The major gift donor relationship: An analysis of donors and contributions

Securing major gifts for nonprofit organizations can involve considerable cost. This study examines the relationship developed between 233 major gift donors and the development office at Northwestern University over a five-year period. The results show that the cultivation and solicitation process is usually long, measured in years rather than months, and the extent of the effort varies by type of donor and category of gift. Vignettes describing one of the relationships from each of the five most important categories are presented.     

Predictive models for annual fundraising and major gift fundraising

For most nonprofit organizations, the selection process for determining the best individual prospects for capital campaigns or annual fund drives are ad hoc and intuitive. Our research provides two statistical models developed from the alumni database at Northwestern University for both major gifts and annual fund prospects. One model predicts which individuals will give $100,000 or more over three years, the other, $1,000 or more. Our work provides a means of more efficiently selecting fundraising prospects. In our analysis, we combine geo-demographic data with the internal data typically found in alumni databases. A metric is presented to test the viability of the models when compared to single-criterion models. We show that past giving is the strongest single factor in predicting future giving. However, full models provide superior overall results.     

Creating trust with major donors: The service encounter model

Although the wealthy individuals who create charitable trusts exert considerable influence on the $123 billion of charitable giving, very little is known about this segment. Aside from data about the size of donations and emerging information about their motivations, the philanthropic and marketing literature is largely silent on issues surrounding major philanthropic acts. For example, what aspects of the service encounter catalyze support and create a successful experience? What are the prior constituent, voluntary, and donor behaviors of individuals who create trusts exceeding $1 million? What support is required from nonprofit and external legal and financial advisers? This article provides a model of the trust creation process framed by insights from the services marketing literature, documents the process empirically, and draws out implications for nonprofit resource development.     

Understanding the donor experience: Applying stewardship theory to higher education donors

This study sought to discover how stewardship strategies and involvement impact organization-public relationship (OPR) outcomes for higher education donors at three different levels of giving. The first study to compare annual donors, major gift donors with one endowment, and major gift donors with two or more endowments suggests that each donor type experiences stewardship and OPR differently. Specifically, as donors deepen their giving relationship with an institution, they experience stewardship and OPR outcomes more positively. Additionally, involvement only slightly contributes to this relationship between stewardship and OPR outcomes. Findings also reveal that stewardship may include only three strategies, including a new concept called respect. Implications for fundraising practice and theory are made.     

The moral of the gift

The author analyses the gift as a moral phenomenon. Based on a research on gift-giving in family networks, the article shows that one cannot apply to the gift the moral rules normally based on duty. A “true” gift must be free not only from economic obligation but also from moral duty, and in some way from any obligation. It is as if something more than what the rules prescribe were essential to the gift, as defined by social agents. This is why one can define the ideal-type of gift as a positive debt system voluntarily maintained by its partners.     

Zygmunt Bauman's poisoned gift of morality

Bauman's attempt to develop a sociological theory of morality turning around fundamental premises of Durkheim's approach fails in the last analysis, since in Bauman's view the 'moral party of two' does not constitute a social situation. It is argued that the necessary condition to think sociologically about morality is the concept of reciprocity and thus one can arrive at a view of morality in postmodernity consistent with Bauman's earlier theory of practice. If Bauman's idea about responsibilty as the core of morality is transformed to the idea of an appeal of history to compassion and is supplemented with the idea of reciprocity as an emerging norm it is possible to outline a sociological theory of moral practice according to postmodern conditions.     

The gift of kinship foster care

This study examines kinship foster care as a gift relationship. Reunification rates and replacement rates into non-related foster care are analyzed within the statistical framework of competing risks to examine the effects of reciprocity, payment, empathy, and duty on the dynamics of kinship foster care. The study makes use of a unique set of survey data on 983 kinship foster children in Cook County, Illinois. Survey responses are linked to computerized administrative records from the Illinois Department of Children and Family Services to create a 5-year longitudinal file on placement changes from June 30, 1994 to June 30, 1999. Children whose parents were reported as regularly visiting and working toward regaining custody (reciprocity) were more likely to be reunified and less likely to be replaced than children whose parents were reported as non-cooperative with visitation and service plans. Controlling for reciprocity, children were also less likely to be replaced if caregivers retained the full foster care subsidy (payment), reported a good relationship with the child (empathy), and grew-up in the American South and attended church regularly (duty). The sensitivity of these findings to alternative specifications of the competing risks of foster care replacement and kinship transfers is reported.     

The unacceptability of money as a gift

In four studies, subjects were asked whether money was an acceptable gift. In the first study, students stated that they would find it less acceptable to give their mothers a cheque than a gift token or a selected present; and that if they had to send a cheque they would spend more than twice as much on it as on the other sorts of gift. The second study confirmed these results on a larger, non-student sample of young adults, and also showed that it made no difference whether a cheque or cash was specified. In the third study, students were asked about the reasons why they would find it unacceptable to give or receive a cheque as a present. The most important reasons focused on the time and effort that ought to be spent on selecting a present, and the possibility that money sent as a gift might be used for mundane purchases. In the final study, mothers of students were asked about the kinds of presents they would find it acceptable to receive: they indicated that a cheque would be less acceptable than a selected present of a gift token, but they did not expect more to be spent on a cheque than on other gifts. Taken together, these results strongly confirm casual impressions that money is unacceptable as a gift in some contexts, implying both that the element of social exchange is crucially important in gift-giving, and that even in modern societies money is not a universally acceptable medium of exchange.     

Simple and complex gift exchange in the laboratory

We examine an experimental gift exchange game in which the players can improve on the unique no-gifts equilibrium by two different types of gift exchange: simple and complex exchange, respectively. Complex exchange gives higher payoffs than simple exchange, but it requires not only mutual trust, like with simple exchange, but also a substantial degree of coordination. We examine whether players are able to conclude simple and complex exchanges and how this is affected by the move and matching structure of the game. We find that the so-called partners treatment is a precondition for the occurrence of complex exchange.     

Objecting relations: the problem of the gift

This paper focuses on informants' accounts of gifts displayed on their living room mantelpieces drawn from a recent study exploring domestic display in Cardiff. The mantelpiece is an ideal space for looking at a particular category of salient objects: gifts on show in the home. An interpretation of narrative accounts is located within existing theoretical and empirical studies of gift exchange to reconsider the complex enmeshment of this traditional relation in everyday practices. An equivalence between the mantelpiece and the ‘gifts’ it presents in the home as taken‐for‐granted, inherited practices and materials leads to a final discussion focusing on the apparently democratised yet still gendered character of everyday gift practices. In conclusion, a consideration of the gendering of the gift questions whether this traditional, problematic method of accounting for and maintaining relations is desirable.     

What donors want

The 11 Questions Every Donor Asks and the Answers All Donors Crave. Harvey McKinnon. Medfield, Mass.: Emerson & Church, 2008. 112 pp., $24.95 paper.     

Why donors give

This study examines motives that lie behind personal philanthropy and explores how donors are different from nondonors, and why donors give the amounts they do. It then suggests a general model of individual donating behavior consisting of five predictor variables.     

The gift in interaction: a study of 'picking-up the bill'

This paper analyses the phenomenon of 'picking up the bill', thereby contributing to a resurgence of sociological interest in gift exchange. Drawing on ethnomethodology, it describes and locates a distinctive theoretical approach. Utilizing video recordings, the analysis considers the interactional constitution of gifts and how gift exchange is locally invoked via the norm of reciprocity. Recurrent practices are described, through which gifts are brought into being, with reciprocity invoked, by benefactor and beneficiary alike, to manage social problems of acceptance, rather than to sanction insufficient contributions. The study describes the social character of what are perhaps the preeminent gifts exchanged in modern societies; where one person pays for another's consumption.     

Understanding corruption

Abstract

Like many governments across the globe, the Australian Government has embarked on major healthcare reforms. Part of this reform agenda included the establishment of sixty-two primary healthcare organisations (PHOs) originally called Medicare Locals (MLs), currently to be re-structured as primary healthcare networks. Primary health organisations were tasked with the coordination of primary health care delivery and with tackling local healthcare needs and service gaps. They were to drive improvements in primary healthcare and ensure that services are better tailored and integrated to meet the needs of local communities. This article puts forward the argument that new primary healthcare organisations have the potential and the ethical aspects of healthcare organisations are largely overlooked in the literature. To address this gap we outline two complementary frameworks: a theory of ethical communities and an emancipatory method. We conclude that these frameworks could be used as potential guides for new healthcare organisations to become transformative organisations.     

The liability of nonprofits to donors

The success of the third sector depends on public confidence, and that confidence rests, in part, on holding managers, directors, and officers of nonprofits responsible for their conduct. This accountability can be accomplished by clearly defining the roles of these individuals and the stands that they are to uphold, and by providing channels for all interested to challenge uncontrolled activities. Though interest in this goal is unanimous, a debate exists over how to ensure oversight and accountability.     

Understanding emerging disabilities

This research seeks to understand social and environmental characteristics that distinguish emerging from traditional disability populations. We qualitatively analysed how emerging disabilities are understood by persons with disabilities, and used these themes with a public use data source to analyse differences between emerging and traditional disabilities. Our findings first illustrate the difficulty in diagnosing and categorizing emerging disabilities. This is true for both persons who have these conditions and medical personnel who are expected to interpret them. Compared with persons with traditional disabilities, persons with emerging disabilities had less education, greater difficulties with activities of daily living, lower income, less private insurance, more frequent medical care and were less likely to work. The picture emerges of that of an underclass within society. There is an ongoing need for a referral and support system with greater recognition and acceptance of all disabilities, especially within independent living centers and among employers.