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Bus Leaving for Washington, NOW!

Attention planned giving fundraisers! Washington's abuzz. But it's only fair that you non-Washingtonians should get a bite at the apple. The biggest transfer of wealth in the history of the Washington region will occur over the next 50 years as current retirees and Boomers expected to die by 2055 make bequests totalling $2.4 trillion. So […]

Learn More July 28, 2006

Jon Stewart vs. Arthur Sulzberger, Jr.

On the HuffingtonPost blog today, Washington insider Marty Kaplan laments the fact that the Network of Spiritual Progressives must buy its way into the NYTimes with an ad costing $154,000 or more. He writes: “What's odd is the monopoly on elite attention that the prestige press seems still to maintain. You'd think that new technology […]

Learn More July 27, 2006

Cabbies and Carbon Sequestration

When's the last time you had a great conversation with your cabbie about “carbon sequestration.” NOT! And that's the problem with today's knowledgeable, authoritative, but politically weak environmental groups. In a must read article in this week's Nation magazine, Mark Hertsgaard, the Nation's environmental correspondent, contrasts the staleness and homogeneity of the national groups with […]

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Play. Learn. Save the World.

“The generation that grew up with Super Mario is entering the workplace, entering politics, so they see games as just another good tool to use to communicate” says Henry Jenkins, an MIT professor quoted in Sunday's New York Times. The Times piece, “Saving the World, One Video Game at a Time”, explores and reports on […]

Learn More July 24, 2006

Agitating Again: “Funding Father’s” New Book Released

I'll never forget the phone call I received from Richard Viguerie, often called the 'funding father' of the New Right, on election night 1980. A dozen liberal Senate candidates, and presidential candidate John Anderson– campaigns that Craver, Mathews, Smith & Company had worked on that year — had just gone down to in landslide defeat. […]

Learn More July 21, 2006

Pods vs. Blogs

Nielsen/NetRatings reports that 6.6% of adult online users, or 9.2 million web users have downloaded audio podcasts in last 30 days, while 4.0%, or 5.6 million web users have downloaded video podcasts. This is comparable to the 4.8% who have published blogs. Back in January 2005 Pew Internet Project reported that 27% of internet users […]

Learn More July 18, 2006

More on Broken Models…Much More!

Here are the takeaways from an article on the demise of AOL by one of our favorite tell-it-as-it-is marketing gurus and Guest Agitator Denny Hatch. But you should really read the whole piece and milk it for all its wisdom! The lessons apply to non-profit marketing as well. If your business model has been a […]

Learn More July 17, 2006

Getting What They Deserve

Today two long-time friends Jerry Huntsinger and George Lizama will receive the highest awards given by the Direct Marketing Association of Washington, D.C. and the DMAW's Education Foundation. Jerry, often referred to as the “Dean of Direct Mail Fundraising”, will receive the 2006 Sisk Award for Direct Marketing Vision. He joins the ranks of distinguished […]

Learn More July 14, 2006

Buffett/Gates Top 24 List

Here are the quite varied reactions we've encountered to the philanthropy combine of Warren Buffett and Bill Gates: Will become an excuse for government inaction … “Let private philanthropy do it.” More unborn babies will die … because Buffett has traditionally supported abortion rights and family planning. Will inspire other super-wealthy to give … ushering […]

Learn More July 13, 2006

Sign Up? Or Call the ACLU?!

Want to optimize your online fundraising? Soon you will be able to get videos of the page-viewing behavior of your website visitors! That's right, each visitor and each of their keystrokes can be monitored and recorded! Plus, if you don't want to watch 1000's of videos, you'll get extensive statistical data. Here's the scoop from […]

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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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