Fundraising principles and practice

Intro -- Fundraising Principles and Practice -- Contents -- Figures and Tables -- Preface -- Acknowledgments -- The Authors -- 1 Introduction to the Nonprofit Sector -- Objectives -- Introduction -- A "Third" Sector -- A Tax-Based Definition -- A Structural-Operational Definition -- Size and Economic Significance of the Nonprofit Sector -- Sources of Income -- Philanthropic Income -- Summary -- Discussion Questions -- References -- 2 The Development of a Profession -- Objectives -- Introduction -- Early American Fundraising -- The Great Philanthropists -- Key Historical Figures -- Toward a Profession -- Specialization in Categories of Activity -- Specialization in Fundraising Occupations -- Specialization in Professional Associations -- Looking to the Future -- Knowledge Generation -- Knowledge Dissemination -- Knowledge-Based Education -- Summary -- Discussion Questions -- References -- 3 Fundraising Ethics -- Objectives -- Introduction -- What Is Ethics? -- Meta-ethics -- Normative Ethics -- Applied Ethics -- Pressure in Fundraising: An Ethical Case -- Normative Fundraising Ethics -- Trustism -- Donorcentrism -- Service of Philanthropy -- Rights-Balancing Fundraising Ethics -- Summary -- Discussion Questions -- References -- 4 Individual Giving Behavior -- Objectives -- Introduction -- Who Gives? -- Motivation -- Self-Interest Versus Altruism -- Emotions as Motives -- The Role of Empathy -- The Role of Values -- Definition of Donor Behavior -- Modeling Donor Behavior -- Attention -- Perception -- Emotion -- Knowledge -- Knowledge Content -- Knowledge Structure -- Attitudes -- Expectancy-Value Model -- Appraisal-Based Model -- Means-End Chain Theory -- Changing Attitudes -- Donor Decision Making -- Evaluation of Utility -- Mental Accounting -- Feedback -- Alternative Models -- Summary -- Discussion Questions -- References.