular emphasis on partnerships and collaborative working. The development of relationship marketing and its definitions are acknowledged along with a selection of related issues. Two taxonomies of relationship marketing are then considered which appear to have particular relevance to local government. The notion of trust is singled out for attention and possible applications of relationship marketing are then offered. The conclusion presents a synthesis of collaborative working and relationship marketing and a nascent model showing the possible facilitating role of relationship marketing. Copyright © 2003 Henry Stewart Publications
The Flemish customer contact centre for public information from a marketing and management perspective
Authors: Gelders Dave , Walrave Michel
Published: July 2006

This paper describes the Flemish customer contact centre for government information (‘the Flemish Infoline’) as an example of marketing in the public sector. First it defines the term ‘customer contact centre’ and describes the objectives and main characteristics of the Flemish Infoline. It then identifies the three reasons for setting up the Flemish Infoline in 1999: the complicated Belgian institutional landscape; the unprofessional telephone traffic handling and service; and the lack of knowledge about citizens' information needs. Finally, the paper applies Kotler's 4 Ps concept to the case, and puts the relevant stages from Lees‐Marsh‐ment's political marketing orientations into one integrated scheme in order to understand the functioning of the Flemish Infoline. Based on the literature and on an in‐depth interview with the project head of the Flemish Infoline, the authors demonstrate that marketing techniques can be used in contact centres for public information, but they also illustrate some important differences from those in the forprofit sector, such as the available amount of customers' personal data, the level of call operators' skills and the degree of heterogeneity of the questions. Further research on information needs and contact centres, and providing one ‘umbrella’ contact centre for government information in Belgium are recommended. Copyright © 2003 Henry Stewart Publications
Polls apart! Political, research and ethical lessons from UK pressure groups' use of opinion polls
Authors: Nancarrow Clive , Evans Martin , Pallister John
Published: July 2006

Pressure groups use opinion polls to help further political agendas, as in the case of hunting with dogs. The authors evaluate the two types of poll that have featured in the campaigning: ‘scientific’ (representative) polls and ‘straw’ polls. The shortcomings of straw polls are well known and the new problem of ‘piling in’ where pressure groups direct their supporters to such polls is described, raising a number of potential ethical issues. The apparent discrepancy in ‘scientific’ opinion polls commissioned by the two sides of the debate is examined and an attempt to reconcile the differences is made. The authors' observations raise questions about the value and limitations of polling as well as technical and ethical issues the polling industry and professional bodies need to address. Copyright © 2003 Henry Stewart Publications
The marketing effectiveness of UK environmental charity websites compared to best practice
Authors: Wenham Kate , Stephens Derek , Hardy Rachel
Published: July 2006

All nonprofit organisations need to give attention to their marketing strategies in order to maximise the funding and support they receive and the numbers using their services. The web offers a new communications medium with which to achieve this. This paper compares suggested best practice approaches to web marketing using the websites of UK environmental charities as a type of nonprofit organisation. Copyright © 2003 Henry Stewart Publications
Factors influencing ethical climate in a nonprofit organisation: an empirical investigation
Authors: Malloy David Cruise , Agarwal James
Published: July 2006

Drawing from Victor and Cullen's[Victor, B. and Cullen, J. B. (1987) ‘A theory and measure of ethical climate in organizations’, Research in Corporate Social Performance and Policy, Vol. 9, pp. 51–71.],[Victor, B. and Cullen, J. B. (1988) ‘The organizational bases of ethical work climates’, Administrative Science Quarterly, Vol. 33, pp. 101–125.] theoretical framework a recent study by Agarwal and Malloy[Agarwal, J. and Malloy, D. C. (1999) ‘Ethical work climate dimensions in a not‐for‐profit organization: An empirical study’, Journal of Business Ethics, Vol. 20, pp. 1–14.] examined ethical work climate dimensions in the context of a nonprofit organisation. This paper reviews the framework and extends the study further by investigating several factors that influence the perception of ethical work climate in a nonprofit organisation. The multiple analysis of variance (MANOVA) procedure is employed to test nine hypotheses. Results demonstrate somewhat unique findings regarding factors that influence ethical climate perception in a nonprofit context. Specifically, the findings of this study point to the level of education, decision style and the influence that superiors and volunteers have upon ethical perception. Results also demonstrate that factors that have been employed traditionally by forprofit management, such as length of service, codes of ethics, size of the organisation and peer pressure, do not effectively influence ethical perception in the nonprofit context. Finally implications of this study are discussed. Copyright © 2003 Henry Stewart Publications
Using third‐party services to reduce the development cost and improve the effectiveness of charity websites
Authors: Hooper Philip , Stobart Simon
Published: July 2006

The growth of the internet has provided a new medium for charities to reach out to potential supporters. The development of a website requires time, money and expertise that may not be available to many charities. A novel approach is presented to allow these charities to maximise the effectiveness of their websites by using freely available features that have been developed by third parties. It is suggested that use of these services will allow charities to deliver extensive and advanced functionality quickly at reduced cost and with limited in‐house skills. A wide range of services is identified and these appear to allow charities to: increase the content of their sites and foster a sense of community to encourage repeat visits; raise funds by processing online donations or hosting charity auctions; extend their trading activities to the internet; manage and monitor the use of their websites; and improve a range of other activities such as recruitment and advocacy. Some of the services have an associated cost but seem to offer a cheaper and quicker route to implementation for most charities.

Although the use of these pre‐built services may provide cost savings, several risks associated with the suggested approach are also considered. By relying on third parties to provide these services, charities have to surrender some degree of control and risk damaging their reputation if the selected services are inappropriate or unreliable. The need to attract visitors to the site initially is also not addressed by this approach. It is concluded that the use of third‐party services does offer an opportunity for charities to enhance the websites but that these services need to be chosen very carefully. There is a need for further research to evaluate the suggested approach and to identify the effectiveness of the various services. Copyright © 2003 Henry Stewart Publications
Retailing in the nonprofit sector: an exploratory analysis of church‐connected retailing ventures
Authors: Ford John B. , Mottner Sandra
Published: July 2006

American churches, like other nonprofits, are faced with diminishing financial support and have turned to alternative marketing strategies to raise needed funds. Retail stores form one of these alternative marketing strategies. This research explores the phenomenon of retail stores associated with Episcopal churches and provides dimensions to understanding the relationship of church membership, connection with history and/or tourist activities, and various marketing tools with performance. While the research offers managerial implications for those engaged in retailing associated with churches, this paper also offers additional insight into nonprofit marketing in general. Copyright © 2003 Henry Stewart Publications
Finding the funds in fun runs: exploring physical activity events as fundraising tools in the nonprofit sector
Authors: Higgins Joan Wharf , Lauzon Lara
Published: July 2006

An increasingly popular form of raising funds in the nonprofit sector is the special event that involves some form of physical activity. This paper describes a study that tracked 50 events over nine months in order to explore the phenomenon of physical activity events, their function as a solicitation strategy and as a public awareness/relations tool, and to gauge how these events met the needs of participants who donated their money and energy to a cause. Data were collected by means of participant observation at 12 events and interviews with 12 participants and 12 hosting organisations. Using a social marketing framework and diffusion of innovations theory as an approach to making sense of the data, the results suggest that events serve two main purposes: celebrating a cause and offering an event that satisfies the physical activity interests of participants, and that events appropriately act as fundraising and publicity tools. Implications for adopting a social marketing orientation so that nonprofit organisations can hasten the diffusion process by tailoring events to meet the needs of participants, and for further research are discussed. Copyright © 2003 Henry Stewart Publications
Examining company experiences of a UK cause‐related marketing campaign
Authors: Docherty Sylvie , Hibbert Sally
Published: July 2006

The primary aim of the research was to examine commercial organisations' perceptions of the benefits of cause‐related marketing and the extent to which these benefits were achieved through their involvement with a UK cause‐related marketing campaign. The study also explored companies' views on the management of relationships between the profit and nonprofit organisations involved in a cause‐related marketing partnership. The research was conducted with companies involved in the cause‐related marketing campaign of one UK charity. Analysis of the data, gathered by means of a postal questionnaire, revealed that the benefits of cause‐related marketing perceived to be the most important in this context were increasing press coverage and raising brand awareness. Other important benefits included the opportunity to demonstrate social responsibility and enhance corporate reputation as well as building customer loyalty and increasing sales. Benefits achieved through participation in the cause‐related marketing campaign were limited to improved corporate reputation and social responsibility and press coverage. Recommendations for improved management of the partnership heavily emphasised joint planning processes, at the strategic and implementation levels. Copyright © 2003 Henry Stewart Publications
Enhancing the application of experiential marketing in the arts
Authors: Petkus Ed
Published: July 2006

While experiential marketing has become a cornerstone of recent advances in retailing, branding and events marketing, there is potential for its application in arts marketing to be extended and improved. The two main goals of this paper are to introduce and explain the Pine and Gilmore experiential marketing framework[Pine, II, B. J. and Gilmore, J. H. (1999) ‘The Experience Economy’, Harvard Business School Press, Boston.] and its relevance to arts marketing; and to discuss the implications of Pine and Gilmore's work for two specific areas of arts marketing: the unique dimensions of the arts experience, and the strategic and tactical steps involved in staging an experience. Copyright © 2004 Henry Stewart Publications
What research tells us about planned giving
Authors: Brown David W.
Published: July 2006

The transformation of fundraising from an ‘emerging profession’ to a ‘true profession’ is contingent on the development of ‘a formal body of knowledge based on theory and research’. To advance that goal, this paper reviews several research studies and makes recommendations for practice by fundraising professionals. The paper identifies indicators of philanthropic tendencies in very wealthy individuals and a research basis for donor cultivation activities. It also looks at giving by bequest, charitable remainder trust and charitable gift annuities and recommends the marketing segments and channels best suited to each as defined by research. Copyright © 2004 Henry Stewart Publications
New approaches to funding not‐for‐profit organisations
Authors: Kingston John , Bolton Margaret
Published: July 2006

This paper seeks to record and to explain the enormous growth in interest over the last few years in the provision of loans and other investment to not‐for‐profit organisations. It argues that this funding development fills a gap in the market. It describes the following new approaches: social investment, the provision of ‘patient capital’, and an ‘investment’ or ‘venture philanthropy’ approach to grant making. The factors driving the growth in use of these approaches are examined and their relevance to fundraising charities considered. Finally, the paper discusses how key stakeholders including the government and charitable trusts are adapting to this new environment. Copyright © 2004 Henry Stewart Publications
Understanding charity fundraising events
Authors: Webber Daniel
Published: July 2006

The paper analyses fundraising events, in terms of the motivations for supporting an event, the costs and income streams and the efficiency of events. Events vary from sponsored bike rides to fashion shows to annual balls but all events share one defining attribute, the participant or attendee gains some private benefit, be it a sense of personal achievement, an opportunity to show their generosity or simply having fun. The fact that the participants are supporting the charity may come secondary to the private benefit they gain from attending the event. Fundraising events therefore provide a means for charities to broaden their donor bases beyond those whose only motivation to support the charity is their fundamental belief in the particular charity's cause. Copyright © 2004 Henry Stewart Publications
Repertory grid analysis: an application to the measurement of destination images
Authors: Hankinson Graham
Published: July 2006

The objective of this paper is to demonstrate and evaluate the use of repertory grid analysis (RGA) in the context of a study of destination brand images. The study explored the components of destination brand image from a business tourism perspective. RGA was used to identify the constructs used by events managers in a sample of 25 UK organisations to characterise the brand images of 15 UK towns and cities. The study identified eight categories of brand image attribute. Factor analysis reduced these to three higher level dimensions, an overall destination attractiveness dimension and two sub‐dimensions: functionality and ambience. The paper concludes with a discussion of the benefits and limitations of RGA as a technique for measuring destination brand images and argues that it offers significant advantages over alternative techniques with regard to image measurement. Copyright © 2004 Henry Stewart Publications
What does corporate social responsibility mean for charitable fundraising in the UK?
Authors: Staples Chris
Published: July 2006

Coporate social responsibility (CSR) has grown enormously in the last ten years and the business case is compelling. That is not to say that CSR is the ‘silver bullet’ for achieving meaningful social change — this will require collaborative action. Part of this is a more mature relationship between charities and businesses — something beyond the worth ‘charitable donation’. Charities need to engage with business in a way that achieves mutual benefit; not ‘cap in hand’ but exploring the potential in shared objectives. Copyright © 2004 Henry Stewart Publications
Segmenting youth voting behaviour through trusting–distrusting relationships: a conceptual approach
Authors: Dermody Janine , Hanmer‐Lloyd Stuart
Published: July 2006

This paper reviews current evidence on the declining political engagement of British youth. What emerges is that causes of their political disaffection are manifold and complex, but trust, distrust and cynicism feature strongly. Traditional approaches to trust and distrust fail to recognise this complexity; consequently this paper offers a more sophisticated conceptual framework that examines trust and distrust as separate but linked dimensions, as advocated by Lewicki, McAllister and Bies.[Lewicki, R. J., McAllister D. J. and Bies R. J. (1998) ‘Trust and distrust: New relationships and realities’, Academy of Management Review, Vol. 23, No. 3, pp. 438–458.] From the analysis four segments of ‘voter’ types are identified. By segmenting voters in this way, marketers can design strategies to help increase young people's trust and reduce their distrust, thereby increasing their propensity to vote in future elections. A synopsis of marketing aims to stimulate the ‘youth vote’ is presented along with areas for further research. Copyright © 2004 Henry Stewart Publications
Corporate giving in the USA: a model for meeting Russia's expanding social needs?
Authors: King Karen , Tchepournyhk Margarita
Published: July 2006

In the USA, corporations make substantial contributions to public‐serving organisations with no expectation of financial gain. This paper explores the factors that have encouraged corporate giving in the USA and compares them to circumstances in the emerging capitalist economy of Russia. The outlook for the emergence of a corporate giving model in Russia similar to that of the USA is poor, but improving. To make it work, organisational recipients of corporate generosity need to trust their benefactors, and corporations need to believe that their contributions of surplus profits make good business sense. Copyright © 2004 Henry Stewart Publications