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Advancement in higher education: the role of marketing in building philanthropic giving

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  • James H. McAlexander
  • Harold F. Koenig
  • Beth DuFault

Abstract

This paper empirically explores ways in which marketers of higher education can contribute to the important task of cultivating alumni philanthropy. Advancement professionals understand that philanthropy is influenced by wealth and affinity. As marketers, we anticipate that our contribution resides with investments in building affinity. Using survey data that measure the affinity of alumni of a large US university who have been commercially screened to reveal individual wealth, this paper provides empirical evidence of the relative contributions of affinity and wealth to giving. Logistic regression analysis reveals that affinity has a greater impact on predicting the likelihood of giving than other variables, including prior giving and wealth. Important to marketers, this study emphasizes the importance of building affinity and also uncovers obstacles to affinity formation. This information can be used to bridge and repair alumni relationships with their alma mater and inform segmented marketing communications to foster alumni enthusiasm for giving.

Suggested Citation

  • James H. McAlexander & Harold F. Koenig & Beth DuFault, 2014. "Advancement in higher education: the role of marketing in building philanthropic giving," Journal of Marketing for Higher Education, Taylor & Francis Journals, vol. 24(2), pages 243-256, December.
    • Handle: RePEc:taf:jmkthe:v:24:y:2014:i:2:p:243-256
    DOI: 10.1080/08841241.2014.969797
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    References listed on IDEAS

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    1. David Weerts & Justin Ronca, 2009. "Using classification trees to predict alumni giving for higher education," Education Economics, Taylor & Francis Journals, vol. 17(1), pages 95-122.
    2. Gerald E. Auten & Holger Sieg & Charles T. Clotfelter, 2002. "Charitable Giving, Income, and Taxes: An Analysis of Panel Data," American Economic Review, American Economic Association, vol. 92(1), pages 371-382, March.
    3. Belk, Russell W, 1988. "Possessions and the Extended Self," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(2), pages 139-168, September.
    4. Weir Laura & HIBBERT SALLY, 2000. "Building Donor Relationships: An Investigation into the Use of Relationship and Database Marketing by Charity Fundraisers," The Service Industries Journal, Taylor & Francis Journals, vol. 20(2), pages 114-132, April.
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