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Advocacy Fundraising

Donor or Activist?

What makes an activist different from a donor?  Too often the former is thought of as a lead-gen exercise to source names to ‘convert’ them to the latter. Activists and donors are different.  And while activists often donate that initial act of activism (e.g. the lead-gen petition signing) should not be thought of as a […]

Learn More January 22, 2021

On Stupidity

Most fundraisers know about the Pareto Principle—that 80% of an organization’s revenue comes from 20%, or fewer,  of its donors.  This handy rule of fundraising is a bastardization of the work of the 19th century Italian economist Vilfredo Pareto, whose groundbreaking work helped develop the field modern economics with its data-oriented, scientific approach. Last evening […]

Learn More January 20, 2021

Facts and Myths of Donor Surveys

[ Editor’s Note:  During what is a holiday recess for many we’ll re-run some of the most popular posts from 2020.  Leading off this parade is the first of Kevin’s 3-Part series on Donor Surveys.  You can find Part 2 here and Part 3 here. We’ll resume posting new content on Monday, January 11.  Roger] […]

Learn More December 30, 2020

Reverse Engineering Your Way to Donor Centricity

Understanding the why of human behavior is best unearthed with data straight from our donors.  We call it zero-party, that which is voluntarily and knowingly given, typically via a survey. Contrary to the opinion of many, surveys are the best way to measure motivation and needs and innate traits that play a large role in […]

Learn More December 9, 2020

Identifiable Victim: Better Than Stats; Except When It Isn’t…

Universal truths are universally wrong. This is never more true than when talking about ‘nudges’ from the world of behavioral economics. As the only behavioral science agency in fundraising and with an entire team of social scientists, some of whom are behavioral economists, we are huge advocates of the field and discipline. But… behavioral economics […]

Learn More December 4, 2020

Premiums (Can) Reduce Giving

To premium or not to premium, that is the /a question. Wade into this debate at your peril as confirmation bias is powerful and seemingly no amount of evidence in one-direction is likely to sway opinion if you believe the counter view.  In fact, you’ll likely dig in deeper in the face of counter-evidence. So, […]

Learn More November 30, 2020

Most Charitable Nations. Most Charitable States

Each day we’re deluged with the updated stats on disease and death from the Coronavirus pandemic.  So, for a change of pace we thought it would be a relief to flip to some stats of a more uplifting variety The World Giving Index published by the Charities Aid Foundation , reports that for 2019 the […]

Learn More November 23, 2020

Does Using Bullsh$% Language Help or Hurt Giving?

I read a lot of academic studies.  A lot.  Most teeter on the edge of uninteresting, a rare few are truly breakthrough that cause us to re-think our thinking.  None however, until now, read like a spoof article from The Onion.  The title of that study is, “Bullshit-sensitivity predicts prosocial behavior”. I read the abstract […]

Learn More November 16, 2020

The Social Movement Dilemma

Social activism and creating a “movement” is hard work, made harder by a conflicting reality.  More extreme actions, often effective at gaining (media) attention and increasing pressure on organizations or institutions, are also likely to reduce popular support. What constitutes ‘extreme’?  Perhaps it’s in the eye of the beholder and context dependent.  Blocking highways may […]

Learn More November 4, 2020

Why You Should Never Listen to Someone Like Me About Behavioural Science

I’m a proud fundraiser. But I feel deep shame and embarrassment about terrible advice I’ve shared in the past concerning the application of behavioural science. Don’t get me wrong, if I’d been strapped to a lie detector and asked if I genuinely thought I was helping I’d have passed. But sincerity isn’t accuracy. Like so […]

Learn More October 28, 2020

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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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