Understanding the Needs of Donors: The Supply

Examines the relationships between nonprofit organizations and donors. Outlines important steps needed in order to develop successful giving-receiving or gift relationships. Provides a framework for donors to determine comfort levels of giving and illustrates how tax changes influence giving. Proposes a meaningful-action paradigm to better understand why donors give, providing a useful guide for fundraising practice and research. Concludes with a challenge to donors to move from a "checkbook philanthropy" to a "citizenship philanthropy."This is the 29th issue of the Jossey-Bass series New Directions for Philanthropic Fundraising.

EUGENE R. TEMPEL is executive director of the Center on Philanthropy at Indiana University.

DWIGHT F. BURLINGAME is associate executive director of the Center on Philanthropy at Indiana University.

Editors' Notes

1

(5)

Eugene R. Tempel

Dwight F. Burlingame

The material horizons of philanthropy: New directions for money and motives

5

(12)

Paul G. Schervish

This chapter, the first part of a two-part essay, explores what it means to speak of supply-side aspects of charitable giving and suggests that those concerned with advancing charitable giving can feel confident about abandoning a scolding model and taking up an inclination model for working with wealthy donors.

The spiritual horizons of philanthropy: New directions for money and motives

17

(16)

Paul G. Schervish

This second part of the two-part essay differentiates between the motivational models of the demand-side and supply-side approaches to fund-raising. It describes the inclinations that dispose wealth holders to make substantial gifts, addresses the implications of supply-side analysis for fundraising and for the repeal of the estate tax, and situates the discussion within the larger framework of wealth and philanthropy in an age of affluence.

Financial and psychological determinants of donors' capacity to give

33

(18)

Thomas B. Murphy

Potential donors and fundraisers who assist them in achieving their philanthropic objectives need a clear understanding of the complexities of allocat-ing resources among investments, additional consumption, and philanthropy.

One more time: How do you motivate donors?

51

(18)

Donald N. Ritzenhein

Research into the information needs of donors underscores their need for purpose, value, efficacy, and affirmation of self-worth in making a gift. Fundraisers benefit by paying close attention to what information they provide to donors and how they provide it.

The new rules for engaging donors of color: Giving in the twenty-first century

69

(12)

Emmett D. Carson

This chapter discusses fundraising among people of color and other so-called new donors, suggesting categories of new donors that may be useful in generalizing about the way they are to be approached.

The public and private persona of philanthropy: The donor challenge

81

(16)

H. Peter Karoff

In this philosophical treatise on civic life and philanthropy, Karoff poses eleven challenges that people face in making the transformation from passive giver to committed donor.

Index

97

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Understanding the Needs of Donors: The Supply Side of Charitable Giving New Directions for Philanthropic Fundraising, Number 29

Summary

Author Biography

Table of Contents

Supplemental Materials