Performance-Based Fundraiser Compensation: An Analysis of Preference, Prevalence and Effect
Abstract
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
Degree
Ph.D.