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Advocacy Fundraising

Corporate Political Giving: A Threat to Democracy or Just a Study in Hypocrisy

A year ago, following the January 6th mob attack on the Capitol we noted in Funding the Insurrection,  “Money in politics is a very powerful force. So is withholding it.” Back then we wondered how corporate donors and their political action committees (PACs) would react to those 147 Republicans who voted to overturn the election. […]

Learn More January 5, 2022

Lazy Labels

We write about Identity but how do we best write to an Identity?   Does invoking the label help show we know who they are?  For example, “as a dog lover…” What about those health charities out there whose entire approach to ‘tailoring’ of appeals to supporters they know have the disease is tweaking the lead-in […]

Learn More November 17, 2021

Do You Have a Big Number Problem?

Most humans have a big number problem. You probably felt it yourself as pundits and politicians droned drone on and on about the pros and cons of the multi-trillion-dollar Infrastructure and Build Back Better legislation.  Do most folks really understand what $1 trillion or $1.2 trillion or $3 or $6 trillion really means in terms […]

Learn More November 10, 2021

Jiu-Jitsu Fundraising

An enemy is crystallizing.  It’s motivating.   “Rally the mostly satisfied, even-keeled moderates to storm the bastille.”,  said nobody ever. Does your organization have an enemy?  The rich, the establishment, the pro-this or con-that, the anti-whatever you stand for? Or maybe there’s just a big, prevailing message that has lots of air time, exposure or […]

Learn More November 5, 2021

Exposing and Eliminating Unethical Email

Thank God It’s Friday. It’s been a horrible week in the real world: Massive evacuations and fear of Taliban retaliation in Afghanistan… historically massive and destructive wild fires in the West… reactionary and racist anti-democracy, voter suppression legislation enacted in Texas… tacit approval by the U.S. Supreme Court of a contrived, mean and vicious law […]

Learn More September 3, 2021

The Now or Never Effect

Faux deadlines are a stock in trade for online fundraising. “Faux” because most organizations will  take every penny that comes in past the deadline and even if there is a match thrown in to juice the offer  – e.g. give by Date X and your gift will be matched. But does it work?  And “work” […]

Learn More August 16, 2021

Standing on the Shoulders of Giants

Back in May we previewed Ken Burnett’s new book,  The Essence of Campaigning Fundraising in 52 Exhibits and 199 Web Links —likely to become another Ken classic. Of course, we’re prejudiced because The Agitator played a small part in the book’s preparation. Roger wrote the Foreword, and some Agitator posts were linked as commentary on […]

Learn More July 21, 2021

Attacking Donors to Save Democracy

It’s increasingly clear that we’ll all soon be embroiled in a major battle we can’t avoid.  Truth vs. Lies.  Easy access to a fair vote vs. suppression and miscounting of the vote.  Authoritarianism vs. Democracy. The outcome answers the question, “Will American democracy die?” Currently the battle is playing out on a variety of fronts. […]

Learn More July 12, 2021

Double Good News

Good news.  In fact, I bring you DOUBLE GOOD NEWS. ONE.  Just as he did 30 years ago with his revolutionary Relationship Fundraising: A Donor-Based Approach to the Business of Raising Money, Ken Burnett has once again delivered a wealth of advice.  This time in the form of advice-by-classic examples. Ken’s new book The essence […]

Learn More May 21, 2021

Simone Joyaux Is Dead

Simone Joyaux, a beloved shit-disturber and hell-raiser, who battled tirelessly to improve our sector by applying deep devotion, abundant energy, and development skills highly honed by outrage against injustice and inequality, is dead.   The 44-year veteran of board development, strategic planning and organizational management, died Sunday, May 2nd in Providence, Rhode Island of a […]

Learn More May 3, 2021

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Ask A Behavioral Scientist

    Behavioral Science Q & A

    Q: As a designer who works with non-profits on fundraising strategy, I see the language like the following: “Our supporters help empower every girl, ensuring she has the resources she needs.” I do not think the word “help” is useful–I think “Our supporters empower every girl, ensuring she has the resources she needs. ” is much more engaging. Thoughts?

    Whether “help” is more engaging or not really depends on the framing and context. The word help can sometimes weaken the perceived agency of the supporter, making their role feel secondary rather than central (your point). On the other hand, help can also signal collaboration rather than implying full ownership of the outcome, which might […]

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    Q: We started offering a donor cover option last april 1. The data to date suggests this may be dampening giving.eg. those who say yes to donor cover have a lower average gift (based on analysis of 6000+ gifts). I’m wondering if those who give lower gifts feel more guilt and therefore say yes to donor cover or if the presence of donor cover is making people adjust (lower) their gift size to accommodate the extra 3%. Would love any insights you have.

    Great question! Here’s how behavioral science can help unpack what might be happening: Pain of Paying: Even a small extra charge can make giving feel more transactional than emotional, potentially reducing generosity. Fairness Concerns: Some donors might perceive donor cover as a surcharge rather than a contribution to the cause. If they feel the charity […]

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    Q: When writing an appeal, I waffle back and forth between writing “Your gift CAN…” or “Your gift WILL…” Any studies of which of these two words is best for an appeal?

    The choice between “Your gift CAN…” and “Your gift WILL…” taps into the psychological framing of certainty vs. possibility. Currently, there is no academic research directly comparing these two framings in charitable appeals. However, I suspect no framing is universally better—the outcome likely depends on your target audience and the campaign’s goal. Here are some thoughts: Certainty Framing – […]

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    Q: Do you have any insight on whether integrating an individual giving appeal with other comms from the charity in both appearance and messaging can uplift results? Or does the actual appeal become ‘lost’ for lack of stand-out?

    Integrating an individual giving appeal with other communications from a charity can have both positive and negative effects, and the outcome largely depends on how it’s executed. Advantages of Integration Brand Consistency: Maintaining a consistent appearance and messaging across all communications can reinforce the org’s brand identity and strengthen brand recognition and trust among your […]

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    Q: Is there any research on response rate impact in direct mail when referring to a sustainer gift as ongoing or recurring (catching all frequencies) v. monthly or annual?

    I’m not aware of any in-market tests specifically comparing recurring vs. gift frequency language. I suspect the answer might not be the same with all gift frequencies, nor with all people. It sounds like a great opportunity for you to test and find out what works for your audience. Based on the literature, here’s a couple […]

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    Q: A major conservation nonprofit sends me lots of mail, many of which have on the envelope “time to renew” or “2nd notice.” I find this practice deceptive, especially as I haven’t given to said organization since 1997. It must be effective or they wouldn’t do it. But is it ethical?

    Based on what we know from existing data, those renewal notices can actually be pretty effective in getting people to donate. They tap into our psychology – creating a sense of urgency, reminding us of past support, and using personalization to make the message hit home. They’re playing on our natural tendencies to feel obligated […]

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