Solicitation Strategies Research Articles

When Making the Ask, Be Prepared

The Major Gifts ReportVolume 25, Issue 7 p. 3-3 Gift Solicitation Strategies When Making the Ask, Be Prepared First published: 01 June 2023 https://doi.org/10.1002/mgr.32175Read the full textAboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL No abstract is available for this article. Volume25, Issue7July 2023Pages 3-3 RelatedInformation

‘Chamber Champions Campaign’ Streamlines Event Support

The Membership Management ReportVolume 19, Issue 6 p. 4-4 Sponsor Solicitation Strategies ‘Chamber Champions Campaign’ Streamlines Event Support First published: 05 May 2023 https://doi.org/10.1002/mmr.32134Read the full textAboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL No abstract is available for this article. Volume19, Issue6June 2023Pages 4-4 RelatedInformation

Crowded but not crowded out: Comparing the solicitation strategies and outcomes of nonprofits' and individual's GoFundMe campaigns

AbstractThere is a great deal of need in this world, and some are taking their plights directly to the public for help rather than approaching nonprofit organizations. This content analysis of GoFundMe solicitations compared a range of requests (n = 303) to document how similar the solicitation strategies of crowdfunding campaigns run by individuals are to those from nonprofit organizations. Results from this investigation helped address the uncertainties of the disintermediation of the nonprofit sector. Though disintermediation is real and actively taking place, results indicate that nonprofit organizations are in a healthy position to survive the disruption of crowdfunding while adapting, adopting and improving crowdfunding behaviors.

Drivers of Consumers’ Willingness to Answer an eWOM Solicitation for a Time-Limited Offer

To quickly develop awareness of time-limited offers, marketers use an increasing number of eWOM solicitations, whereby they ask their customers to spread statements to their friends and acquaintances about products or a company. Despite growing interest in this communication tool, very little is known about what makes an efficient solicitation strategy. This research examines the drivers of consumers’ willingness to generate solicited eWOM for a time-limited offer. Using an experimental framework, this research shows that the most efficient strategy for generating solicited eWOM when it is the most valuable is to solicit well before the deadline using a gain- (loss-) framing solicitation on engaged (nonengaged) individuals.

Ask Your Top Donors for Case Statement Input

The Major Gifts ReportVolume 24, Issue 5 p. 4-4 Prospect Cultivation, Solicitation Strategies Ask Your Top Donors for Case Statement Input First published: 04 April 2022 https://doi.org/10.1002/mgr.31911Read the full textAboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onFacebookTwitterLinked InRedditWechat No abstract is available for this article. Volume24, Issue5May 2022Pages 4-4 RelatedInformation

The reception of support in peer-to-peer online networks: Network position, support solicitation, and support provision in an online asthma caregivers group.

This study applies social network analysis and quantitative content analysis to messages exchanged within an online support forum of caregivers of children with chronic asthma to examine how peer-to-peer network positions and personal communication styles (seeking and providing support) impact the reception of social support. Content analysis is used to determine rates of giving and receiving informational and emotional support. Network analysis assesses levels of individual betweenness and closeness centrality in the online network. Relationships between network positions, solicitation strategies, and the provision and reception of informational and emotional support are examined. Betweenness and closeness centrality are associated with improved informational and emotional support. The provision of informational support is also improved by providing descriptions of personal experience. Practical implications for the design and use of online support platforms are discussed.

Responding to ‘Yes,’ ‘No’ and ‘Maybe’

The Major Gifts ReportVolume 23, Issue 7 p. 5-5 Major Gifts Solicitation Strategies Responding to ‘Yes,’ ‘No’ and ‘Maybe’ Thomas Schroeder, Thomas SchroederSearch for more papers by this author Thomas Schroeder, Thomas SchroederSearch for more papers by this author First published: 31 May 2021 https://doi.org/10.1002/mgr.31743Read the full textAboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onFacebookTwitterLinked InRedditWechat No abstract is available for this article. Volume23, Issue7July 2021Pages 5-5 RelatedInformation

Under What Conditions Does Prosocial Spending Promote Happiness?

Under what conditions does prosocial spending promote happiness? In a series of appropriately powered and pre-registered experiments, the present research revisited the role of impact, social connection, and perceived choice in maximizing the emotional benefits of spending money on others. In two exploratory studies, we found that happy (vs. less happy) prosocial spending experiences were marked by higher levels of impact, social connection and perceived choice (Study 1a and 1b). Consistent with these initial findings, three pre-registered studies confirmed that spending money on others was particularly rewarding when people were able to see the difference their generosity made (Study 2); when they felt a sense of social connection to the person or cause they were helping (Study 3); and when they felt that the decision to help was freely chosen (Study 4). Together, our findings corroborate previous research on impact, social connection and perceived choice, and highlight the importance of considering these key variables when evaluating old and new evidence on the emotional benefits of prosocial spending. In addition, our findings suggest that charitable organizations and policymakers should review their current solicitation strategies and pay more attention to people’s sense of impact, connection and choice when seeking charitable donations.

The Begging Game: On the Power of the Ask in Monetary Giving

The literature on monetary giving has largely focused on the psychological mechanisms that underlie prosocial giving behaviors. Yet in practice giving is almost always done in response to a solicitation or In this paper we study solicitation strategy, providing evidence that the may alter the nature of an exchange relationship in a manner that favors recipients relative to giving situations in which the recipient is passive. We introduce a variant of the dictator called the game in which an individual can ask for some or all of an amount of money bestowed upon another individual. Our results indicate that both the asked for and received amounts in the begging are systematically higher than typically shown in dictator games, while asks of half yield the best result in expectation. When counter-offers are allowed, 87.5% ask for half or more of the total sum, with 80% receiving at least some money. Hence large asks are often not punished. Our combined results help quantify the power of the ask.

Toward an Optimal Donation Solicitation: Evidence from the Field of the Differential Influence of Donor-Related and Organization-Related Information on Donation Choice and Amount

The present research decomposes consumer donation behavior into two components: donation choice (i.e., whether to donate) and donation amount (i.e., how much to donate). It then considers how information related to the donor and information related to characteristics of the soliciting organization may differentially influence the two decisions. Results from four field experiments suggest that donor-related appeals have a greater effect on the donation choice decision (vs. organization-related appeals), whereas organization-related appeals have a greater effect on the donation amount decision (vs. donor-related appeals). This might lead one to conclude that presenting both types of appeals in a solicitation is ideal. However, the studies presented herein also suggest that this strategy may backfire. The simultaneous presentation of donor- and organization-related appeals can hamper both donation response rates and average contribution amounts. To address this issue, the authors identify and test an alternative solicitation strategy for maximizing solicitation effectiveness. This strategy involves a multistep request process that capitalizes on an understanding of the differential influence of donor- and organization-related information on donation choice and amount decisions.

Learning by fund-raising

From experience, fund-raisers become more efficient solicitors. This paper offers a full characterization of the optimal solicitation strategy when there are learning economies. The characterization is recursive, and does not require equilibrium computations. Our main results are that (1) the fund-raiser may now solicit a “ net free-rider”—a donor whose contribution falls below the marginal solicitation cost; (2) the number of solicitations is non-monotonic in the learning rate; and (3) a solicitation technology with high overhead but low marginal costs is likely to be optimal if income distribution in the population is relatively homogenous. The complementary case with a decreasing returns to scale technology is also considered.

The Role of Sex Work Pay in Moderating the Effect of Mobile Phone Solicitation on Condom Practices: An Analysis of Female Sex Workers in India.

Mobile phones remain a largely untapped resource in the ongoing challenge to address Female Sex Worker (FSW) health, including HIV prevention services, in India. An important step towards designing effective mobile phone-based initiatives for FSWs is clarifying the contextual influences of mobile phone solicitation on sexual risk behavior. In this paper, we extend previously identified associations between mobile phone solicitation and condom practices by examining whether this association is moderated by sex work pay and offer key considerations for future research and implementation. Specifically, we conducted an analysis among 589 Indian FSWs, where FSWs who did not use mobile phones to solicit clients had the lowest mean sex work pay (INR 394/ USD 6.54) compared to FSWs who used both mobile and traditional strategies (INR 563/ USD 9.34). Our analysis indicate low paid FSWs who used mobile phones concurrently with traditional strategies had 2.46 times higher odds of inconsistent condom use compared to low paid FSWs who did not use mobile phones for client solicitation. No such effect was identified among high paid FSWs. These findings also identified group level differences among FSWs reporting different mobile phone solicitation strategies, including violence, client condom use and HIV status. Our results indicate that low pay does moderate the association between mobile phone solicitation and condom practices, but only among a sub-set of low paid FSWs. These findings also demonstrate the utility of classification by different mobile phone solicitation strategies for accurate assessment of sexual risk among mobile phone soliciting FSWs. In turn, this paves the way for novel approaches to utilize mobile phones for FSW HIV prevention. We discuss one such example, a mobile phone-based rapid screening tool for acute HIV infection targeting Indian FSWs.

Capital One Financial Corporation: Response Modeling

This case describes the use of response modeling at Capital One. Response modeling refers to the building of models to forecast the likelihood a prospect will respond to a direct solicitation. The use of response modeling is one component of the Capital One information-based marketing strategy. A data set is available from the author; it affords students the opportunity to try their hand at response modeling and to receive a score based on how will their chosen solicitation strategy fared. Excerpt UVA-M-0507 CAPITAL ONE FINANCIAL CORPORATION: RESPONSE MODELING Signet Banking Corporation, a regional bank based in Richmond, Virginia, offered its first bank card in the 1950s, making it the oldest continuously operating bank-card issuer in the United States. In 1988, the credit card division had over one million cardholders and $ 1.25 billion in outstanding loans. Shortly thereafter, the division hired Nigel W. Morris and Richard D. Fairbank, two principals of a consulting group that had devised a new strategy for marketing credit cards. Under their guidance, the division experienced explosive growth. In February of 1995, Signet spun off its card business as Capital One Financial Corporation with Fairbank as CEO and Morris as president. In June of 1995, Capital One was the 10th largest credit card company in the United States with 6 million cardholders and $ 9 billion in outstanding loan balances. By 1996, Capital One was widely recognized as one of three “category killers” in the credit card business. A key component of the Capital One strategy involved collecting and maintaining individual-level data to support a variety of modeling efforts. The results of these modeling efforts were used to improve the efficiency with which Capital One acquired and managed its portfolio of bank-card accounts. Response modeling was one key component of this information-based strategy. Response Modeling . . .

A closing-implicative practice in Korean primary medical care openings

Prior studies on institutional interactions have identified the opening phase as an important topic of study (Heritage and Robinson, 2006; Robinson, 1998). This article employs conversation analysis to investigate the opening phase of videotaped acute primary care consultations in Korea to identify a closing-implicative practice (eti-ka apha-se-yo? “Where does it hurt?”), which might be understood as being culturally specific. First, the article shows that the structure of openings in Korean primary care interaction consists of reducing activities as part of achieving an as-early-as-possible occasioning of the solicitation question. Second, after analyzing the sequential structure of the solicitation strategy that is most frequently employed, the article argues that the grammatical structure of this solicitation strategy and its pragmatic force limit the possible scope of patients’ responses to a minimal form (single TCU) describing the location (placement) of pain. The findings suggest that both the patient and doctor orient to the opening sequence as a path to history-taking by locating the primary problem. Implications of the finding for cross-cultural understandings of medical encounters are discussed.

“Our Struggles Are Unequal”

This article uses the digital and affective labor frameworks to examine how Black women provide specific kinds of production online. The intersection of television and Twitter through “live tweeting” elucidates unique ways in which Black women function within each site as well as between them. Through a critical race analysis of the documentary Light Girls, I examine the material functions and corporate goals of Twitter coupled with the solicitation strategies of the Oprah Winfrey Network. In doing so, I show how these women’s affective labor gets refashioned as production. I argue that the grassroots functions and rhetoric of Twitter rely specifically on Black women. Similarly, television networks rely on these women as they reify the text and provide sustained feedback to its content. The exploitation of Black women occurs within and between these two media through the women’s production of affective labor.

A Theory of Charitable Fund-Raising with Costly Solicitations

We present a theory of charitable fund-raising in which it is costly to solicit donors. We fully characterize the solicitation strategy that maximizes donations net of fund-raising costs. It is optimal for the fund-raiser to target only the “net contributors”––donors who would give more than their solicitation costs. We show that as the income inequality increases, so does the level of the public good, despite a (potentially) non-monotonic fund-raising strategy. This implies that costly fund-raising can provide a novel explanation for the non-neutrality of income redistributions and government grants often found in empirical studies.

Recruitment of Sex Buyers

In this article we draw upon data from a large-scale mixed methods investigation of clients of commercial sex workers in Canada to illustrate the potential value that understanding and integrating computer and network technology has for enhancing access to, and participation from, marginalized and stigmatized populations. In particular, we present qualitative data from analysis of our research field notes as well as an analysis of quantitative data from response monitoring and feedback features built into the actual data collection process to help support our argument that, for some populations, network technology–based recruitment strategies should be recognized as the preferred recruitment option. In addition, we discuss the potential utility and application of viral solicitation, a newly emerging computer network-based nonprobability technique, for contacting and securing the participation of stigmatized and marginalized research participants. Our recruitment of sex buyers through web-based listserves was the most successful participant solicitation strategy, generating 63.18% ( n = 544) of our survey respondents. Conventional recruitment (advertising in print-based media and in adult-oriented businesses) generated few participants (2.90%, n = 25). Viral solicitation acted as an important low-cost supplemental means of recruitment, generating a further 164 survey participants (19.05% of survey participants).

A clusterwise linear regression model of alumni giving

We present a clusterwise regression model to analyse alumni contributions to a private, PhD-granting university in the Midwestern USA. The model provides a framework to simultaneously segment a population, and to explain the effect of various factors on the mean annual value of donations. We contribute a different approach to marketing studies in the university fundraising context, where segmentation is often based on intuitive, albeit possibly biased criteria. Instead, in clusterwise regression, individuals are assigned to segments with the objective of maximising the within-segment variation explained by a set of regression models. Our main finding is that individuals in different segments display systematic, but unobserved differences in their responses, i.e., the coefficients in the segment-level regression models exhibit differences in their magnitude, sign and level of significance. We discuss how characterising such differences can support tailored solicitation strategies.

Table of Contents

Abstract Follow a Checklist For Each Realized Gift Go Beyond The Boilerplate Targeted Proposals Key to Securing Major Sponsorships ‘Giving Pledge’ Encourages America's Wealthiest to Give Individualized Cultivation Strategies Cultivation Helps Explore Next Moves Capital Campaign Planning Consider Structuring Capital Campaign in Phases Solicitation Strategies Using Back Door Solicitation May Be Appropriate at Times Naming Possibilities for Endowed Gift from Jon & Ana Wynn Campaign Leadership Could an Honorary Chair Boost Your Major Campaign? Mine Diamonds in the Rough Looking Beyond the Dollars How to Get Permission To Publicize Major Gifts Important First Steps Introductory Comments You Can Use Solicitation Wording Choose Words Carefully to Further Major Gift Efforts Know Your Donors Be Alert to Timing Issues When Asking for Major Gifts Identifying Persons Of Wealth Take a Four‐sided Approach to Prospect Identification Tough Letter Provides Basis For Future Communications Offer Flexible Payout Periods Research Techniques Methods for Assessing a Donor's Giving Potential Multifaceted Campaigns College Conducts Successful Two‐Phase Campaign Easy Ways to Identify Persons of Affluence Consultant Profile Old Friends Lead the Way With Milestone Challenge Gift Extend Your Subscription By a Month — For Free! Case Statements How to Sell Your Vision to Donor Prospects Short, Shorter, Even Shorter Yet

Soliciting Sailors: The Temporal Dynamics of Dockside Prostitution in Durban and Cape Town

Two distinct temporal regimes define sailors' experiences in South Africa: the rapid turnaround cycle of Durban's container ship sector and the slower turnaround cycle of Cape Town's deep sea trawling sector. This article examines the effects of those temporal regimes on dockside prostitution, particularly how sailors' movements influence prostitutes' solicitation strategies, economic calculations, risk management procedures and investments in learning foreign languages. I make three sequentially related arguments: that the time sailors spend in port dictates which solicitation techniques prostitutes use; that these techniques determine how culture is transmitted between the two parties; and that the style of cultural transmission affects how prostitutes and their communities receive the sailors' cultures. I conclude by considering the cultural legacies of these dockside engagements.