About the Author.
1 Nonprofits: Yesterday, Today, and Tomorrow.
The Purposes of Nonprofit Organizations.
The Size and Shape of Nonprofits.
Factors and Trends Affecting Nonprofits.
Marketing’s Benefits to Nonprofits.
Problems in Applying Marketing.
Guidelines for Marketing Success in Nonprofits.
Organization of this Book 18
2 The Essence of Marketing: Terms and Processes Nonprofits Need to Know.
Marketing: Definition and Justification.
Characteristics of a Marketing Organization.
Strategic Components of Marketing.
Keys to Marketing Success.
3 Approaching the Market.
Defining the Market.
Types of Markets.
Approaching the Market.
Target Market Selection.
4 Marketing Research: The Foundation for Planning.
Donor + Internet + Recognition + Confirmation = Trust.
The Nature and Importance of Marketing Research.
What Needs Researching in Marketing?
Procedures and Techniques in Marketing Research.
Conducting the Research.
Processing the Data.
The Value of Marketing Research.
Marketing Research for Next to Nothing.
5 External Considerations in Marketing Introduction.
External Factors That Affect Planning.
6 Transitioning to Services Marketing.
Defining Services and Service Products.
Characteristics of Service Products.
The Importance of People.
Marketing Mix for Services.
Understanding Service Quality.
Special Challenges of Service.
7 Decision Making by Target Markets and Stakeholders.
Buyer Behavior as Problem Solving.
Decision Making by Nonprofit Stakeholders.
Decision Making in a Service Context.
8 Creating and Managing Products.
Defining the Product.
Product Planning and Strategy Formulation.
Strategies for Developing New Products.
Creating the Experience for Nonprofit Products.
Products Viewed as Servicescapes.
9 Communicating to Mass Markets.
The Role of IMC.
The Meaning of Marketing Communication.
The Objectives of Marketing Communication.
How We Communicate.
Designing an IMC Strategy.
Sales Promotion and Public Relations.
Personal Selling and the Marketing Communication Mix.
The IMC Mix.
10 Pricing The Product.
Price Defined: Three Different Perspectives.
Developing a Pricing Strategy.
New Product Pricing.
Psychological Aspects of Pricing.
Alternative Approaches to Determining Price.
Pricing in Nonprofits.
11 The Channels of Distribution.
The Evolution of the Marketing Channel.
Functions of the Channel.
Channel Institutions: Capabilities and Limitations.
The Channel Management Process.
Expanding Through Distribution.
Channel Decisions for Nonprofits.
12 Raising Funds and Acquiring Volunteers.
Sources of Revenue and Related Trends.
Understanding Why People Donate.
Are You Ready to Raise Money?
Steps in Fundraising.
The Case Statement.
Recruiting and Managing Volunteers.