bluuebunny/crossref_metadata_2025_split huggingface dataset:
Customers of performing arts organisations: are subscribers different from nonsubscribers?
Authors: Johnson Mark S. , Garbarino Ellen 
Published: July 2006

AbstractThe 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

AbstractIn 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

AbstractFundraising 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

AbstractThis 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

AbstractSome 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

AbstractIt 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

AbstractThere 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

AbstractDespite 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

AbstractThis 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

AbstractOne 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

AbstractThe 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

AbstractThe 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

AbstractThe 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

AbstractMarketing 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

AbstractCraft 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

AbstractThe 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

AbstractAccording 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

AbstractWhile 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

AbstractThe 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

AbstractThis 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

AbstractGovernment 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