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The final gift: targeting the potential charity legator

Sargeant, Adrian and Hilton, Toni (2005) The final gift: targeting the potential charity legator. International Journal of Nonprofit and Voluntary Sector Marketing, 10 (1). pp. 3-16. ISSN 1465-4520

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Official URL: http://dx.doi.org/10.1002/nvsm.3

Abstract

Although legacy income is of enormous importance to many of the UK's fundraising charities, little reliable information exists to assist practitioners in targeting potential legators with appropriate messages. In particular, the motives for making a legacy gift and the differences between those doing so and the general supporter base are unknown. This makes segmentation and the subsequent development of strategy problematic. This exploratory study seeks to address these issues and compare the motives of individuals who support charities during their lifetime with the motives of individuals who, in addition, pledge a legacy. The authors conclude that fundraisers looking to increase legacy income should target their older supporters, particularly those in their mid to late 60s', as well as users of their services. The findings also suggest that communications to these groups should stress organizational performance and service quality commitments.

Item Type:Article
Research Community:University of Westminster > Westminster Business School
ID Code:7807
Deposited On:23 Mar 2010 09:53
Last Modified:23 Mar 2010 09:53

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