Donor Upgrading Strategies: Deepening Nonprofit Organizations Relationships with Donors

Christian Scherhag; Silke Boenigk; Meikel Soliman

doi:10.1007/978-3-658-28672-9_30

Donor Upgrading Strategies: Deepening Nonprofit Organizations Relationships with Donors

Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Research

Standard

Donor Upgrading Strategies: Deepening Nonprofit Organizations Relationships with Donors. / Scherhag, Christian; Boenigk, Silke; Soliman, Meikel.
Perspektiven des Dienstleistungsmanagements: Aus Sicht von Forschung und Praxis. ed. / Stefan Roth; Chris Horbel; Bastian Popp. 1. ed. Berlin: Gabler Verlag, 2020. p. 593-613.

Research output: Contributions to collected editions/works › Contributions to collected editions/anthologies › Research

Harvard

Scherhag, C, Boenigk, S & Soliman, M 2020, Donor Upgrading Strategies: Deepening Nonprofit Organizations Relationships with Donors. in S Roth, C Horbel & B Popp (eds), Perspektiven des Dienstleistungsmanagements: Aus Sicht von Forschung und Praxis. 1 edn, Gabler Verlag, Berlin, pp. 593-613. https://doi.org/10.1007/978-3-658-28672-9_30

APA

Scherhag, C., Boenigk, S., & Soliman, M. (2020). Donor Upgrading Strategies: Deepening Nonprofit Organizations Relationships with Donors. In S. Roth, C. Horbel, & B. Popp (Eds.), Perspektiven des Dienstleistungsmanagements: Aus Sicht von Forschung und Praxis (1 ed., pp. 593-613). Gabler Verlag. https://doi.org/10.1007/978-3-658-28672-9_30

Vancouver

Scherhag C, Boenigk S, Soliman M. Donor Upgrading Strategies: Deepening Nonprofit Organizations Relationships with Donors. In Roth S, Horbel C, Popp B, editors, Perspektiven des Dienstleistungsmanagements: Aus Sicht von Forschung und Praxis. 1 ed. Berlin: Gabler Verlag. 2020. p. 593-613 Epub 2020 Apr 30. doi: 10.1007/978-3-658-28672-9_30

Bibtex

@inbook{5b0542e39fd64b5ead358e55e7597cad,

title = "Donor Upgrading Strategies: Deepening Nonprofit Organizations Relationships with Donors",

abstract = "In service management, research on customer upgrading strategies that intend to expand the relationship and foster co-creation of value have a long tradition. Service membership models that contain upgrade strategies could for example be found in fitness clubs, airline clubs, or membership programs of public services such as zoos. Upgrade strategies in nonprofit organizations, however, are not very common in practice, and also under researched. Against this background two research gaps are identified and addressed. First, who should be asked for an upgrade? Some members are perhaps interested in an upgrade, others are not. Knowledge on specific member characteristics that show that an individual is interested in an upgrade are missing. Second, most of the previous studies focused on marketing actions that are able to influence members intentions to upgrade and did not study real member behavior. Hence, how can nonprofit membership associations identify members with a high probability for upgrading behavior?",

keywords = "Management studies",

author = "Christian Scherhag and Silke Boenigk and Meikel Soliman",

year = "2020",

month = oct,

doi = "10.1007/978-3-658-28672-9_30",

language = "English",

isbn = "978-3-658-28671-2",

pages = "593--613",

editor = "Stefan Roth and Chris Horbel and Bastian Popp",

booktitle = "Perspektiven des Dienstleistungsmanagements",

publisher = "Gabler Verlag",

address = "Germany",

edition = "1",

}

RIS

TY - CHAP

T1 - Donor Upgrading Strategies

T2 - Deepening Nonprofit Organizations Relationships with Donors

AU - Scherhag, Christian

AU - Boenigk, Silke

AU - Soliman, Meikel

PY - 2020/10

Y1 - 2020/10

N2 - In service management, research on customer upgrading strategies that intend to expand the relationship and foster co-creation of value have a long tradition. Service membership models that contain upgrade strategies could for example be found in fitness clubs, airline clubs, or membership programs of public services such as zoos. Upgrade strategies in nonprofit organizations, however, are not very common in practice, and also under researched. Against this background two research gaps are identified and addressed. First, who should be asked for an upgrade? Some members are perhaps interested in an upgrade, others are not. Knowledge on specific member characteristics that show that an individual is interested in an upgrade are missing. Second, most of the previous studies focused on marketing actions that are able to influence members intentions to upgrade and did not study real member behavior. Hence, how can nonprofit membership associations identify members with a high probability for upgrading behavior?

AB - In service management, research on customer upgrading strategies that intend to expand the relationship and foster co-creation of value have a long tradition. Service membership models that contain upgrade strategies could for example be found in fitness clubs, airline clubs, or membership programs of public services such as zoos. Upgrade strategies in nonprofit organizations, however, are not very common in practice, and also under researched. Against this background two research gaps are identified and addressed. First, who should be asked for an upgrade? Some members are perhaps interested in an upgrade, others are not. Knowledge on specific member characteristics that show that an individual is interested in an upgrade are missing. Second, most of the previous studies focused on marketing actions that are able to influence members intentions to upgrade and did not study real member behavior. Hence, how can nonprofit membership associations identify members with a high probability for upgrading behavior?

KW - Management studies

U2 - 10.1007/978-3-658-28672-9_30

DO - 10.1007/978-3-658-28672-9_30

M3 - Contributions to collected editions/anthologies

SN - 978-3-658-28671-2

SP - 593

EP - 613

BT - Perspektiven des Dienstleistungsmanagements

A2 - Roth, Stefan

A2 - Horbel, Chris

A2 - Popp, Bastian

PB - Gabler Verlag

CY - Berlin

ER -

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