Performance-Based Fundraiser Compensation: An Analysis of Preference, Prevalence and Effect
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This dissertation examines the preference for and prevalence of performance-based compensation and the relationship between it and productivity within the sample population of professional fundraisers. It reviews the history of fundraiser compensation and prevalence of incentive pay in the nonprofit sector and among professional fundraisers, including its correlation to performance. The study’s first hypothesis posits that a majority of fundraisers whose compensation includes an at-risk component prefer financial rewards over non financial rewards, while a majority of fundraisers whose compensation does not include an at-risk component prefer non-financial rewards over financial rewards. The second hypothesis holds that fundraisers who work for higher education, health care and arts organizations prefer financial over non-financial rewards, while fundraisers who work for religious, social service and environmental organizations prefer non-financial over financial rewards. The third hypotheses asserts that the compensation plans of male fundraisers are different than the compensation plans of female fundraisers. The study tests the first two hypotheses with multiple regression analysis and the third with an independent sample t-test. Hypothesis tests rejected the first null hypothesis but failed to reject the second and third null hypotheses. Findings revealed respondents’ dissatisfaction with the relationship between goal attainment, performance and compensation in their jobs. It also found significant compensation differences based on respondents’ gender and ethnicity, findings different from research discussed in the literature review. My research also confirmed that the age, educational attainment and other descriptive characteristics of the sample population are similar to those reported in research discussed in the literature review. This dissertation adds important knowledge about the prevalence of and desire for performance-based compensation within the sample population and what effect performance-based compensation has on the amount of money fundraisers raise.
Table of Contents
Introduction -- Literature review -- Methodology -- Resutts -- Analysis --References -- Appendix A. Survey solicitation email and informed consent -- Appendix B. Follow-up survey email 1 -- Appendix C.Follow-up survey email 2 -- Appendix D. Fundraiser compensation survey