Nonprofit organization senior leaders conduct business in an increasingly complex and competitive market environment relying on monetary donations to sustain the capacity of their organizations to meet service requirements. The purpose of this single case study was to explore the strategies that nonprofit organization senior leaders used to motivate donors to make monetary donations to their organizations. The target population of the study was 3 senior leaders of a nonprofit organization in the southeastern United States who implemented effective strategies to motivate donors to make monetary donations to their organization. The conceptual framework used for this study was self-determination theory. Data collection for this study consisted of semistructured participant interviews, a review of public and internal organization documentation, and organization performance outcomes. Data for this study were manually coded and thematically organized. The analysis of the data identified relationships, effective communication, active listening, and social media marketing as 4 key themes affecting donors’ motivation to donate to nonprofit organizations. The implications of this study for positive social change include the potential to provide practical strategies that nonprofit organization senior leaders can use to motivate donors to make monetary donations to their organizations, thereby enhancing senior leaders’ capacity to provide critical services to members of the communities in their organizations’ dedicated service areas.

Nonprofit agencies are instrumental in U.S. society and local communities. While there is significant outreach targeted for wealthy and middle-class Caucasian families, there is a lack of targeted effort for African Americans. The purpose of this case study was to explore the strategies development directors use to engage and retain African American donors. The focus of the research questions was what factors lead to successful engagement campaigns for African Americans. The qualitative case study was suitable for gathering data from multiple sources of information, including an interview questionnaire and existing literature. A purposeful sampling strategy was appropriate for choosing 5 development directors from 5 nonprofit organizations for the open-ended interviews. Transcribed data were analyzed by comparing responses that led to theme creation. Source triangulation utilized for trustworthiness and response interpretation revealed community development, fostering relationships and intentional engagement are themes that attract African Americans. Results of the study showed development directors who utilize community based and family oriented themes and targeted social media campaigns reach more African American patrons. The social implications outlined in this study are intended to assist nonprofit leaders create a stable donor base so they can positively impact the local community. By addressing engagement strategies with a significant portion of the community, nonprofit leaders can attract and retain this largely untapped market for continued sustainability.

Indiana University-Purdue University Indianapolis (IUPUI) / How is charitable giving influenced by other donors’ charitable giving? Do people give more in the presence of other donors who are similar to themselves? Most research suggests that individuals are positively influenced by others who are similar across a variety of behaviors. In the charitable giving contexts, people are more likely to donate (or donate more) to the same cause if others who are similar donate. Yet, prior research has paid little attention to potential non-linear effects of similarity on charitable giving. Is there a certain amount of similarity that is too much? My dissertation investigates this research question through two different methodological approaches, a systematic literature review and an experimental study. The findings suggest the curvilinear effects of similarity on charitable giving (i.e. self-other oversimilarity hypothesis); that is, individuals are more likely to donate (and donate more) in the presence of other generous donors who are moderately similar to themselves. Yet, individuals are less likely to donate (and donate) less in the presence of other generous donors who are in high similarity to themselves. In other words, too much similarity between donors may actually backfire in charitable giving contexts when others give generously. This dissertation consists of a brief overview of similarity (Chapter 1), a systematic literature review (Chapter 2), an experimental study (Chapter 3) and a research proposal (Chapter 4). Chapter 1 in this dissertation identifies the importance of similarity in social relationships. Chapter 2 investigates the effects of similarity on charitable giving and identifies the literature gap. Chapter 3 attempts to fill the gap via developing and testing self-other oversimilarity hypothesis. It further offers practical implications for nonprofit fundraising practices on how to apply similarity between donors to motivate more funding. In order to provide additional empirical evidence that may contribute to theory and practice, and to address certain limitations of the current experimental study, Chapter 4 proposes a new research project to further test self-other oversimilarity hypothesis in the presence of a stingy donor.

Indiana University-Purdue University Indianapolis (IUPUI) / This study analyzes 21 high and ultra-high-net-worth data points whose entities migrated from mainland China into Southeast Asia, and now, with their descendants, have settled in Singapore. Though removed from China over generations, they still retain a continuum of evolved values that were germinated from Confucian morals, rituals, and values — more popularly recognized as Chineseness. This study investigates these traditions, ethos, and value systems through the lens of philanthropy. The principal results and conclusions are: 1) Due to push and pull factors, millions of Chinese migrants fanned out into the Nanyang (Southeast Asia) from mid-1800s to the late 1900s. The first-generation diasporic Chinese (G1) left China with a sojourner mentality. Hence their early philanthropic action mirrored sojourners’ mindsets and pointed their giving back to China, the motherland. 2) As Chinese diaspora and their ethnic Chinese descendants (G2, G3, G4) eventually settled as nationals into various countries of Southeast Asia, new hybrid Chinese identities emerged. 3) Their Confucian Chinese values were confronted and severely tested – very often remolded and evolved as they assimilated, acculturated, and converged with social norms dictated by local indigenous cultures, and political, social, and economic circumstances of the times. 4) Confucian values — honoring the family name and continuing the ancestral lineage — behest multi-generations to stick together in strength. With self-help and mutual aid philanthropy, they thrived in the Nanyang. Very soon, Chinese diaspora’s economic success propelled them into leadership. As leaders of local communities, their loyalties, generosity, and philanthropic action shifted as new generations, locally born, begin to identify as nationals of these countries and engender gratitude to where they built their wealth. Eventually, generosity to China by follow-on generations pulled back or ceased. 5) In philanthropy, the age-old values of family, ancestry, humility, and benevolence now give younger generations of ethnic Chinese pride and purpose to give outside of the traditional familial lines to create opportunities and transform lives in the communities where they work and live – including public good for the countries where they operate their businesses in Southeast Asia and beyond.

Indiana University-Purdue University Indianapolis (IUPUI) / This two-article, mixed-methods dissertation examines social contextual influences on donor and fundraiser behavior. It presents an extension of the Charitable Triad Model to conceptualize philanthropic behavior as a contextualized act informed by the social context shared among and between fundraisers, donors, beneficiaries, and organizations. The first article extends research on how social identity shapes donor behavior. This work finds that people are more likely to donate when they share identities, experiences, or group affiliations with beneficiaries. However, donors make philanthropic decisions in the context of multiple—and sometimes incongruent—identities. How might this complexity affect philanthropic behavior? I apply an intersectional approach to consider donors holding two simultaneous yet seemingly incongruent social identities. Using interviews analyzed with grounded theory, I examine the philanthropic journey of twenty Catholic women who donate to pro-choice organizations and identify as pro-choice activists. I uncover a common process shared by the donors as they navigate their seemingly incompatible identities. Findings reveal implications for fundraisers seeking to understand donors and for organizations that address controversial causes. The second article uses an experimental design with professional fundraisers to test how the presence of a teammate affects the performance of a common fundraising task, that of writing a charitable appeal letter. A large body of research in non-fundraising domains finds that working in a team versus alone can positively affect performance and team members’ satisfaction. Further, new research finds that fundraisers who feel like they fit with their environment have higher satisfaction and retention. However, no known research has examined the role of the social environment in fundraisers’ crafting of charitable appeals. Using person-environment-fit theory, we randomly assign fundraisers to work in a team versus alone to examine how this affects their satisfaction with the task, as well as the content of the letter produced. Results suggest implications for the management of development teams. Overall, this dissertation provides evidence-based insights to improve fundraising practice.

An increasing body of literature reveals that powerful businesspeople have a long history of using their wealth for the benefit of the greater common good. With philanthrocapitalism, a new generation of hands-on donors that have made incredible fortunes within business sectors like information technology or finance, are taking on the world's most pressuring social and environmental problem, willing to change the way of giving and enhancing traditional philanthropy. The rich entrepreneurs turned philanthropists are applying their skills and talents that have made them successful in business and infusing the charity sector with corporate tools and strategies and are getting personally engaged and using political and social networks to leverage their efforts. Driven to find solutions to the world's most severe problems, philanthrocapitalists tend to target problems that cut across national boundaries, such as AIDS, Malaria, illiteracy, and population growth. Next to these familiar fields such as health and education, philanthropists are also increasingly engaging in nature conservation. By establishing private nature reserves or taking over failed state-run nature reserves, elite donors are increasingly featuring neoliberal conservation and intervene in political ecology particularly in biodiversity hotspots in the global South. Notwithstanding philanthrocapitalism growing prominence and significance, broader public debates and academic literature is just emerging in recent years and the impact on nature conservation has received little scholarly attention. By examining the case of the Gorongosa Project (GP), a transnational nature conservation project that was established by U.S. multimillionaire Greg Carr in Mozambique, this thesis seeks to illustrate: a) how philanthrocapitalism influences nature conservation, b) how philanthrocapitalistic conservation projects work in practice and, c) enhance understanding about the implications of philanthrocapitalism in conservation governance, recognising its advantages and limitations. The thesis further seeks to contribute to the academic discourse as the far-reaching ventures of Western philanthrocapitalists have provoked a controversial debate. Advocates such as economists, journalists and political organisations argue that the financial power, unique business skills, resources and networks enable philanthrocapitalists to contribute to solving global issues more efficiently than other stakeholders. In contrast, critics from political or social sciences or conservation point out the increasing influence that wealthy philanthropists have on global policymaking as well as social and political agendas and have raised concerns about democratic values and power and wealth inequalities.

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In late nineteenth and early twentieth century Argentina underwent large-scale immigration and fast-paced urban changes commonly associated with the coming of modernity. These changes led to elite fears of potential social instability. They turned to the French philosophy of Positivism, which advocated the view that all social problems could be systematically solved through scientific observation in order to "civilize" the Argentine nation. As a result, the government implemented numerous policies that catered to upholding traditional family structures. The purpose of this thesis is to understand the ways in which these policies affected women of different social classes. In developing my arguments, I use secondary literature from prominent scholars in Argentine history, gender studies, and intellectual history, as well as primary sources, including essays written by prominent officials and elite women, government reports, laws and penal codes. This thesis examines the impact of scientific motherhood on Argentine society. Elite men and women viewed their role in society as that of fathers and mothers to the poor and the working classes. This study permits a broader understanding of the impact of Positivism and European influence on Argentine society and policymaking.

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