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Article 1
Cause-Related Marketing in the Retail and Finance Sectors: An Exploratory Study of the Determinants of Cause Selection and Nonprofit Alliances.
Liston-Heyes, C., Liu, G. (2010)
Nonprofit and Voluntary Sector Quarterly, 39: 77-101.

Discussion Questions

• Define “cause-related marketing” (CRM) and explain its potential benefits to a nonprofit organization.
• Describe how the corporate philanthropy motivations have changed over recent years and how corporate gains have evolved.
• Is there a length of time a specific type of corporation maintains a philanthropic commitment to a nonprofit? If so, what is it and what types of corporations are found in this category?
• What types of causes do retail firms generally support? What about finance firms? Discuss how this information can be helpful to a nonprofit organization seeking a CRM partner.

 

Article 2 
Mission—Market Tensions and Nonprofit Pricing. 
Young, D., Jung, T., Aranson, R. (2010) 
The American Review of Public Administration, 40: 153-169.

Discussion Questions

• As they seek to address their social missions, nonprofits price their services for a variety of reasons. Discuss what trade-offs they face between being mission responsive and financially solvent.
• Discuss one of the theories of nonprofit pricing.
• Describe the term “double bottom-line” and discuss how it impacts nonprofit organizations.
• Describe what a mission-driven pricing policy would look like in a nonprofit organization.

 

Article 3
Revenue Structure and Nonprofit Borrowing. 
Yan, W., Denison, D., Butler, J. (2009) 
Public Finance Review, 37: 47-67.

Discussion Questions

• What is the difference between a pay-as-you-go financial strategy and borrowing?
• Discuss the role that the capital structure of a nonprofit organization plays in its sustainability and development.
• What role does revenue diversification play in an organization’s leverage decisions?

 

Article 4 
Exploring the Revenue Mix of Nonprofit Organizations: Does It Related to Publicness? 
Fischer, R., Wilsker, A., Young, D. (2010) 
Nonprofit and Voluntary Sector Quarterly, 40: 662-681.

Discussion Questions

• List and discuss three (3) sources of revenue available to nonprofit organizations.
• What factors can impact the types of revenue a nonprofit seeks and obtains? Why?
• What impact can the maturity of the nonprofit organization have on revenue diversification decisions? What about the size of the nonprofit? The capacity of the nonprofit manager?
• Discuss the relationship between the nature of the services provided by the nonprofit and the revenue streams on which it relies.

 

Article 5 
Nascent Nonprofit Entrepreneurship: Exploring the Formative Stage of Emerging Nonprofit Organizations 
Andersson, F. (2015) 
Nonprofit and Voluntary Sector Quarterly, DOI: 10.1177/0899764015603203. pp. 1–19. 
http://nvs.sagepub.com/content/early/2015/09/08/0899764015603203.full.pdf+html

Discussion Questions

• According to the author, what are the vital capacities for new venture development success for nonprofit organizations?
• How did the author discuss the importance of a nonprofit’s ability to secure revenue?

 

Article 6
Nonprofit Collaboration with Luxury Brands: Positive and Negative Effects for Cause-Related Marketing 
Boenigk, S., Schuchardt, V. (2015) 
Nonprofit and Voluntary Sector Quarterly, 44(4): 708–733.

Discussion Questions

• According to the authors, are nonprofit-corporate cause-related marketing relationships profitable for both organizations?
• Do clients of nonprofit organizations care if they can or cannot purchase luxury brands?