Jimmie R Alford LLD LHD Founder and Chair The Alford Group Systems Theory Organizations do not live in isolation Part of economic political social system Closed versus open systems Exchange process to environment ID: 586881
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Understanding Social Exchange Theory
Jimmie R. Alford, LL.D., LH.D.
Founder and Chair, The Alford GroupSlide2
Systems Theory
Organizations do not live in isolation
Part of economic, political, social system
Closed versus open systemsExchange process to environmentAutonomy versus AccountabilityFundraising is at the boundary – environmental interdependencies
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Systems Theory
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Social Exchange Theory
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Social Exchange Theory
Blau
(1968)
No Quid Pro QuoNo formal time limit for responseRelationship of trustSatisfactions
Psychological
Social
Self-esteem
Achievement
Purpose
Status
Group endeavor
Power
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Persuasion (Cialdini)
Reciprocity
Scarcity
AuthorityConsistency6Slide7
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Reciprocity
People try to repay, in kind, what another person has provided them
Reciprocity’s power stems from the fact that a person can trigger a feeling of indebtedness by doing an uninvited favor
The rule can be put in use by pointing out the services, benefits, and advantages that have already been realizedSlide8
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Scarcity
Opportunities seem more valuable when they are less available
Uncommon or unique features or benefits that can not be found elsewhereSlide9
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Authority
Knowledge and trustworthiness
Uncover and communicate organizations expertiseSlide10
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Consistency
Once people make a choice, personal and external pressure exists to behave with the commitment
One sale leads to another
Rippling impact of past behavior on future behaviorSlide11
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What’s It About?
It’s all about the unique partnership between the organization, its donors and its trustees realizing as an outcome
major
gifts that are transformative.Slide12
Questions?Discussion!
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Thank You !
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