bluuebunny/crossref_metadata_2025_split huggingface dataset:
Full Stop: an extraordinary appeal for an extraordinary aspiration – putting leadership theory into practice
Authors: Pegram Giles , Booth Nick , McBurney Charelle 
Published: July 2006

AbstractThe 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

AbstractEconomic 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
Differentiating literacy volunteers: a segmentation analysis for target marketing
Authors: Wymer Jr Walter W. 
Published: July 2006

AbstractLearning how an organisation's volunteers differ from volunteers serving in other organisations can provide managers with important information. This information can assist managers in identifying potential volunteers, and this information can help managers better understand what to communicate to potential volunteers. This paper presents a segmentation study of literacy volunteers as an example of a proposed methodology for differentiating sub‐groups of volunteers. Managerial implications of research findings and ideas for future research are also presented. Copyright © 2003 Henry Stewart Publications
Taking the quantum leap: nonprofits are now in business. an Australian perspective
Authors: Goerke Jacinta 
Published: July 2006

AbstractThe fact that they need to deliver more essential social services is accepted by most professionals working in nonprofit organisations. Yet, needing to become more competitive, increasingly ‘businesslike’ and to start creating partnerships with profit‐driven businesses may require a quantum leap to take place. This hard reality imposed by recent changes in government policy is challenging for many social service workers still coming to terms with a decade of turbulent and changing times. From origins of ‘she'll be right mate’ and a community‐held belief that it is the government's responsibility to finance all essential social services, today's nonprofits are increasingly fighting over smaller funding budgets and feeling the pinch as they have to implement business practices that will ultimately make them more accountable, profitable and attractive to prospective business partnerships. The purpose of this paper is, therefore, to present an option to larger Australian nonprofit organisations keen to move away from a dependency model of service delivery and open to exploring the possibility of implementing a marketing communications charter which includes the appointment of a business development manager. Copyright © 2003 Henry Stewart Publications
Applying sales promotion competitions to nonprofit contexts
Authors: Peattie Sue 
Published: July 2006

AbstractThis paper discusses the applicability of sales promotions within not‐for‐profit (NFP) marketing, and argues that some of the widely held prejudices about sales promotions have acted to obscure their potential contribution to a range of NFP markets. Understanding this potential requires a clearer understanding of the strengths and weaknesses of specific sales promotion techniques. The paper presents frameworks for classifying both sales promotions and marketing contexts, which can help an understanding of which sales promotions might work in particular NFP contexts. The paper then focuses on a specific type of sales promotion, which represents a potentially valuable and versatile tool for NFP marketers, the sales promotion competition. It details the benefits that sales promotion competitions can offer NFP marketers, and also contributes some guidelines to aid in running them effectively. Copyright © 2003 Henry Stewart Publications
How should charitable organisations motivate young professionals to give philanthropically?
Authors: Kottasz Rita 
Published: July 2006

AbstractOne hundred and fifty‐eight bankers, accountants and corporate lawyers, aged under 40 years, earning more than £50,000 annually and working in the City of London were questioned about their attitudes and behaviour in relation to charitable giving. A conjoint analysis of the respondents' preferences revealed strong predilections for certain types of charitable organisation; for ‘social’ rewards in return for donating (invitations to gala events and black tie dinners for example); and for well‐known charities with established reputations. ‘Planned giving’ whereby donors receive tax breaks and other financial incentives to donate (as increasingly practised in the USA) did not represent a significant inducement to give so far as this particular sample was concerned. Overall the results suggest that young affluent male City employees constitute a distinct market segment for charity fundraisers, with unique characteristics that need to be addressed when developing donor products. Copyright © 2004 Henry Stewart Publications
Target marketing in a social marketing context: gender differences in importance ratings of promoted intrinsic and extrinsic restricted exchange benefits of military enlistment
Authors: Marshall Kimball P. , Brown Ulysses J. 
Published: July 2006

AbstractSocial marketing involves influencing voluntary behaviour of people towards a social end. Examples of social marketing range from campaigns to encourage healthy physical behaviour to efforts to encourage tax support for public education, overcome racism, or stimulate ‘patriotic’ behaviour. Using data from a summer 2001 telephone survey of 600 young adults, this paper investigates how recruitment campaigns may benefit from considering gender differences in importance ratings of a variety of benefits promoted by the military in the USA. Importance ratings are assessed using differences in means and variances tests. Findings identify gender specific differences that may be used to enhance recruitment campaigns. Copyright © 2004 Henry Stewart Publications
Do‐it‐yourself DRTV: a practical guide to making direct response television advertising work for charities
Authors: Aldrich Tobin 
Published: July 2006

AbstractDirect response television advertising (DRTV) has been used by charities as a form of promotion for many years; in the case of the UK for over two decades. In that period many charities have tried the medium but only a handful have achieved consistent success. In the process, a layer of mystique has attached itself to DRTV and a number of outright myths have been perpetuated.DRTV should work for many more charities than currently use it. This is in contrast to other media which are in danger of being swamped by overuse by charities. Any charity raising or wishing to raise money from the general public should at least consider this medium. Copyright © 2004 Henry Stewart Publications
Making the case for investment in fundraising
Authors: Sayer Kate 
Published: July 2006

AbstractFundraisers frequently find that trustees are reluctant to commit funds to investment in fundraising initiatives, whether this is developing existing fundraising work or investment in new areas. On the other hand, trustees often report that the plans put forward by fundraisers are too vague and do not present the case well enough. Commonly, there is more work to be done on both sides. First, this paper focuses on some of the financial plans that should be developed as part of the case for investment, as this is often the weakest area. The paper then demonstrates how this assists in appraising the risk profile of new initiatives and finally looks at the policy framework needed for decisions to be made. Copyright © 2004 Henry Stewart Publications
Reasons for lapse: the case of face‐to‐face donors
Authors: Sargeant Adrian , Jay Elaine 
Published: July 2006

AbstractFace‐to‐face fundraising is attracting increasingly hostile media coverage in the United Kingdom in the run up to the publication of the Charities Act in 2004. Despite the antipathy comparatively little is known about how donors view this technique and why they might elect to terminate their support having been recruited by this medium. This paper reports the results of a survey of 4,800 face‐to‐face recruits, comparing the attitudes and profiles of both active and lapsed supporters. The results suggest that donors exhibit high levels of satisfaction with the recruitment process and lapse primarily because of a change in their financial circumstances rather than feelings of having being pressurised to offer their support. Copyright © 2004 Henry Stewart Publications
Charity law reform: implementing the Strategy Unit proposals
Authors: Pratten Belinda 
Published: July 2006

AbstractThis paper discusses the recommendations arising from the Strategy Unit review of charities and the wider voluntary sector in England and Wales and the government's response to these. The proposed reforms will involve an updating of charity law; changes to the regulatory framework governing the sector; and a greater emphasis on improving the accountability, transparency and performance of charities and voluntary organisations. In the main these proposals have been welcomed by the sector. In particular there is a clear recognition of the need to modernise the legal position of charities to reflect changes in society and changing public perceptions of what is, or should be, charitable. Copyright © 2004 Henry Stewart Publications
Town centre management schemes in the UK: marketing and performance indicators
Authors: Hogg Sophie , Medway Dominic , Warnaby Gary 
Published: July 2006

AbstractWhile town centre management (TCM) has proved to be a successful strategy to maintain, improve and regenerate town centres through local partnership, there has been relatively little attention drawn to the marketing of TCM schemes. This paper explores the issues surrounding the use of key performance indicators (KPIs) for the marketing of TCM schemes in the context of wider place marketing activities undertaken by towns and cities. Drawing on evidence from a questionnaire survey of town centre managers, it is posited that they might usefully employ carefully selected KPI data to maintain and attract private investment to TCM schemes from internal and external town centre stakeholders. The paper then introduces a typology for the use of KPI marketing in town centre management. Copyright © 2004 Henry Stewart Publications
Donors: how much do they give in a lifetime?
Authors: Magson Nigel 
Published: July 2006

AbstractIn a relational approach to fundraising, nonprofit‐making organisations have the task of developing profitable relationships with their supporters. This approach requires the definition of ‘lifetime value’ in order to assess its performance.Yet the paradox of calculating a lifetime value is that the only accurate definition of any particular individual's value can be made once they are no longer a donor – when they have died or have stopped giving. At this point they may appear of no use. However, it is by understanding past donors that present donors can be understood in terms of their existing and potential ongoing value.This paper, building on recent debate and research within the sector,[Sargeant, A. and McKenzie, J. (1998) ‘An Investigation of Donor Lifetime Value’, Paper presented to ICFM Conference, University of Warwick.] refers to the practicalities of creating and using not one, but a variety of measures from information sources that exist within such organisations. The paper specifically explores the way measures can be created and used. It raises a number of the practical issues involved in terms of accounting definitions and information availability. Understanding and using the value measures of supporters are key to ensuring that this relationship is dealt with in the most effective way for the organisation. Copyright © 1999 Henry Stewart Publications
A brand new world for nonprofits
Authors: Ritchie Robin J. B. , Swami Sanjeev , Weinberg Charles B. 
Published: July 2006

AbstractBrands provide a number of benefits that can make them a powerful tool for the nonprofit sector. Among other things, they make it possible for organisations to convey a consistent overall positioning while tailoring offerings for multiple publics. They also facilitate the development of trust between the nonprofit and its constituencies, provide insulation from competitive pressures and raise the organisation's profile. Brands are not appropriate for all nonprofit organisations, however, and the decision to adopt a branding strategy is one that requires careful consideration. This paper explores the pros and cons of nonprofit branding, and describes the balancing act that managers face when deciding whether and how to adopt abrand. Copyright © 1999 Henry Stewart Publications
Cause‐related marketing and values in Australia
Authors: Kropp Fredric , Holden Stephen J. S. , Lavack Anne M. 
Published: July 2006

AbstractAn investigation is conducted into attitudes towards cause‐related marketing (CRM) among Australian consumers, with attention to the underlying differences in consumer values. It is found that those who place greater importance on values such as warm relationships, self‐fulfilment and security are likely to have more positive attitudes towards CRM. In addition, females appear to have somewhat more positive attitudes towards cause‐related marketing than males. Interestingly, the degree to which consumers are susceptible to interpersonal influence is not related to attitudes towards CRM. The implications are that cause‐related marketing efforts are therefore best directed at females and those who value relationships, self‐fulfilment and security. Efforts to support CRM through social influences (ie via compliance and conformity) would appear to be unlikely to succeed. Copyright © 1999 Henry Stewart Publications
Nonprofit Internet review: just what resources are available?
Authors: Stathopoulou C. 
Published: July 2006

AbstractThis paper, the first of a number of short reviews of nonprofit Internet activity, outlines the nature of the resources that are currently available to nonprofits on‐line. It lists a number of sites on the Internet and gives a short summary of what is obtainable on each site. The paper concludes with information about general search engines and recommends perseverance in trying the different engines in order to find the relevant data. Copyright © 1999 Henry Stewart Publications
Fundraising communications: the role of experience in perceptions of media risk
Authors: West Douglas , Sargeant Adrian 
Published: July 2006

AbstractThis paper examines fundraising communications for charities in respect to their use of media. The questions posed were the extent to which knowledge and experience affect the perceptions of risk in media decision‐making, and to what extent direct marketing reduces risk owing to its measurability. Based on a mail survey, direct mail was perceived as less risky than advertising. However, less risk was generally perceived when using familiar media. Managerially, the implications are that fundraisers may be lulled into a false sense of security by their familiarity with the media that they are using. The research emphasises the importance of perceptions in risk‐taking and the need continually to re‐evaluate positions on media choice. Copyright © 1999 Henry Stewart Publications
Towards a better understanding of the financial donor: an examination of donor behaviour in terms of value structure and demographics
Authors: Todd Sarah J. , Lawson Rob W. 
Published: July 2006

AbstractWhile marketing academics have long advocated the application of marketing principles by not‐for‐profit organisations, a review of the literature suggests that attempts to segment financial donors have primarily concentrated on demographic variables. Recently, there have been moves to gain a better understanding of more psychographic influences on individuals' propensity to contribute to charities. It is proposed that the concept of values offers potential for enhancing this understanding.Findings confirm some earlier studies in that demographics such as age, education and household income significantly discriminate between heavy and light donors. Additionally, ten of the initial 56 values tested contribute to the overall discriminant model obtained. The profiles obtained suggest that distinct promotional strategies, with emphasis on different reasons for donating, may appeal to the two groups. Copyright © 1999 Henry Stewart Publications
Exploring an alternative direct mail fundraising approach for a cancer research charity: a case study
Authors: Orme Andrew 
Published: July 2006

AbstractThe Association for International Cancer Research (AICR) successfully uses sweepstakes techniques to generate funds to support cancer research projects. These methods have taken AICR to the top 80 of UK charities, in terms of gross voluntary income. It is recognised, however, that this approach only motivates one constituency of potential supporters among the population. Recently AICR tested an alternative approach, designed to appeal to a different constituency of support. This paper summarises the thinking behind the trial programme and presents some of the initial findings. It also considers the fulfilment requirements and how they were addressed. Copyright © 1999 Henry Stewart Publications
Threat appeals in social marketing: death as a ‘special case’
Authors: Henley Nadine , Donovan Robert J 
Published: July 2006

AbstractDeath is commonly used as a threat, both by fear‐appeal researchers and by social marketing and health promotion practitioners (eg ‘Quit smoking or you'll die’). Fear (or threat) appeal researchers have frequently used death to arouse fear, and particularly in the ‘high’ fear condition. It is argued here that death is a ‘special case’ threat, and that the introduction of death in high fear conditions is a confounder in that death is a qualitatively different negative outcome from the non‐death negative outcomes used in low fear conditions. The use of death in threat appeals requires attention in its own right for a number of reasons. First, death will occur eventually regardless of the message recipient's behaviour. Hence, messages that threaten death may arouse defensive responses in the target audience (eg ‘you've got to go sometime’), and unresolvable anxiety in the general population. Secondly, death can vary on a number of attributes (eg age at death, sudden versus prolonged, etc), and, while most threat appeals imply premature death, few studies have made this point explicit. Thirdly, the fear of death is multidimensional and some dimensions are more readily acknowledged as fearful than others. For example, a threat specifying the effect of one's death on loved ones might have more impact than a threat of death to oneself. Fourthly, people may fear death differently, or, for religious or other reasons, may not fear death at all. Furthermore, there may be age and gender differences in response to threat appeals using death. It is concluded that systematic research is required to determine whether and for whom death threats are effective. Copyright © 1999 Henry Stewart Publications
Managing ambiguity: merger activity in the nonprofit housing sector
Authors: Mullins David 
Published: July 2006

AbstractMerger behaviour in the nonprofit sector has been relatively neglected, yet has considerable marketing implications. This paper draws on a range of sources to explore the nature of merger activity in the nonprofit housing industry. It locates mergers within debates about inter‐organisational strategies, and explores the context, extent, motivations for and regulation of mergers in the housing industry. While there are many similarities in environmental stimuli to and processes of negotiating mergers between the profit‐distributing and nonprofit sectors, there are some distinctive features. This research explores the ambiguous nature of the merger activity among housing organisations. This ambiguity infects the terminology and record‐keeping systems and helps to explain a significant gap between rhetoric and activity. Such ambiguity may be more than a negotiating strategy. It may represent the attempt to manage conflicting pressures to market nonprofit organisations as ‘sensitively serving the needs of society’ by on the one hand being competitive and efficient while on the other remaining value based and locally accountable. Copyright © 1999 Henry Stewart Publications
Poor marketing or the decline of altruism? Young people and volunteering in the United Kingdom
Authors: Smith Justin Davis 
Published: July 2006

AbstractThis paper addresses the issue of the apparent decline in youth volunteering, looking at the factors that may be turning young people off or preventing them from getting involved. It draws on a new (unpublished) survey of young people's attitudes towards volunteering commissioned by the Institute for Volunteering Research, which suggests that volunteering may have an image problem, and suggests ways by which volunteer‐involving organisations can make themselves more attractive to a younger age group. Copyright © 1999 Henry Stewart Publications
The affinity credit card as a fundraising tool for charities
Authors: Cowton Christopher J. , Gunn Christine J. 
Published: July 2006

AbstractOver the past decade or so, many examples of the charity affinity credit card have been launched in the UK. This paper reports the results of a survey of charities that collected quantitative data on the characteristics and progress of more than 20 such cards. The survey also found that several other charities were contemplating following their example, and the paper goes on to identify and discuss some of the issues that should be addressed by any charity thinking of launching its own affinity card. Copyright © 2000 Henry Stewart Publications