bluuebunny/crossref_metadata_2025 huggingface dataset:
Enzymatic Ring‐Opening Polymerization of Lactones by Lipase Catalyst: Mechanistic Aspects
Authors: Kobayashi Shiro
Published: July 2006

Mechanistic aspects of lipase‐catalyzed ring‐opening polymerization (ROP) of lactones to give polyesters are discussed from accumulated experimental data and new insight. Comparison of the ROP reactivity by lipase catalyst with the anionic ROP reactivity by a metal‐catalyst clearly demonstrates the characteristics of lipase catalysis; the larger ring‐sized monomers with lower ring strain showed higher polymerizability than medium ring‐sized ones, in contrast to the anionic ROP showing the reverse direction where the ring strain of monomer is operative. The enzyme‐catalysis involves an acyl‐enzyme intermediate formation as a key‐step. From the copolymerization results a new mechanism is proposed, that involves the formation of the acyl‐enzyme intermediate (acylation step) and/or the nucleophilic attack of the propagationg alcohol end to the carbonyl carbon of the intermediate to open the monomer ring (deacylation step) as the rate‐determining step. The structure of the propagating alcohol end (primary or secondary) affects much on which step is more operative.
Anionic High Impact Polystyrene: A New Process for Low Residual and Low Cost HIPS
Authors: Desbois Philippe , Warzelhan Volker , Niessner Norbert , Deffieux Alain , Carlotti Stephane
Published: July 2006

BASF has developed a new process for the manufacturing of High Impact Polystyrene (HIPS) via an anionic route: the so‐called A‐HIPS process. The driving forces were the development of a product with a low content of residuals and improved cost performance compared to the radical state of the art HIPS. The production of A‐HIPS includes the synthesis of the rubber, a styrene‐butadiene block copolymer. To overcome the main challenges of anionic polymerization such as reactivity control, solvent purity and initiator costs, BASF has developed its own proprietary technology, the Retarded Anionic Polymerization (R.A.P.) which allows styrene polymerization to 100% conversion under similar reaction conditions as the radical polymerization. A new low cost anionic initiator system (BuLi‐free), based on sodium hydride and triethylaluminum, has been developed for perfect reactivity control over a broad temperature and concentration range even up to bulk conditions.
Cationic Ring‐Opening Polymerization of 1,3‐Dehydroadamantanes
Authors: Matsuoka Shin‐ichi , Ogiwara Naoto , Uehara Yosuke , Ishizone Takashi
Published: July 2006

Ring‐opening polymerizations of [3.3.1]propellane derivatives, 1,3‐dehydroadamantane (1) and 5‐butyl‐1,3‐dehydroadamantane (2), were carried out with CF3SO3H in CH2Cl2 at 0 °C for 6–42 h. The central σ‐bonds in 1 and 2 were exclusively opened to afford novel poly([3.3.1]propellane)s, poly(1,3‐adamantane)s, in 52–95% yields. The resulting poly(2) possessing flexible butyl substituent was soluble in chloroform, THF, and 1,2‐dichlorobenzene, and the degree of polymerization was estimated to be greater than 30, while the poly(1) was hardly soluble in the common organic solvents. All aliphatic poly(1) and poly(2) showed high thermal stability, their 10% weight loss temperatures were 421 and 486 °C, respectively.
The ATRP Synthesis of the Potential Thermoplastic Elastomer Poly(methyl methacrylate)–b‐(lauryl methacrylate)‐b‐(methyl methacrylate) Hitherto Unrealized by Ionic Polymerization
Authors: Chatterjee Dhruba P. , Mandal Broja M.
Published: July 2006

The triblock copolymer poly(methyl methacrylate‐b‐lauryl methacrylate‐b‐methyl methacrylate) {P(MMA‐b‐LMA‐b‐MMA)} has been synthesized by a two stage atom transfer radical polymerization in bulk at near room temperature (ca. 35 °C) using CuCl/pentamethyldiethylenetriamine (PMDETA)/tricaprylylmethylammonium chloride (Aliquat®336) complex as the catalyst and 1,2‐bis (bromoisobutyryloxy)ethane (BIBE) as the initiator for the polymerization of LMA in the first stage. The same catalyst was also used for the polymerization of MMA in the second stage. The dynamic mechanical thermal analysis of a sample with the middle block Mn = 82000 and each end block Mn = 14500 showed typical features of a thermoplastic elastomer.
Social context affects testosterone‐induced singing and the volume of song control nuclei in male canaries (Serinus canaria)
Authors: Boseret Géraldine , Carere Claudio , Ball Gregory F. , Balthazart Jacques
Published: July 2006

The contribution of social factors to seasonal plasticity in singing behavior and forebrain nuclei controlling song, and their interplay with gonadal steroid hormones are still poorly understood. In many songbird species, testosterone (T) enhances singing behavior but elevated plasma T concentrations are not absolutely required for singing to occur. Singing is generally produced either to defend a territory or to attract a mate and it is therefore not surprising that singing rate can be influenced by the sex and behavior of the social partner. We investigated, based on two independent experiments, the effect of the presence of a male or female partner on the rate of song produced by male canaries. In the first experiment, song rate was measured in dyads composed of one male and one female (M‐F) or two males (M‐M). Birds were implanted with T‐filled Silastic capsules or with empty capsules as control. The number of complete song bouts produced by all males was recorded during 240 min on week 1, 2, 4, and 8 after implantation. On the day following each recording session, brains from approximately one‐fourth of the birds were collected and the volumes of the song control nuclei HVC and RA were measured. T increased the singing rate and volume of HVC and RA but these effects were affected by the social context. Singing rates were higher in the M‐M than in the M‐F dyads. Also, in the M‐M dyads a dominance‐subordination relationship soon became established and dominant males sang at higher rates than subordinates in T‐treated but not in control pairs. The differences in song production were not reflected in the size of the song control nuclei: HVC was larger in M‐F than in M‐M males and within the M‐M dyads, no difference in HVC or RA size could be detected between dominant and subordinate males. At the individual level, the song rate with was positively correlated with RA and to a lower degree HVC volume, but this relationship was observed only in M‐M dyads, specifically in dominant males. A second experiment, carried out with castrated males that were all treated with T and exposed either to another T‐treated castrate or to an estradiol‐implanted female, confirmed that song rate was higher in the M‐M than in the M‐F condition and that HVC volume was larger in heterosexual than in same‐sex dyads. The effects of T on singing rate and on the volume of the song control nuclei are thus modulated by the social environment, including the presence/absence of a potential mate and dominance status among males. 2006 Wiley Periodicals, Inc. J Neurobiol, 2006
Behavioral and neural lateralization of vision in courtship singing of the zebra finch
Authors: George Isabelle , Hara Erina , Hessler Neal A.
Published: July 2006

Along with human speech and language processing, birdsong has been one of the best‐characterized model systems for understanding the relationship of lateralization of brain function to behavior. Lateralization of song production has been extensively characterized, and lateralization of song perception has begun to be studied. Here we have begun to examine whether behavior and brain function are lateralized in relation to communicative aspects of singing, as well. In order to monitor central brain function, we assayed the levels of several activity dependent immediate early genes after directed courtship singing. Consistent with a lateralization of visual processing during communication, there were higher levels of expression of both egr‐1 and c‐fos in the left optic tectum after directed singing. Because input from the eyes to the brain is almost completely contralateral in birds, these results suggest that visual input from the right eye should be favored during normal singing to females. Consistent with this, we further found that males sang more when they could use only their right eye compared to when they could use only their left eye. Normal levels of singing, though, required free use of both eyes to view the female. These results suggest that there is a preference for visual processing by the right eye and left brain hemisphere during courtship singing. This may reflect a proposed specialization of the avian left hemisphere in sustaining attention on stimuli toward which a motor response is planned. © 2006 Wiley Periodicals, Inc. J Neurobiol, 2006
The adult abdominal neuromuscular junction of Drosophila: A model for synaptic plasticity
Authors: Hebbar Sarita , Hall Rachel E. , Demski Sarah A. , Subramanian Aswati , Fernandes Joyce J.
Published: July 2006

During its life cycle, Drosophila makes two sets of neuromuscular junctions (NMJs), embryonic/larval and adult, which serve distinct stage‐specific functions. During metamorphosis, the larval NMJs are restructured to give rise to their adult counterparts, a process that is integrated into the overall remodeling of the nervous system. The NMJs of the prothoracic muscles and the mesothoracic dorsal longitudinal (flight) muscles have been previously described. Given the diversity and complexity of adult muscle groups, we set out to examine the less complex abdominal muscles. The large bouton sizes of these NMJs are particularly advantageous for easy visualization. Specifically, we have characterized morphological attributes of the ventral abdominal NMJ and show that an embryonic motor neuron identity gene, dHb9, is expressed at these adult junctions. We quantified bouton numbers and size and examined the localization of synaptic markers. We have also examined the formation of boutons during metamorphosis and examined the localization of presynaptic markers at these stages. To test the usefulness of the ventral abdominal NMJs as a model system, we characterized the effects of altering electrical activity and the levels of the cell adhesion molecule, FasciclinII (FasII). We show that both manipulations affect NMJ formation and that the effects are specific as they can be rescued genetically. Our results indicate that both activity and FasII affect development at the adult abdominal NMJ in ways that are distinct from their larval and adult thoracic counterparts © 2006 Wiley Periodicals, Inc. J Neurobiol, 2006
Testosterone induction of male‐typical sexual behavior is associated with increased preoptic NADPH diaphorase and citrulline production in female whiptail lizards
Authors: Sanderson N.S.R. , Le B.D. , Crews D.
Published: July 2006

In rodents, male‐typical copulatory behavior is generally dependent on gonadal sex steroids such as testosterone, and it is thought that the mechanism by which the hormone gates the behavior involves the gaseous neurotransmitter nitric oxide. According to one model, testosterone induces an up‐regulation of nitric oxide synthase (NOS) in the preoptic area, increasing nitric oxide synthesis following exposure to a sexual stimulus. Nitric oxide in turn, possibly through its effect on catecholamine turnover, influences the way the stimulus is processed and enables the appropriate copulatory behavioral response. In whiptail lizards (genus Cnemidophorus), administration of male‐typical levels of testosterone to females induces the display of male‐like copulatory responses to receptive females, and we hypothesized that this radical change in behavioral phenotype would be accompanied by a large change in the expression of NOS in the preoptic area. As well as comparing NOS expression using NADPH diaphorase histochemistry between testosterone‐treated females and controls, we examined citrulline immunoreactivity (a marker of recent nitric oxide production) in the two groups, following a sexual stimulus and following a nonsexual stimulus. Substantially more NADPH diaphorase‐stained cells were observed in the testosterone‐treated animals. Citrulline immunoreactivity was greater in testosterone‐implanted animals than in blank‐implanted animals, but only following exposure to a sexual stimulus. This is the first demonstration that not only is NOS up‐regulated by testosterone, but NOS thus up‐regulated is activated during male‐typical copulatory behavior. © 2006 Wiley Periodicals, Inc. J Neurobiol, 2006
Charity shops in sectoral contexts: the view from the boardroom
Authors: Goodall Richard
Published: July 2006

Charity shops seem inherently contradictory in many ways. This paper unravels some of the contradictions by analysing charity shops in their ‘sectoral contexts’. First it puts forward different meanings of ‘sector’ and introduces notions of ‘sector values’. Then it presents results from empirical research into UK charity shop organisations, to show how senior managers of charity shop chains deal with ‘sectoral contradictions’. Finally, it asks how the sectoral contexts influence the management philosophies and marketing strategies (in the broadest sense) of these senior managers. Copyright © 2000 Henry Stewart Publications
‘You just can't get the staff these days’: the challenges and opportunities of working with volunteers in the charity shop – an Oxford case study
Authors: Maddrell Avril M. C.
Published: July 2006

The introduction of paid staff to charity shops has been a major innovation in charity retailing and while the traditional stereotype of volunteers as ‘selfless older woman with time available to do good works’ is a fair description of a core group of volunteers in the charity shops studied, this is far from adequate to describe the variety of people and their varying motives for volunteering in what has become a very heterogeneous group. Discussion here centres on innovative schemes on the part of charity shops to broaden the recruitment base of volunteers, meet volunteers' own needs and mesh volunteers with paid staff in order to meet the demands of an increasingly pressured and professionalised sector. Some of the most fruitful initiatives employed in Oxford have been based on the use of probationers or licensed prisoners completing Community Service hours through ‘volunteering’ in charity shops or their support networks. Copyright © 2000 Henry Stewart Publications
New goods, old records and second‐hand suits: charity shopping in South‐West England
Authors: Parsons Liz
Published: July 2006

Charity shops are now a familiar feature of high streets and shopping precincts throughout the UK. As the sector has grown charities have taken an increasingly commercial approach to selling; many charities have introduced new goods in their shops. It is suspected that these changes have significantly broadened their customer base. As yet, however, little research has beendoneoncharityshopcustomers. This paper is based on a survey of 592 customers in 25 charity shops in the Bristol area. It explores who is using the shops, the types of goods they are purchasing and the amounts they are spending. Findings include a number of revealing differences between the purchasing habits of men and women, some of which appear to be peculiar to the charity shops sector. Copyright © 2000 Henry Stewart Publications
Charity shops on the high street: complementarity or unwanted neighbour?
Authors: Paddison Andrew
Published: July 2006

Within the last ten years there has been substantial growth of the charity retailing sector. This increased retail presence and sophistication of marketing practices have led to the contention by mainstream retailers that charity shops, which enjoy specific fiscal arrangements, have an unfair competitive advantage. Utilising evidence from a range of town centre locations, this paper examines whether this allegation can be substantiated. Three sources of primary research are used: the profile of charity shops within a town centre context; the attitudes and perceptions of mainstream retailers and their organisational bodies; and finally, the perspective of town centre managers towards charity retailing. Analysis and subsequent discussion suggests that charity retailers can perform a complementary role within town centres, thus reducing the potential of conflict with mainstream retailing. Copyright © 2000 Henry Stewart Publications
Building e‐support for cause‐related marketing through strategic alliances
Authors: Harrison‐Walker L. Jean , Williamson Kathleen M.
Published: July 2006

New opportunities for nonprofit organisations to reach new donors and volunteers are being generated by an accelerated interest in cause‐related marketing on the part of both consumers and business firms, in conjunction with the emergence of the Internet. Together, these conditions have created a climate conducive for nonprofit alliances with corporations to become one of the fastest growing forms of marketing today. This paper examines online cause‐related marketing from the fundraiser's perspective, and sets forth a series of marketing management implications of building relationships with businesses and their customers as potential donors on the Internet. Copyright © 2000 Henry Stewart Publications.
What will be the impact on future legacy campaigns of changing demographic, economic, cultural and religious trends?
Authors: Radcliffe Richard
Published: July 2006

This paper discusses some key issues that will have dramatic effects on legacy/bequest income over the next 30 years. Economic, demographic, cultural and religious changes will mean that all nonprofits will have to adapt their legacy campaigns to meet emerging community and lifestyle trends. Campaigns will have to target the particular attitudes, motivations and expectations of each community if legacy income is to rise rather than fall. To date, little research has been completed in the UK to ascertain what the likely outcomes will be. This paper alerts fundraisers to some of the key issues. Copyright © 2000 Henry Stewart Publications.
A contingency approach to reward strategy in the UK not‐for‐profit sector
Authors: Bakhru Anjali
Published: July 2006

The word ‘charity’ is derived from the Latin word ‘caritas’, meaning love of other people or beneficence and liberality to those in distress. It is argued, however, that as organisations within the charity or not‐for‐profit (NFP) sector become more commercial or ‘business‐like’, the greater is the imperative to focus on effectiveness as well as efficiency. In terms of an organisation's reward strategy, it is critical that individual performance is assessed and linked to rewards. The aim of the paper is essentially to examine current approaches to reward strategy in the UK voluntary sector as well as to assess the ‘effectiveness’ of existing reward strategies, making suggestions as to how a ‘best practice’ approach could be adopted. Primary data were gathered from organisations within the NFP sector, and it was concluded that the sector needs to question the ‘effectiveness’ of reward strategies, to link individual performance objectives with its reward strategy, and to move away from pure cost‐efficiency considerations to ensure that there is a balance between long‐term and short‐term objectives. At the same time, a ‘best practice’ approach for reward strategies within the NFP sector cannot be prescriptive in terms of suggesting ‘one best way’, but rather a contingency approach is recommended with regard to the selection of the mix of financial and non‐financial factors within the reward strategy. Copyright © 2000 Henry Stewart Publications.
Widening the appeal of charity
Authors: Sargeant Adrian , Ford John , West Douglas C.
Published: July 2006

In the UK there is a contracting donor pool, but a significant growth in registered charities. This paper discusses the impact of individual, organisational and environmental factors on giving, and also distinguishes characteristics of givers and non‐givers. The focus of the paper is on the long‐term solution to the problem of recruitment of donors, by expanding the current supporter base for the charity sector. Copyright © 2000 Henry Stewart Publications.
Improving telephone fundraising by use of self‐prophecy
Authors: Obermiller Carl , Spangenberg Eric
Published: July 2006

The self‐prophecy phenomenon served as the basis for a simple, inexpensive technique aimed at increasing donations in a telephone fundraising drive. Self‐prophecy is predicated on two psychological effects. First, asking people to make predictions about normatively influenced behaviours results in biased responses—people respond as they think they should. Secondly, when later asked to perform those same behaviours, people tend to be consistent with their predictions. In an experiment, asking people to make a prediction increased the success rate from 30.4 per cent to 49 per cent, relative to a control group. Although it may be limited to occasional use, the self‐prophecy technique appears a simple and economical tool for increasing donations. Copyright © 2000 Henry Stewart Publications.
Breaking the cycle of marketing disinvestment: using market research to build organisational alliances
Authors: Hanson John H.
Published: July 2006

Many marketers find their programmes fall victim to disinvestment, both financial and psychological. While most marketers are avid students of consumer psychology, they tend to overlook the dynamics of organisational psychology, just as the literature on market orientation often fails to emphasise the organisational identity politics and power struggles that frustrate marketing. Discussions of market orientation focus on leadership and team‐building issues, favouring highly visible cases of organisational success at the expense of analysing common factors in marketing failure, many of them grounded in organisational psychology. Allied with knowledge of organisational epistemology, market research can be used as a critical resource in marketers' internal marketing programmes to strengthen market orientation. Ongoing collaborative market research can build positive organisational alliances that contribute to the internal support needed to sustain a successful marketing programme. Copyright © 2001 Henry Stewart Publications
Customers of performing arts organisations: are subscribers different from nonsubscribers?
Authors: Johnson Mark S. , Garbarino Ellen
Published: July 2006

The subscribing customers of performing arts organisations are an indispensable, but frequently maligned source of patronage for the arts. This paper reviews some of these criticisms in the arts literature and assesses previous research on subscribers. Audience studies of the customers of cultural organisations have generally focused on usage differences (eg nonusers, frequent users) rather than subscriber/nonsubscriber differences. Based on theories of relationship marketing, the paper describes how relational subscribers may differ from nonsubscribing customers who frequent the arts but are more transactional in their exchanges with the cultural organisation. The results of a survey of subscribing and nonsubscribing customers of a repertory theatre company are presented to show differences between these two types of customer. Subscribers have higher levels of satisfaction, trust and commitment, and have more positive intentions of supporting and donating to the organisation. The arts patronage goals of subscribers are more congruent with the goals of the cultural organisation. Subscribers are more satisfied with familiar than with famous performers, and are comfortable with diversity in the choice of repertoire. Other factors examined include differences in overall involvement with the category of theatre, perceptions of risk and value, use of information sources, and reasons why some customers choose not to subscribe. The paper concludes with discussion of the importance of relationship marketing and subscribing customers for the performing arts organisation. Copyright © 2001 Henry Stewart Publications
The Microsoft challenge
Authors: Krishnamurthy Sandeep
Published: July 2006

In 1996, the Microsoft Corporation introduced a new giving programme to members of the University of Washington. Rather than simply donating in cash or kind, it offered to match any funds donated by faculty members to graduate students. The response to the programme was overwhelming initially. However, the organisers changed the rules of the challenge and over time, donations went down. Finally, the company indicated that it wanted to wind down the programme. This case offers unique data and perspective on how to use a challenge as part of a fundraising strategy. Copyright © 2001 Henry Stewart Publications
Cause related marketing in New Zealand
Authors: Chaney Isabella , Dolli Nitha
Published: July 2006

Fundraising methods by charitable organisations are changing. Fewer collectors and increasing costs have imposed pressures on the traditional method of envelope appeals. Thus, charities have sought alternative means of gathering necessary funding. Recently in New Zealand, as in other developed countries, there has been a proliferation of charitable organisations linking with a company to raise funds. The company promises a certain monetary donation each time the product is sold. This approach is cause related marketing (CRM).

From the literature it is evident that, although there are numerous trade publications discussing certain campaigns, there is a paucity of empirical research in the area of CRM. This study sought to develop an understanding of consumers' behaviour and perceptions towards this promotional activity. A majority of consumers had purchased a CRM product with some switching brands or increasing the quantity usually purchased. Overall, consumers express a favourable attitude to this form of fundraising. However, non‐purchasers in particular are more likely to agree that charities should use other methods for their fundraising. There were no significant differences in attitudes based on gender and income. Copyright © 2001 Henry Stewart Publications
Marketing collaborations in the voluntary sector
Authors: Abdy Meg , Barclay Jean
Published: July 2006

This paper examines the current status of marketing collaborations in the voluntary sector, within the context of the overall charity marketing environment. It compares the incidence and scope of collaborations in the voluntary sector with those of the commercial sector; while being mindful of some important inherent differences between the two milieus. The findings are illustrated with examples of charity collaborations, both past and present. The paper concludes with some possible ways forward for both practitioners and policy makers. Copyright © 2001 Henry Stewart Publications
Brand orientation in the charity sector: a framework for discussion and research
Authors: Hankinson Philippa
Published: July 2006

Some charity organisations are turning to charity brand status, not only in terms of a name and logo but more importantly in terms of communicating value and meaning to their stakeholders. Brand orientation is described in this paper as the extent to which charity organisations regard themselves as brands, an indication of how much (or how little) organisations accept the theory and practice of branding. Through literature‐based and field‐based research, this paper examines the nature of brand orientation in the charity sector. A conceptual framework of brand orientation is proposed with antecedent factors which may augment or diminish levels of brand orientation and consequences which may follow its adoption. A number of research propositions are put forward which constitute both a framework for discussion and a research agenda for the charity sector. Copyright © 2001 Henry Stewart Publications
Young African Americans: a new generation of giving behaviour
Authors: Jackson Tysus D.
Published: July 2006

It has been suggested that younger generations of African Americans may be the group whose giving behaviour has altered most in recent times. Primary research to establish whether this is indeed the case was conducted through focus groups to identify deviation from the extant research on giving motivations. The ages of the participants were 26–32. The theoretical foundation for this research was drawn from historical literature on African American philanthropy, relevant models of giving behaviours and contemporary research in the field. The research concludes that the notion of uplifting one's race remains a powerful motive for giving. Copyright © 2001 Henry Stewart Publications
Market versus societal orientation in the nonprofit context
Authors: Liao Mei‐Na , Foreman Susan , Sargeant Adrian
Published: July 2006

There has been considerable interest of late among nonprofit practitioners in market orientation and the extent to which its adoption might be linked to enhanced organisational performance. Preliminary studies have typically employed instruments such as MARKOR to measure market orientation in this setting and found tentative support for the existence of such a link. In this paper it will be argued that these approaches are fundamentally flawed. The market orientation construct represents the operationalisation of the marketing concept in the for‐profit sector. Since the concept is defined differently by nonprofit academics and practitioners there is a need to develop a new measure of its operationalisation specifically in this context. A review of the literature suggests that this might best be termed societal orientation. Copyright © 2001 Henry Stewart Publications
Quality in religious services
Authors: Santos Jessica , Mathews Brian P.
Published: July 2006

Despite intensive research into service quality, the Church appears to have been overlooked. Using a tailored measurement tool, this paper examines those aspects of the Church that respondents feel are important in their assessments of service quality.

Results indicate that the three most important service quality dimensions are responsiveness, credibility and commitment. The more often that consumers visit church, the more demanding they are in terms of their importance ratings overall. Female churchgoers consider most of the service quality dimensions to be more important than do male customers, while other demographic factors have little or no impact on perceived service quality. Copyright © 2001 Henry Stewart Publications
Shelter's donor datamart
Authors: Duffill Mark
Published: July 2006

This paper discusses the issues and technical constraints that faced Shelter in their desire to extract intelligence from their donor database. Different options are discussed briefly, along with the rationale for deciding to develop an offline datamart. The paper also presents an explanation of the shortcomings of conventional relational database systems in relation to their use for data analysis, examines the difference between different types of offline data stores and explains the benefits achievable from the datamart solution. A description of Shelter's actual experience of designing, developing and using the datamart provides insights into the technical and other issues encountered, and demonstrates the effectiveness of the datamart as a fundraising tool. Copyright © 2001 Henry Stewart Publications
World Vision case study of Sigma, an analysis tool based on the Alterian database engine
Authors: Logie Scott
Published: July 2006

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
E‐relationship development strategy for the nonprofit fundraising professional
Authors: Olsen Merritt , Keevers Mary Liz , Paul John , Covington Scott
Published: July 2006

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
The Washington State combined fund drive: a case study
Authors: Krishnamurthy Sandeep
Published: July 2006

The Washington combined fund drive is a large employee workplace giving programme in the state of Washington, USA. This programme provides individuals with a large choice of charities and payment options. Promotion for the programme is conducted entirely through a volunteer organisation. It has grown steadily, but contributions are now levelling off, so the director of the programme is trying to identify the most effective way to improve it. Copyright © 2002 Henry Stewart Publications
The market orientation concept in the private nonprofit organisation domain
Authors: González Luis Ignacio Álvarez , Vijande María Leticia Santos , Casielles Rodolfo Vázquez
Published: July 2006

The market orientation concept has become one of the central issues of scientific and entrepreneurial study in the marketing discipline. In fact, the theoretical and empirical contributions to this field of research have proliferated in various contexts throughout the last decade. One domain, however, in which market orientation investigation has been relatively limited until recently, is in private nonprofit organisations. Thus, the main purpose of this paper is to delimit the market orientation concept in the private nonprofit organisation context. The alternative basic orientations adopted by these organisations are first assessed in order to specify next the meaning of market orientation from a dual perspective: as an organisational philosophy and culture, and as an organisational behaviour. Copyright © 2002 Henry Stewart Publications
Relationship marketing, audience retention and performing arts organisation viability
Authors: Rentschler Ruth , Radbourne Jennifer , Carr Rodney , Rickard John
Published: July 2006

Marketing strategy in performing arts organisations has become particularly important in the increasingly competitive environment in which the arts operate. Since the late 1980s there has been a necessary shift in focus to audience development away from product development. This change in focus is being encouraged to ensure the long‐term viability of performing arts organisations (PAOs) and micro‐economic reform. While government reports have recommended strategies aimed at building audience‐based recognition, this is an expensive approach for many PAOs and does not produce short‐term returns. Little attention has been paid to building enduring relationships with existing audiences as a way of having a more dramatic impact on PAOs' long‐term viability. This paper explores this theme through relationship marketing and the implication of retaining existing audiences. The paper identifies the changing cultural environment which has led to the importance of marketing. It then explains the concepts of relationship marketing and its pertinence to PAOs' viability by presenting a loyalty ladder. The structure is modelled as a dynamic conceptualisation of the relationships (audience and organisation) to assist arts managers to decide whether to focus their efforts on catching or keeping customers to maximise earned income. Copyright © 2002 Henry Stewart Publications
Marketing networks as a form of strategic alliance among craft enterprises
Authors: M. Torres Ann
Published: July 2006

Craft enterprises are a unique form of small and medium‐sized enterprise (SME) and represent an amalgam between the manufacture of products and the fulfilment of artistic vision. Craft enterprises typically have insufficient resources, inadequate access to specialised expertise and limited opportunities to make an impact on the marketplace. One way to redress these limitations and to improve the competitive position of craft enterprises is by forming networks, or cooperative alliances. The case study of ‘Homethrown’, a successful marketing network for potters, provides insight into the advantages and limitations of this type of strategic alliance, as well as guidelines for fostering cooperation and moderating conflict. Copyright © 2002 Henry Stewart Publications
The ‘new’ donor: creation or evolution?
Authors: Wagner Lilya
Published: July 2006

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
Foundation funding of grassroots organisations
Authors: Bothwell Robert O.
Published: July 2006

According to grassroots scholar David Horton Smith, there are 7.5 million grassroots associations in the USA (compared to two million paid staff nonprofits). He states, ‘Associational participation is a major engine of democratic participation.’ J. Craig Jenkins and Abigail Halcli found that foundations commit only 0.2 per cent of all their grants for indigenous social movement organisations. The Foundation Center collects no statistics concerning foundation funding of grassroots organisations.

Why do grassroots organisations not receive more foundation money? What could foundations do differently to get more money into their hands? And what could grassroots organisations do differently to obtain more foundation money? These are the central questions addressed in this study.

To obtain answers to these questions, 48 people were interviewed by telephone: 26 grassroots organisation leaders and 22 foundation executives.

The findings in this study defy easy summary. Contrary to the author's expectations, there is often great harmony between grassroots leaders and foundation officials. Frequently, the interviewees, whether grassroots or foundation types, speak of or allude to ‘partnerships’. This is true even when most grassroots leaders blame foundations for the fact that they do not receive any or enough money.

Another key finding is that foundation officials believe that different social class between themselves and grassroots organisations is crucial to the minimal funding of grassroots organisations. Yet almost no grassroots leaders mentioned this as a factor.

Perhaps the most salient fact that comes through, is that the foundations that regularly fund grassroots organisations have great knowledge and sympathy for these organisations, and that other funders who might want to enter into such funding would be well advised to seek their counsel. By the same token, the grassroots organisations which have done well with foundation funding feel quite comfortable with the foundations, and those other grassroots leaders who might want to obtain foundation funding should seek out their successful brothers and sisters.

The particular value of this qualitative study is the way in which it divulges the great diversity of interactions between grassroots and foundation leaders. Copyright © 2002 Henry Stewart Publications
Look sharp, feel sharp, be sharp and listen — anecdotal excellence: People, places and things
Authors: Davis C. Neal
Published: July 2006

While the techniques become more sophisticated, the hardware and software go through new generations and we move towards such unexplored options as internet fundraising and legal restraints, the challenges and successes in the field of fundraising and in the personality of fundraisers should not change very much: they are faced with the assignment of making the donors feel important, the causes seem attractive, and making the system move with ease and comfort for everyone concerned.

The author gives strong credence to such ‘simple’ matters as appearance, health, ethics, virtue and giving attention to words as well as innuendo.

The reader will learn if he or she ‘listens’ to the message of this paper; if, on the other hand, he or she is looking for a shortcut or a foolproof plan short of living and loving in the field, it will not be found — in this or any other paper. Fundraising is a synergestic system: you put everything you know together, and it comes out to equal more than the sum of its parts. Still, you keep on learning. The best fundraiser has not yet been born; the most successful campaign has not yet begun; the wisdom is still being assembled.

This paper is one man's overview of where we have been, what we are doing in best practice scenarios, and what is possible if we ‘Look sharp, feel sharp, be sharp and listen’; it includes a good overview of ‘Anecdotal excellence: people, places and things’. The paper starts with a word from God and ends with a reminder for us all: ‘We must remember — to look forward!’ Copyright © 2002 Henry Stewart Publications
Social entrepreneurship: towards conceptualisation
Authors: Sullivan Mort Gillian , Weerawardena Jay , Carnegie Kashonia
Published: July 2006

The marketing in strategy dialogue and the emerging marketing/entrepreneurship interface paradigm stress the need for marketers to research entrepreneurship. Social entrepreneur‐ship, the entrepreneurship leading to the establishment of new social enterprises and the continued innovation in existing ones, is much discussed but little understood and given the increasing importance of such organisations should be addressed. This paper conceptualises social entrepreneurship as a multidimensional construct involving the expression of entrepreneurially virtuous behaviour to achieve the social mission, a coherent unity of purpose and action in the face of moral complexity, the ability to recognise social value‐creating opportunities and key decision‐making characteristics of innovativeness, proactiveness and risk‐taking. The paper discusses implications for policy and practice and concludes with a consideration of theoretical issues and directions for future research. Copyright © 2003 Henry Stewart Publications
Why politics needs marketing
Authors: Mortimore Roger
Published: July 2006

This paper examines the survey evidence for the low standing of politics, politicians and political institutions in the mind of the British public, and discusses its consequences. Present public opinion about political parties in Britain, and about politicians in general, is predominantly negative. Politicians are distrusted, to a considerably greater extent than can be explained solely by their bad press. Nor is the public very familiar with politicians or political institutions. Yet it can be shown that in general (and not only in the political field) ‘familiarity breeds favourability, not contempt’. This may be feeding through into hostility towards the entire sector—not only the strictly ‘political’, but other institutions such as public services which the public associates with politics or government. Copyright © 2003 Henry Stewart Publications
Government advertising and the creation of national myths: the Canadian case
Authors: Rose Jonathan
Published: July 2006

Government advertising in Canada has a long history and has been an important adjunct in fostering values of national unity. This paper examines several significant campaigns: early 20th century immigration advertising, patriation of the Canadian constitution in the 1980s and, more recently, Olympic advertising in 1998. It attempts to demonstrate that the use of state advertising in Canada is unique in helping foster a view of Canadian citizenship and the development of national myths. Moreover, advertising in Canada has been a way to respond to the claims of a vocal sub‐minority. Copyright © 2003 Henry Stewart Publications
Full Stop: an extraordinary appeal for an extraordinary aspiration – putting leadership theory into practice
Authors: Pegram Giles , Booth Nick , McBurney Charelle
Published: July 2006

The National Society for the Prevention of Cruelty to Children (NSPCC)'s Full Stop campaign was launched in March 1999 with one single aim—to end cruelty to children. The Full Stop Appeal was designed to ensure that sufficient financial resources would be in place to support such an extraordinary aspiration. It is the biggest charitable appeal ever attempted in the UK and aims to raise £250m. This paper outlines how the charity applied the leadership model of fundraising to its strategy, the lessons it has learned over the past four years, and how successful it has been. Having already raised more than £100m, Full Stop has broken new ground in its sector, revolutionised the NSPCC's fundraising capacity and, more importantly, has had far‐reaching consequences for its mission to end cruelty to children. Copyright © 2003 Henry Stewart Publications
Using economic impact analysis for arts management: an empirical application to a music institute in the USA
Authors: Heaney Joo‐Gim , Heaney Michael F.
Published: July 2006

Economic impact analysis can be used strategically by arts managers to provide information pertaining to making and justifying effective managerial and marketing decisions. The three aspects of economic impact analysis—direct, indirect and induced—reveal information such as arts participants' expenditure patterns, rationale for expenditure, relationships between participant demographics and expenditure, and amount of expenditure outside arts institutions. Arts managers can use the information and data to match product offerings of the institution with those of its participants; increase the participants' participation in, satisfaction with and loyalty to the institution; increase the stature and validity of the arts institution within the community; price the products of the arts institute; and increase community and financial support for arts institutions. This synergistic use of economic impact analysis information with marketing information is illustrated using a music institute in the USA. Copyright © 2003 Henry Stewart Publications