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- July 2024 (Revised January 2025)
- Case
Rockefeller Philanthropy Advisors: Bringing Systematic Investment to Philanthropy
By: Lauren Cohen, Hao Gao, Alexander Bischoff and Sophia Pan
Melissa Berman, CEO of Rockefeller Philanthropy Advisors (RPA), evaluated her client’s philanthropy project and its mediocre performance. RPA was a segment of the Rockefeller Family Office’s Philanthropy Department, becoming an independent charity in 2002. Consistently... View Details
Keywords: Philanthropy; Philanthropic Sector; Performance Evaluations; Social Network; Collaboration; Foundation; Due Diligence; Humanitarianism; Humanitarian Assistance; Grants; Expertise; HNW Products And Services; Donations; Impact; Advisor; Advice; Consulting; Funding; Consulting Services; Family Business; Cost vs Benefits; Developing Countries and Economies; Private Sector; Spending; Mission and Purpose; Philanthropy and Charitable Giving; Performance Evaluation; Nonprofit Organizations; Reputation; Social and Collaborative Networks; Social Issues; Wealth and Poverty; Consulting Industry; New York (city, NY); New York (state, US); United States
Cohen, Lauren, Hao Gao, Alexander Bischoff, and Sophia Pan. "Rockefeller Philanthropy Advisors: Bringing Systematic Investment to Philanthropy." Harvard Business School Case 225-005, July 2024. (Revised January 2025.)
- July 2023
- Article
Before or After? The Effects of Payment Decision Timing in Pay-What-You-Want Contexts
By: Raghabendra P. KC, Vincent Mak and Elie Ofek
We study how payment decision timing—before versus after product delivery—influences consumer payment under pay-what-you-want pricing. We focus on situations where there is minimal change in consumer uncertainty regarding the product before versus after receiving it.... View Details
KC, Raghabendra P., Vincent Mak, and Elie Ofek. "Before or After? The Effects of Payment Decision Timing in Pay-What-You-Want Contexts." Journal of Marketing 87, no. 4 (July 2023): 618–635.
- March 2023
- Article
Giving-by-proxy Triggers Subsequent Charitable Behavior
By: Samantha Kassirer, Jillian J. Jordan and Maryam Kouchaki
How can we foster habits of charitable giving? Here, we investigate the potential power of giving-by-proxy experiences, drawing inspiration from a growing trend in marketing and corporate social responsibility contexts in which organizations make charitable... View Details
Kassirer, Samantha, Jillian J. Jordan, and Maryam Kouchaki. "Giving-by-proxy Triggers Subsequent Charitable Behavior." Art. 104438. Journal of Experimental Social Psychology 105 (March 2023).
- September 2022
- Article
Giving a Buck or Making a Buck? Donations by Pharmaceutical Manufacturers to Independent Patient Assistance Charities
By: Leemore Dafny, Christopher Ody and Teresa Rokos
The federal Anti-Kickback Statute prohibits biopharmaceutical manufacturers from directly covering Medicare enrollees’ out-of-pocket spending for the drugs they manufacture, but manufacturers may donate to independent patient assistance charities and earmark donations... View Details
Keywords: Cost Sharing; Prescription Drugs; Drug Spending; Medicare; Dual Eligibility; Cost; Health Care and Treatment; Philanthropy and Charitable Giving; Pharmaceutical Industry
Dafny, Leemore, Christopher Ody, and Teresa Rokos. "Giving a Buck or Making a Buck? Donations by Pharmaceutical Manufacturers to Independent Patient Assistance Charities." Health Affairs 41, no. 9 (September 2022).
- March 2022
- Article
When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms
By: Elizabeth A. Keenan, Anne V. Wilson and Leslie K. John
When trying to make a good impression on consumers through charitable giving, is it better for brands to maximize the overall dollars they donate or how much they give in relative terms; for example, the proportion of profits? Across five studies we show that consumers... View Details
Keywords: Cause-related Marketing; Charitable Donations; Generosity; Altruism; Philanthropy and Charitable Giving; Brands and Branding; Consumer Behavior
Keenan, Elizabeth A., Anne V. Wilson, and Leslie K. John. "When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms." Marketing Letters 33, no. 1 (March 2022): 31–43.
- January 10, 2022
- Article
The Link Between Income, Income Inequality, and Prosocial Behavior Around the World: A Multiverse Approach
By: Lucia Macchia and Ashley V. Whillans
The questions of whether high-income individuals are more prosocial than low-income individuals and whether income inequality moderates this effect have received extensive attention. We shed new light on this topic by analyzing a large-scale dataset with a... View Details
Keywords: Prosocial Behavior; Income Inequality; Behavior; Philanthropy and Charitable Giving; Income
Macchia, Lucia, and Ashley V. Whillans. "The Link Between Income, Income Inequality, and Prosocial Behavior Around the World: A Multiverse Approach." Social Psychology (January 10, 2022): 375–386.
- April 2021
- Case
The Incentive for Legacy: Tsinghua University Education Foundation
By: Lauren Cohen, Hao Gao and Spencer C.N. Hagist
Vivian Yuan seeks to bolster the Tsinghua University Education Foundation's fundraising efforts and investment goals in a new era of Chinese higher education. Competing with elite members of China's C9 League of top universities, she must develop a set of incentives... View Details
Keywords: Finance; Marketing; Strategy; Negotiation; Organizations; Markets; Higher Education; Philanthropy and Charitable Giving; Motivation and Incentives; China
Cohen, Lauren, Hao Gao, and Spencer C.N. Hagist. "The Incentive for Legacy: Tsinghua University Education Foundation." Harvard Business School Case 221-100, April 2021.
- 2021
- Article
Fundraising for Stigmatized Groups: A Text Message Donation Experiment
By: Katerina Linos, Laura Jakli and Melissa Carlson
As government welfare programming contracts and NGOs increasingly assume core aid functions, they must address a long-standing challenge—that people in need often belong to stigmatized groups. To study other-regarding behavior, we fielded an experiment through a... View Details
Keywords: Demographics; Philanthropy and Charitable Giving; Communication Strategy; Civil Society or Community; Non-Governmental Organizations; Welfare; Greece
Linos, Katerina, Laura Jakli, and Melissa Carlson. "Fundraising for Stigmatized Groups: A Text Message Donation Experiment." American Political Science Review 115, no. 1 (2021): 14–30.
- Article
Maimonides' Ladder: States of Mutual Knowledge and the Perception of Charitability
By: Julian De Freitas, Peter DiScioli, Kyle A. Thomas and Steven Pinker
Why do people esteem anonymous charitable giving? We connect normative theories of charitability
(captured in Maimonides’ Ladder of Charity) with evolutionary theories of partner choice to test predictions on how attributions of charitability are affected by states of... View Details
Keywords: Charity; Reciprocity; Partner Choice; Common Knowledge; Philanthropy and Charitable Giving; Knowledge; Perception
De Freitas, Julian, Peter DiScioli, Kyle A. Thomas, and Steven Pinker. "Maimonides' Ladder: States of Mutual Knowledge and the Perception of Charitability." Journal of Experimental Psychology: General 148, no. 1 (January 2019): 158–173.
- March 2018
- Case
GoFundMe: The Giving Layer of the Internet
By: Scott Duke Kominers and Allison M. Ciechanover
By 2017, GoFundMe is the world’s largest social fundraising platform. Gross donation volume is growing rapidly, yet the number of monthly campaign starts is relatively flat. The CEO contemplates a variety of growth initiatives. View Details
Keywords: Growth and Development Strategy; Expansion; Philanthropy and Charitable Giving; Technology Industry
Kominers, Scott Duke, and Allison M. Ciechanover. "GoFundMe: The Giving Layer of the Internet." Harvard Business School Case 818-108, March 2018.
- December 2017
- Case
Charity or Bribery?
By: Eugene Soltes and Brian Tilley
Filip Kowalski, a senior manager at the pharmaceutical company Healthgen, leads sales for the firm’s Polish division. While pitching Healthgen’s products, he develops a relationship with a director of a regional health fund who also runs a private foundation. After a... View Details
Keywords: Bribery; Crime and Corruption; Law; Ethics; Philanthropy and Charitable Giving; United States; Europe
Soltes, Eugene, and Brian Tilley. "Charity or Bribery?" Harvard Business School Case 118-052, December 2017.
- Article
Social Recycling Transforms Unwanted Goods into Happiness
By: Grant Edward Donnelly, Cait Lamberton, Rebecca Walker Reczek and Michael I. Norton
Consumers are often surrounded by resources that once offered meaning or happiness but that have lost this subjective value over time—even as they retain their objective utility. We explore the potential for social recycling—disposing of used goods by allowing other... View Details
Keywords: Disposition; Well-being; Prosocial Behavior; Pro-environmental Behavior; Happiness; Behavior; Philanthropy and Charitable Giving; Environmental Sustainability
Donnelly, Grant Edward, Cait Lamberton, Rebecca Walker Reczek, and Michael I. Norton. "Social Recycling Transforms Unwanted Goods into Happiness." Journal of the Association for Consumer Research 2, no. 1 (January 2017): 48–63.
- Article
Selfishly Benevolent or Benevolently Selfish? When Self-interest Undermines versus Promotes Prosocial Behavior
By: Julian Zlatev and Dale T. Miller
Existing research shows that appeals to self-interest sometimes increase and sometimes decrease prosocial behavior. We propose that this inconsistency is in part due to the framings of these appeals. Different framings generate different salient reference points,... View Details
Keywords: Altruism; Charitable Giving; Framing; Prosocial Behavior; Reference Points; Self-interest; Philanthropy and Charitable Giving; Framework; Behavior
Zlatev, Julian, and Dale T. Miller. "Selfishly Benevolent or Benevolently Selfish? When Self-interest Undermines versus Promotes Prosocial Behavior." Organizational Behavior and Human Decision Processes 137 (November 2016): 112–122.
- November 2015
- Article
When Doing Good Is Bad in Gift-giving: Mis-predicting Appreciation of Socially Responsible Gifts
By: Lisa A. Cavanaugh, F. Gino and Gavan J. Fitzsimons
Gifts that support a worthy cause (i.e., "gifts that give twice"), such as a charitable donation in the recipient's name, have become increasingly popular. Recipients generally enjoy these gifts, which not only benefit others in need but also make recipients feel good... View Details
Cavanaugh, Lisa A., F. Gino, and Gavan J. Fitzsimons. "When Doing Good Is Bad in Gift-giving: Mis-predicting Appreciation of Socially Responsible Gifts." Organizational Behavior and Human Decision Processes 131 (November 2015): 178–189.
- Article
Contingent Match Incentives Increase Donations
By: Lalin Anik, Michael I. Norton and Dan Ariely
We propose a new means by which non-profits can induce donors to give today and commit to giving in the future: contingent match incentives, in which matching is made contingent on the percentage of others who give (e.g., "if X% of others give, we will match all... View Details
Keywords: Matching Donations; Social Proof; Prosocial Behavior; Charitable Giving; Plausibility; Motivation and Incentives; Philanthropy and Charitable Giving
Anik, Lalin, Michael I. Norton, and Dan Ariely. "Contingent Match Incentives Increase Donations." Journal of Marketing Research (JMR) 51, no. 6 (December 2014): 790–801.
- 2014
- Working Paper
Don't Take 'No' for an Answer: An Experiment with Actual Organ Donor Registrations
By: Judd B. Kessler and Alvin E. Roth
Over 10,000 people in the U.S. die each year while waiting for an organ. Attempts to increase organ transplantation have focused on changing the registration question from an opt-in frame to an active choice frame. We analyze this change in California and show it... View Details
Keywords: Decision Choices and Conditions; Health Care and Treatment; Philanthropy and Charitable Giving; Health Industry
Kessler, Judd B., and Alvin E. Roth. "Don't Take 'No' for an Answer: An Experiment with Actual Organ Donor Registrations." NBER Working Paper Series, No. 20378, August 2014.
- June 2014 (Revised February 2017)
- Case
Kathy Giusti and the Multiple Myeloma Research Foundation
By: Richard G. Hamermesh, Joshua D. Margolis and Matthew G. Preble
What do you do when your rising professional career is cut short by an unexpected cancer diagnosis? Kathy Giusti shifted careers, built a new organization that transformed how cancer research is done, and now faces the challenge of sustaining the organization and its... View Details
Keywords: Philanthropy; Philanthropy Funding; Entrepreneurship; Health Care; Management Styles; Personalized Medicine; Health Care Outcomes; Cancer; Cancer Care In The U.S.; Personal Care; Leadership; Leading Change; Social Entrepreneurship; Philanthropy and Charitable Giving; Health Care and Treatment; Leadership Style; Management Style; Management Skills; Growth and Development Strategy; Business Strategy; Health; Health Industry; United States; Canada; Spain
Hamermesh, Richard G., Joshua D. Margolis, and Matthew G. Preble. "Kathy Giusti and the Multiple Myeloma Research Foundation." Harvard Business School Case 814-026, June 2014. (Revised February 2017.)
- Article
Prosocial Bonuses Increase Employee Satisfaction and Team Performance
By: Lalin Anik, Lara B. Aknin, Elizabeth W. Dunn, Michael I. Norton and Jordi Quoidbach
In three field studies, we explore the impact of providing employees and teammates with prosocial bonuses, a novel type of bonus spent on others rather than on oneself. In Experiment 1, we show that prosocial bonuses in the form of donations to charity lead to happier... View Details
Keywords: Satisfaction; Groups and Teams; Performance; Compensation and Benefits; Philanthropy and Charitable Giving; Banking Industry; Sports Industry; Pharmaceutical Industry; Canada; Belgium; Australia
Anik, Lalin, Lara B. Aknin, Elizabeth W. Dunn, Michael I. Norton, and Jordi Quoidbach. "Prosocial Bonuses Increase Employee Satisfaction and Team Performance." PLoS ONE 8, no. 9 (September 2013): 1–8.
- 2013
- Working Paper
Prosocial Bonuses Increase Employee Satisfaction and Team Performance
By: Lalin Anik, Lara B. Aknin, Michael I. Norton, Elizabeth W. Dunn and Jordi Quoidbach
In two field studies, we explore the impact of providing employees and teammates with prosocial bonuses, a novel type of bonus spent on others rather than on oneself. In Experiment 1, we show that prosocial bonuses in the form of donations to charity lead to happier... View Details
Keywords: Satisfaction; Groups and Teams; Performance; Compensation and Benefits; Philanthropy and Charitable Giving; Banking Industry; Sports Industry; Pharmaceutical Industry; Canada; Belgium; Australia
Anik, Lalin, Lara B. Aknin, Michael I. Norton, Elizabeth W. Dunn, and Jordi Quoidbach. "Prosocial Bonuses Increase Employee Satisfaction and Team Performance." Harvard Business School Working Paper, No. 13-095, May 2013.
- 2013
- Article
Does Social Connection Turn Good Deeds into Good Feelings? On the Value of Putting the 'Social' in Prosocial Spending
By: Lara B. Aknin, Elizabeth W. Dunn, Gillian M. Sandstrom and Michael I. Norton
When are the emotional benefits of generous behavior most likely to emerge? In three studies, we demonstrate that the hedonic benefits of generous spending are most likely when spending promotes positive social connection. Study 1 shows that people feel happier after... View Details
Keywords: Money; Prosocial Spending; Social Connection; Well-being; Donations; Charitable Giving; Warm Glow; Social Relationships; Gift Giving; Happiness; Relationships; Philanthropy and Charitable Giving; Society
Aknin, Lara B., Elizabeth W. Dunn, Gillian M. Sandstrom, and Michael I. Norton. "Does Social Connection Turn Good Deeds into Good Feelings? On the Value of Putting the 'Social' in Prosocial Spending." International Journal of Happiness and Development 1, no. 2 (2013): 155–171.