%-12345X@PJL JOB @PJL SET RESOLUTION = 600 @PJL ENTER LANGUAGE = POSTSCRIPT %!PS-Adobe-3.0 %%Title: Microsoft Word - APSA3.DOC %%Creator: PSCRIPT.DRV Version 4.0 %%CreationDate: 11/16/95 14:25:59 %%BoundingBox: 13 13 599 780 %%Pages: (atend) %%PageOrder: Ascending %%Requirements: %%DocumentNeededFonts: (atend) %%DocumentSuppliedFonts: (atend) %%DocumentData: Clean7Bit %%LanguageLevel: 2 %%EndComments %%BeginProlog %%BeginProcSet: Pscript_Win_ErrorHandler 1.0 1 /currentpacking where{pop/oldpack currentpacking def/setpacking where{pop false setpacking}if}if/$brkpage 64 dict def $brkpage begin/prnt{dup type /stringtype ne{=string cvs}if dup length 6 mul/tx exch def/ty 10 def currentpoint/toy exch def/tox exch def 1 setgray newpath tox toy 2 sub moveto 0 ty rlineto tx 0 rlineto 0 ty neg rlineto closepath fill tox toy moveto 0 setgray show}bind def/nl{currentpoint exch pop lmargin exch moveto 0 -10 rmoveto}def/=={/cp 0 def typeprint nl}def/typeprint{dup type exec}readonly def /lmargin 72 def/rmargin 72 def/tprint{dup length cp add rmargin gt{nl/cp 0 def }if dup length cp add/cp exch def prnt}readonly def/cvsprint{=string cvs tprint( )tprint}readonly def/integertype{cvsprint}readonly def/realtype{ cvsprint}readonly def/booleantype{cvsprint}readonly def/operatortype{(--) tprint =string cvs tprint(-- )tprint}readonly def/marktype{pop(-mark- )tprint} readonly def/dicttype{pop(-dictionary- )tprint}readonly def/nulltype{pop (-null- )tprint}readonly def/filetype{pop(-filestream- )tprint}readonly def /savetype{pop(-savelevel- )tprint}readonly def/fonttype{pop(-fontid- )tprint} readonly def/nametype{dup xcheck not{(/)tprint}if cvsprint}readonly def /stringtype{dup rcheck{(\()tprint tprint(\))tprint}{pop(-string- )tprint} ifelse}readonly def/arraytype{dup rcheck{dup xcheck{({)tprint{typeprint}forall (})tprint}{([)tprint{typeprint}forall(])tprint}ifelse}{pop(-array- )tprint} ifelse}readonly def/packedarraytype{dup rcheck{dup xcheck{({)tprint{typeprint} forall(})tprint}{([)tprint{typeprint}forall(])tprint}ifelse}{pop (-packedarray- )tprint}ifelse}readonly def/courier/Courier findfont 10 scalefont def end errordict/handleerror{systemdict begin $error begin $brkpage begin newerror{/newerror false store vmstatus pop pop 0 ne{grestoreall}if showpage initgraphics courier setfont lmargin 720 moveto(ERROR: )prnt errorname prnt nl(OFFENDING COMMAND: )prnt/command load prnt $error/ostack known{nl nl(STACK:)prnt nl nl $error/ostack get aload length{==}repeat}if systemdict/showpage get exec(%%[ Error: )print errorname =print (; OffendingCommand: )print/command load =print( ]%%)= flush}if end end end} dup 0 systemdict put dup 4 $brkpage put bind readonly put/currentpacking where {pop/setpacking where{pop oldpack setpacking}if}if %%EndProcSet %%BeginProcSet: Pscript_Res_Emul 1.0 0 /defineresource where{pop}{userdict begin/defineresource{userdict/Resources 2 copy known{get begin}{15 dict dup begin put}ifelse exch readonly exch currentdict 1 index known not{dup 30 dict def}if load 3 -1 roll 2 index put end}bind readonly def/findresource{userdict/Resources get exch get exch get} bind readonly def/resourceforall{pop pop pop pop}bind readonly def /resourcestatus{userdict/Resources 2 copy known{get exch 2 copy known{get exch known{0 -1 true}{pop pop false}ifelse}{pop pop pop false}ifelse}{pop pop false }ifelse}bind readonly def end}ifelse %%EndProcSet %%BeginResource: procset Pscript_Win_Driver 2.0 0 /Pscript_Win_Driver 200 dict dup begin %%BeginResource: file Pscript_FatalError 2.0 0 /FatalErrorIf{{initgraphics findfont exch scalefont setfont counttomark 3 div cvi{moveto show}repeat showpage quit}{cleartomark}ifelse}bind def %%EndResource /VM? {vmstatus exch sub exch pop gt { [ (This job requires more memory than is available in this printer.) 100 500 (Try one or more of the following, and then print again:) 100 485 (In the PostScript dialog box, click Optimize For Portability.) 115 470 (In the Device Options dialog box, make sure the Available Printer Memory is accurate.) 115 455 (Reduce the number of fonts in the document.) 115 440 (Print the document in parts.) 115 425 12 /Times-Roman showpage (%%[ PrinterError: Low Printer VM ]%%) = true FatalErrorIf}if} bind def 30000 VM? %%BeginResource: file Pscript_Win_Utils 2.0 0 /|/def load def/,/load load |/~/exch , |/?/ifelse , |/!/pop , |/`/begin , |/^ /index , |/@/dup , |/+/translate , |/$/roll , |/U/userdict , |/M/moveto , |/- /rlineto , |/&/currentdict , |/:/gsave , |/;/grestore , |/F/false , |/T/true , |/N/newpath , |/E/end , |/Ac/arc , |/An/arcn , |/A/ashow , |/D/awidthshow , | /C/closepath , |/V/div , |/O/eofill , |/L/fill , |/I/lineto , |/-C/rcurveto , |/-M/rmoveto , |/+S/scale , |/Ji/setfont , |/Lc/setlinecap , |/Lj/setlinejoin , |/Lw/setlinewidth , |/S/show , |/LH/showpage , |/K/stroke , |/W/widthshow , |/R/rotate , |/b{bind |}bind |/bd{bind |}bind |/xd{~ |}bd/ld{, |}bd/lw/Lw ld /lc/Lc ld/lj/Lj ld/sg/setgray ld/L2? F/languagelevel where{! languagelevel 2 ge{! T}if}if |/g{@ not{U/DefIf_save save put}if U/DefIf_bool 2 ^ put}b /DefIf_El{if U/DefIf_bool get not @{U/DefIf_save get restore}if}b/e{DefIf_El ! }b/self & |/reinitialize{[/TextInit/GraphInit/UtilsInit counttomark{@ where{ self eq}{F}?{cvx exec}{!}?}repeat cleartomark}b/initialize{`{/ADO_mxRot ~ | /TextInitialised? F | reinitialize E}{U/Pscript_Win_Data 200 dict @ ` put /ADO_mxRot ~ |/TextInitialised? F | reinitialize}?}b/terminate{!{& self eq{ exit}{E}?}loop E}b/suspend/terminate , |/resume{` Pscript_Win_Data `}b/snap{ transform 0.25 sub round 0.25 add ~ 0.25 sub round 0.25 add ~ itransform}b /dsnap{dtransform round ~ round ~ idtransform}b<04>cvn{}|/setjn{{statusdict /jobname known{statusdict/jobname 3 -1 $ put}if}stopped cleartomark}b/solid{[] 0 setdash}b/setdsh{0 setdash}b/colspRefresh{}b/rp{4 2 $ M 1 ^ 0 - 0 ~ - neg 0 -}b/rr{1 ^ 0 - 0 ~ - neg 0 - C}b %%EndResource userdict /Level2ImagesError [ (This job contains a bitmapped image that can be printed only on) 100 500 (PostScript(R) Level 2 printers. Please send this file to a PostScript) 100 485 (Level 2 printer, or print your document again with the correct printer) 100 470 (selected.) 100 455 12 /Times-Roman ] put %%BeginResource: file Pscript_Win_Utils_L1 2.0 0 L2? not g{/rf{N rp L}b/fx{1 1 dtransform @ 0 ge{1 sub 1}{1 add -0.25}? 3 -1 $ @ 0 ge{1 sub 1}{1 add -0.25}? 3 1 $ 4 1 $ idtransform 4 -2 $ idtransform}b/BZ{ 4 -2 $ snap + +S fx rf}b/rs{N rp C K}b/rc{N rp clip N}b/sg{setgray}b/sco{ setrgbcolor}b/sgco{{sg}{sco}?}b}e %%EndResource %%BeginResource: file Pscript_Win_Utils_L2 2.0 0 L2? g{/colspA/DeviceGray |/colspABC/DeviceRGB |/setAorABC{{colspA}{colspABC}? setcolorspace}b/rf/rectfill , |/fx{1 1 dtransform @ 0 ge{1 sub 0.5}{1 add -0.5 }? 3 -1 $ @ 0 ge{1 sub 0.5}{1 add -0.5}? 3 1 $ 4 1 $ idtransform 4 -2 $ idtransform}b/BZ{4 -2 $ snap + +S fx rf}b/rs/rectstroke , |/rc/rectclip , |/sg {@ @ setcolor}b/sco{setcolor}b/colspRefresh{colspABC setcolorspace}b/sgco{{sg }{sco}?}b/UtilsInit{F setglobal}b/definecolorrendering{/ColorRendering defineresource !}b/findcolorrendering{@/ColorRendering resourcestatus{! ! /ColorRendering findresource T}{! F}?}b/selectcolorrendering{@/ColorRendering resourcestatus{! !/ColorRendering}{!/DefaultColorRendering/ColorRendering}? findresource setcolorrendering}b}e %%EndResource %%BeginResource: file Pscript_Win_Encoding 2.0 0 /bullets{{/bullet}repeat}b/ANSIEncoding[/grave/acute/circumflex/tilde/macron /breve/dotaccent/dieresis/ring/cedilla/hungarumlaut/ogonek/caron/dotlessi 18 bullets StandardEncoding 32 95 getinterval aload ! 3 bullets/quotesinglbase /florin/quotedblbase/ellipsis/dagger/daggerdbl/circumflex/perthousand/Scaron /guilsinglleft/OE 4 bullets/quoteleft/quoteright/quotedblleft/quotedblright /bullet/endash/emdash/tilde/trademark/scaron/guilsinglright/oe 2 bullets /Ydieresis/space/exclamdown/cent/sterling/currency/yen/brokenbar/section /dieresis/copyright/ordfeminine/guillemotleft/logicalnot/hyphen/registered /macron/degree/plusminus/twosuperior/threesuperior/acute/mu/paragraph /periodcentered/cedilla/onesuperior/ordmasculine/guillemotright/onequarter /onehalf/threequarters/questiondown/Agrave/Aacute/Acircumflex/Atilde/Adieresis /Aring/AE/Ccedilla/Egrave/Eacute/Ecircumflex/Edieresis/Igrave/Iacute /Icircumflex/Idieresis/Eth/Ntilde/Ograve/Oacute/Ocircumflex/Otilde/Odieresis /multiply/Oslash/Ugrave/Uacute/Ucircumflex/Udieresis/Yacute/Thorn/germandbls /agrave/aacute/acircumflex/atilde/adieresis/aring/ae/ccedilla/egrave/eacute /ecircumflex/edieresis/igrave/iacute/icircumflex/idieresis/eth/ntilde/ograve /oacute/ocircumflex/otilde/odieresis/divide/oslash/ugrave/uacute/ucircumflex /udieresis/yacute/thorn/ydieresis]| ANSIEncoding @ 39/quotesingle put 96/grave put/ANSIEncodingOld ANSIEncoding 256 array copy | ANSIEncodingOld @[138 153 154 169 172 174 177 178 179 181 185 188 189 190 208 215 221 222 240 247 253 254]{/bullet put @}forall 166/bar put 176/ring put %%EndResource %%BeginResource: file Pscript_Win_Text 2.0 0 /TextInit{TextInitialised? not{/Pscript_Windows_Font & |/TextInitialised? T | /fM[1 0 0 -1 0 0]|/mFM matrix |/iMat[1 0 0.212557 neg 1 0 0]|}if}b/xUP null | /yUP null |/uW null |/xSP null |/ySP null |/sW null |/copyfont{1 ^ length add dict `{1 ^/FID ne{|}{! !}?}forall & E}b/rF{3 copyfont @ `/Encoding ANSIEncoding &/CharStrings known{CharStrings/Eth known not{! ANSIEncodingOld} if}if | E}b/mF{findfont ~{@/Encoding get @ StandardEncoding eq{! T}{{ ISOLatin1Encoding}stopped{! F}{eq}?{T}{@ ` T 32 1 127{Encoding 1 ^ get StandardEncoding 3 -1 $ get eq and}for E}?}?}{F}?{rF}{3 copyfont}? ` /OrigFontType ~ |/OrigFontName ~ | & E 2 ^ ~ definefont fM 5 4 -1 $ put fM 4 0 put fM makefont Pscript_Windows_Font 3 1 $ put}b/xF{scalefont Pscript_Windows_Font 3 1 $ put}b/xMF{mFM astore makefont Pscript_Windows_Font 3 1 $ put}b/xF2/scalefont , |/xMF2{mFM astore makefont}b/sLT{: Lw -M currentpoint snap M 0 - 0 Lc K ;}b/sSU{N/uW ~ |/yUP ~ |/xUP ~ |}b/sU{xUP yUP uW sLT}b/sST{N/sW ~ |/ySP ~ |/xSP ~ |}b/sT{xSP ySP sW sLT}b/sR{: + R 0 0 M}b /sRxy{: matrix astore concat 0 0 M}b/eR/; , | %%EndResource %%BeginResource: file Pscript_Win_Text_Bold 2.0 0 /mBF{@ 4 copyfont `/FontName ~ |/OrigFontType ~ |/OrigFontName ~ | 0 FontMatrix idtransform ! &/PaintType known{PaintType 0 eq{/PaintType 2 | /StrokeWidth ~ |}{PaintType 1 eq PaintType 2 eq or PaintType 3 eq or & /StrokeWidth known and{StrokeWidth add/StrokeWidth ~ |}{!}?}?}{!}? @ & E definefont Pscript_Windows_Font 3 1 $ put}b/xBF{Pscript_Windows_Font ` 1 ^ /FontName get 1 ^ scalefont 3 1 $ scalefont 2 copy ~ | ~ ! | E}b/xMBF{mFM astore Pscript_Windows_Font ` 1 ^/FontName get 1 ^ makefont 3 1 $ makefont 2 copy ~ | ~ ! | E}b/xBF2{/sB0 ~ mBF/sB1 sB0 3 -1 $ xBF sB1}b/xMBF2{/sB0 ~ mBF mFM astore/sB1 sB0 3 -1 $ xMBF sB1}b/sB{: Pscript_Windows_Font currentfont get Ji @ S ; S}b/asB{: Pscript_Windows_Font currentfont get Ji 3 copy A ; A}b/wsB{ : Pscript_Windows_Font currentfont get Ji 4 copy W ; W}b/awsB{: Pscript_Windows_Font currentfont get Ji 6 copy D ; D}b/sBT3{: @ S ; 1 1 -M S}b /asBT3{: 3 copy A ; 1 1 -M A}b/wsBT3{: 4 copy W ; 1 1 -M W}b/awsBT3{: 6 copy D ; 1 1 -M D}b/mIF{iMat 4 3 -1 $ put 2 copyfont `/OrigFontType ~ |/OrigFontName ~ | @ & E definefont iMat makefont Pscript_Windows_Font 3 1 $ put}b %%EndResource %%BeginResource: file Pscript_Win_Graphics 2.0 0 /SavedCTM null |/CTMsave{/SavedCTM SavedCTM currentmatrix |}b/CTMrestore{ SavedCTM setmatrix}b/mp null |/ADO_mxRot null |/GDIHMatrix null | /GDIHPatternDict 22 dict | GDIHPatternDict `/PatternType 1 |/PaintType 2 | /Reps L2?{1}{5}? |/XStep 8 Reps mul |/YStep XStep |/BBox[0 0 XStep YStep]| /TilingType 1 |/PaintProc{` 1 Lw[]0 setdash PaintData , exec E}b/FGnd null | /BGnd null |/HS_Horizontal{horiz}b/HS_Vertical{vert}b/HS_FDiagonal{fdiag}b /HS_BDiagonal{biag}b/HS_Cross{horiz vert}b/HS_DiagCross{fdiag biag}b/MaxXYStep XStep YStep gt{XStep}{YStep}? |/horiz{Reps{0 4 M XStep 0 - 0 8 +}repeat 0 -8 Reps mul + K}b/vert{Reps{4 0 M 0 YStep - 8 0 +}repeat 0 -8 Reps mul + K}b/biag {Reps{0 0 M MaxXYStep @ - 0 YStep neg M MaxXYStep @ - 0 8 +}repeat 0 -8 Reps mul + 0 YStep M 8 8 - K}b/fdiag{Reps{0 0 M MaxXYStep @ neg - 0 YStep M MaxXYStep @ neg - 0 8 +}repeat 0 -8 Reps mul + MaxXYStep @ M 8 -8 - K}b E /makehatch{GDIHPatternDict/PaintData 3 -1 $ put CTMsave GDIHMatrix setmatrix GDIHPatternDict matrix mp CTMrestore ~ U ~ 2 ^ put}b/h0{/h0/HS_Horizontal makehatch}b/h1{/h1/HS_Vertical makehatch}b/h2{/h2/HS_FDiagonal makehatch}b/h3{ /h3/HS_BDiagonal makehatch}b/h4{/h4/HS_Cross makehatch}b/h5{/h5/HS_DiagCross makehatch}b/GDIBWPatternDict 17 dict @ `/PatternType 1 |/PaintType L2?{1}{2}? |/RepsV L2?{1}{6}? |/RepsH L2?{1}{5}? |/BBox[0 0 RepsH 1]|/TilingType 1 | /XStep 1 |/YStep 1 |/Height 8 RepsV mul |/Width 8 |/mx[Width 0 0 Height neg 0 Height]|/FGnd null |/BGnd null |/SetBGndFGnd L2?{{BGnd null ne{BGnd aload ! sgco BBox aload ! 2 ^ sub ~ 3 ^ sub ~ rf}if FGnd null ne{FGnd aload ! sgco}if} }{{}}? b/PaintProc{` SetBGndFGnd RepsH{Width Height F mx PaintData imagemask Width 0 +}repeat E}b E |/GDIBWPatternMx null |/pfprep{save 4 1 $ /PatternOfTheDay 4 1 $ GDIBWPatternDict `/PaintData ~ |/BGnd ~ |/FGnd ~ | E CTMsave GDIBWPatternMx setmatrix GDIBWPatternDict matrix mp CTMrestore ~ !}b /hrf null |/prf{pfprep ~ 6 1 $ 5 hrf restore}b/GraphInit{GDIHMatrix null eq{ /SavedCTM matrix | : ADO_mxRot concat 0 0 snap + : 0.48 @ GDIHPatternDict ` YStep mul ~ XStep mul ~ dsnap YStep V ~ XStep V ~ E +S/GDIHMatrix matrix currentmatrix readonly | ; : 0.24 -0.24 +S GDIBWPatternDict ` Width Height E dsnap +S/GDIBWPatternMx matrix currentmatrix readonly | ; ;}if}b/cirp{360 0 An C}b/ellp{CTMsave + +S 0.5 0 M 0 0 0.5 360 0 An C CTMrestore}b/rrp{/rad ~ |/y2 ~ |/x2 ~ |/y1 ~ |/x1 ~ | x2 x1 add 2 V y1 M x1 y1 x1 y2 rad arct x1 y2 x2 y2 rad arct x2 y2 x2 y1 rad arct x2 y1 x1 y1 rad arct C}b/RRp{CTMsave + +S/dyS ~ |/dxS ~ | dxS 2 V 0 M 0 0 0 dyS 0.5 arct 0 dyS dxS dyS 0.5 arct dxS dyS dxS 0 0.5 arct dxS 0 0 0 0.5 arct C CTMrestore}b %%EndResource %%BeginResource: file Pscript_Win_Graphics_L1 2.0 0 L2? not g{/arct{arcto ! ! ! !}b/GDIpattfill{@ ` BGnd null ne PaintType 2 eq and{: BGnd aload ! sgco fEOFill{O}{L}? ; FGnd aload ! U/fGray 2 ^ put{2}{4}? -1 $}if E @ patterncalc : 4 ^/PaintType get 2 eq{fGray{6 -1 $ sg}{8 -3 $ sco}? }if fEOFill{eoclip}{clip}? N patternfill ; N}b/hrf{/fGray 1 ^ 6 eq | -4 $ N rp C/fEOFill F | GDIpattfill}b/hfMain{/fEOFill ~ |/fGray ~ | GDIpattfill}b/hf{T hfMain}b/hfW{F hfMain}b/hs{currentpoint strokepath M hfW}b/pfMain{/fEOFill ~ | pfprep GDIpattfill restore N}b/pf{T pfMain}b/pfW{F pfMain}b/ps{currentpoint strokepath M pfW}b/mpstr 1 string |/mp{~ @ length 12 add dict copy ` /PatternCTM matrix currentmatrix |/PatternMatrix ~ |/PatWidth XStep mpstr length mul |/PatHeight YStep |/FontType 3 |/Encoding 256 array | 3 string 0 1 255{Encoding ~ @ 3 ^ cvs cvn put}for !/FontMatrix matrix |/FontBBox BBox | /BuildChar{! @ ` XStep 0 FontBBox aload ! setcachedevice/PaintProc , E : exec ;}b & E ~ @ 3 -1 $ definefont}b/patterncalc{` : PatternCTM setmatrix PatternMatrix concat BBox aload ! ! ! + pathbbox ; PatHeight V ceiling 4 1 $ PatWidth V ceiling 4 1 $ PatHeight V floor 4 1 $ PatWidth V floor 4 1 $ 2 ^ sub cvi abs ~ 3 ^ sub cvi abs ~ 4 2 $ PatHeight mul ~ PatWidth mul ~ E}b /patternfill{5 -1 $ @ ` Ji PatternCTM setmatrix PatternMatrix concat 0 2 ^ 2 ^ M 0 1 mpstr length 1 sub{1 ^ mpstr 3 1 $ put}for ! 2 ^{currentpoint 5 ^{mpstr S}repeat YStep add M}repeat ! ! ! ! E}b}e %%EndResource %%BeginResource: file Pscript_Win_Graphics_L2 2.0 0 L2? g{/mp/makepattern , |/hrf{6 eq setAorABC setpattern rectfill}b/hf{ setAorABC setpattern O}b/hfW{setAorABC setpattern L}b/hs{setAorABC setpattern K}b/pf{pfprep setpattern O restore N}b/pfW{pfprep setpattern L restore N}b/ps{ pfprep setpattern K restore N}b}e %%EndResource %%BeginResource: file Pscript_Win_BW_Images 2.0 0 /iw 0 |/ih 0 |/im_save 0 |/s 0 |/polarity 0 |/smoothflag 0 |/mystring 0 |/bpc 0 |/setup1asciiproc{[currentfile mystring/readhexstring cvx/! cvx]cvx bind}b /setup1binaryproc{[currentfile mystring/readstring cvx/! cvx]cvx bind}b /setup2asciiproc{currentfile/ASCII85Decode filter/RunLengthDecode filter}b /setup2binaryproc{currentfile/RunLengthDecode filter}b/mycolorspace{colspABC}| /myimagedict{/myimagedict 10 dict | myimagedict @ `/ImageType 1 | /MultipleDataSource F | E}b/imageprocarray[/setup1binaryproc/setup1asciiproc /setup2binaryproc/setup2asciiproc/setup1binarydecodeproc/setup1asciidecodeproc ]|/L2Polarity{{[1 0]}{[0 1]}?}b/Q{/im_save save | imageprocarray ~ get/s ~ , | L2Polarity/polarity ~ |/smoothflag ~ | snap +/dx 2 ^ |/dy 1 ^ | +S/mystring ~ string |/bpc ~ |/ih ~ |/iw ~ |}b/X{/im_save save | imageprocarray ~ get/s ~ , | L2Polarity/polarity ~ |/smoothflag ~ | snap +/dx 2 ^ |/dy 1 ^ | +S/mystring ~ string |/bpc ~ |/ih ~ |/iw ~ |}b/Z{im_save restore}b/Y{sgco myimagedict @ ` /Width iw |/Height ih |/Decode polarity |/ImageMatrix[iw 0 0 ih 0 0]| /DataSource s |/BitsPerComponent 1 |/Interpolate smoothflag | E imagemask}b %%EndResource %%BeginResource: file Pscript_Win_BW_Images_L1 2.0 0 L2? not g{/setup2asciiproc{[/Level2ImagesError , aload ! T FatalErrorIf}b /setup2binaryproc/setup2asciiproc , |/L2Polarity{}|/Y{sgco iw ih polarity[iw 0 0 ih 0 0]s imagemask}b}e %%EndResource %%BeginResource: file Pscript_Win_Co_Images_L1 2.0 0 L2? not g{/testsystemdict{where{systemdict eq{T}{F}?}{F}?}b/c 1 |/colorimage where{! T}{F}?{/c 0 statusdict `/processcolors where{! ! processcolors}{ /deviceinfo where{! deviceinfo/Colors known{!{deviceinfo/Colors get}}if}if}? E | c 0 ne{/colorimage testsystemdict/setcolortransfer testsystemdict /currentcolortransfer testsystemdict/currentcmykcolor testsystemdict and and and not{/c 0 |}if}if}if c @ 1 ne ~ @ 3 ne ~ 4 ne and and{/c 0 |}if c 1 eq g{ /expandbw{expandfactor mul round cvi bwclut ~ get 255 V}b/doclutimage{!/bwclut ~ | bpc @ 8 eq{! 255}{4 eq{15}{3}?}?/expandfactor ~ |[/expandbw ,/exec , @ currenttransfer ~]cvx bind settransfer iw ih bpc[iw 0 0 ih 0 0]s image}b}e c @ 3 eq ~ 4 eq or g{/nullproc{{}}|/concatutil{/exec , 7 -1 $/exec ,}b/defsubclut{ 1 add getinterval |}b/spconcattransfer{/Dclut ~ |/Cclut ~ |/Bclut ~ |/Aclut ~ |/ncompute ~ , | currentcolortransfer[{Aclut ncompute}concatutil]cvx[{Bclut ncompute}concatutil]cvx[{Cclut ncompute}concatutil]cvx[{Dclut ncompute} concatutil]cvx setcolortransfer}b/setuprgbcluts{/bit3x rgbclut length 3 sub | /bit1x bit3x 3 idiv |/rclut rgbclut |/gclut rclut 1 bit3x defsubclut/bclut rclut 2 bit3x defsubclut}b}e c 3 eq g{/3compute{~ bit3x mul round cvi get 255 V}b/doclutimage{/rgbclut ~ | ! setuprgbcluts/3compute rclut gclut bclut @ spconcattransfer iw ih bpc[iw 0 0 ih 0 0][s/exec ,/@ , @]cvx nullproc nullproc T 3 colorimage}b}e c 4 eq g{/ftoint{1 ~ sub 255 mul round cvi}b/stuffclut{ cmykindex 3 -1 $ put}b/4compute{~ bit4x mul round cvi get 255 V}b /invalidcolortable? T |/computecmykclut{setuprgbcluts/bit4x rgbclut length 3 idiv 4 mul 4 sub |/cmykclut bit4x 4 add string |/cclut cmykclut |/mclut cclut 1 bit4x defsubclut/yclut cclut 2 bit4x defsubclut/kclut cclut 3 bit4x defsubclut/cmykindex 0 | 0 1 bit1x{@/cmykindex ~ bit1x ~ sub 4 mul | 3 mul @ rclut ~ get 255 V ~ @ gclut ~ get 255 V ~ bclut ~ get 255 V setrgbcolor currentcmykcolor ftoint kclut stuffclut ftoint yclut stuffclut ftoint mclut stuffclut ftoint cclut stuffclut}for}b/doclutimage{/rgbclut ~ | ! invalidcolortable?{computecmykclut}if/4compute cclut mclut yclut kclut spconcattransfer iw ih bpc[iw 0 0 ih 0 0][s/exec ,/@ , @ @]cvx nullproc nullproc nullproc T 4 colorimage}b}e c 0 eq g{/a{3 mul 3 getinterval putinterval ~ 3 add ~ 3 copy}b/8lookup/a , |/4lookup{/byte 1 ^ | -4 bitshift a byte 15 and a}b/2lookup{/byte 1 ^ | -6 bitshift a byte -4 bitshift 3 and a byte -2 bitshift 3 and a byte 3 and a}b/colorexpand{mystringexp 0 rgbclut 3 copy 7 -1 $/mylookup , forall ! ! ! ! !}b/createexpandstr{/mystringexp ~ mystring length mul string |}b/doclutimage{/rgbclut ~ | !/mylookup bpc 8 eq{3 createexpandstr/8lookup}{bpc 4 eq{6 createexpandstr/4lookup}{12 createexpandstr/2lookup}?}? , | iw ih bpc[iw 0 0 ih 0 0][s/exec ,/colorexpand ,/exec ,]cvx F 3 colorimage}b}e/colorimage where{! 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Johnson)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2053 2448 M 0.044 0 (pauljohn@ukans.edu)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1854 2664 M 0.103 0 (Department of Political Science)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2053 2880 M 0.062 0 (University of Kansas)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1977 3096 M 0.075 0 (Lawrence, Kansas 66045)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2155 3312 M -0.065 0 (\(913\) 864-3523)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 4824 M 0.125 0 (This paper was prepared for presentation at the 1995 American Political Science Association)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 4932 M 0.070 0 (Meetings, Chicago, IL. An earlier version was presented at the 1995 Midwest Political Science)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 5040 M 0.013 0 (Association Meetings, Chicago, IL. Thanks for comments to Robert Salisbury, Scott Ainsworth,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 5148 M 0.023 0 (Robert Lowry, Allan J. Cigler, Burdett A. Loomis, and Paul Schumaker. The author wishes to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 5256 M 0.098 0 (extend thanks to Christopher Elmore for his research assistance. The research was supported by a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 5364 M 0.051 0 (grant from the General Research Fund of the University of Kansas.)A ; LH savelevel1 restore pagesave restore (%%[ Page: 1 ]%%) = %%PageTrailer %%Page: 2 2 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4050 204 M 0.500 0 (2)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 642 666 M 0.163 0 (Abstract)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 990 M 0.100 0 (This is an exploratory investigation of the ways in which the logic of collective action affects the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 1152 M 0.093 0 (recruiting strategies of environmental interest groups. The logic dictates that, since most of the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 1314 M 0.065 0 (political objectives of the environmental movement are collective goods, people are disinclined)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 1476 M 0.101 0 (to contribute. Widespread public support for environmental concepts is not easily converted into)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 1638 M 0.059 0 (widespread public action to protect the environment. This paper frames some of the most)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 1800 M 0.137 0 (important questions in interpretation of the logic of collective action and then reports the results)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 1962 M 0.006 0 (of mail and telephone surveys of environmental organizations.)A ; LH savelevel1 restore pagesave restore (%%[ Page: 2 ]%%) = %%PageTrailer %%Page: 3 3 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4200 204 M 0.500 0 (1)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 792 504 M 0.013 0 (Introduction)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 818 M 0.058 0 (A New York Times/CBS national poll in 1992 found that 67 percent of adults agreed with the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1034 M 0.066 0 (statement \223Protecting the environment is so important that requirements and standards cannot be too)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1250 M -0.003 0 (high, and continuing improvements must be made regardless of cost.\224 The number of adults in the U.S.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1466 M 0.014 0 (is approximately 180 million, so 120 million \(give or take 5 percent sampling error\) would agree with)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1682 M 0.031 0 (that statement. Yet the vast majority of the 120 million are not members of any environmental interest)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1898 M 0.060 0 (groups. There are 189 nonoccupational membership organizations listed in the )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 3430 1898 M 0.111 0 (Encyclopedia of)A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 492 2114 M 0.154 0 (Associations)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 959 2114 M 0.029 0 ( with concerns of conservation, ecology, and the environment \(Daniels and Schwartz, 1993\).)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2330 M 0.056 0 (The largest and most well known of these are the Sierra Club \(500,000 members\), World Wildlife Fund)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2546 M 0.060 0 (\(800,000 members\), Friends of the Earth \(50,000\), Audubon Society \(600,000\), National Wildlife)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2762 M 0.043 0 (Federation \(6,200,000 which includes 2 million children in the Ranger Rick program\), Nature)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2978 M 0.008 0 (Conservancy \(588,000\) and Save America\222s Forests \(1,600,000\). Adding these large organizations)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3194 M 0.006 0 (together with many smaller ones, the total number of members would not exceed 15 million. That)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3410 M 0.033 0 (estimate of the total number of people who belong to environmental groups is without doubt on the high)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3626 M -0.029 0 (side, since many people belong to more than one organization and we have no way to prevent double-)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3842 M (counting.)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4058 M 0.020 0 (The fact that environmental organizations exist at all is, however, something of a puzzle. In)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4274 M 0.077 0 (1965, Mancur Olson published )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 1680 4274 M 0.119 0 (The Logic of Collective Action)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2808 4274 M -0.026 0 (, arguing that groups seeking to gather)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4490 M 0.073 0 (resources for collective effort will have a very difficult time recruiting members because people don\222t)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4706 M 0.076 0 (want to pitch in for a collective good from which they can benefit even if they do not contribute. Just as)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4922 M 0.074 0 (that thesis was receiving widespread acceptance in academia, the nation experienced an environmental)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5138 M 0.026 0 (movement and a substantial expansion in the number of people who belong to environmental interest)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5354 M 0.024 0 (groups. The growth of environmental and other citizens groups since Olson wrote seems to deny the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5570 M 0.035 0 (logic \(see Mitchell, 1979, p. 88\). The logic of collective action may help us to understand why so many)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5786 M 0.098 0 (people do not contribute, but, as Hardin argues, to explain the \223relatively small residual\224 of collective)A ; LH savelevel1 restore pagesave restore (%%[ Page: 3 ]%%) = %%PageTrailer %%Page: 4 4 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4200 204 M 0.500 0 (2)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M -0.020 0 (action, one may feel the need to go beyond the logic: \223one presumably would invoke such moral or)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.077 0 (psychological motives as altruism, guilt, or a sense of injustice at having to suffer collective bads in order)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.041 0 (to profit others\224 \(Hardin, 1982, p. 106; Schlozman and Tierney, 1986, p. 128\). One of the most)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.106 0 (important unanswered questions in the field concerns this small residual of collective action. How can it)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.063 0 (best be understood? Why are some supporters moved to donate, while other are not? What role do the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.041 0 (groups themselves play in shaping the perceptions of prospective donors?)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1800 M 0.129 0 (The thesis of this paper is that the logic of collective action, when properly interpreted, can help)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.102 0 (us to understand citizen participation in environmental organizations. The logic is helpful because it)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.102 0 (structures the exchange relationship between citizens and group recruiters. People are not typically)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.007 0 (moved to do library research and seek out a environmental group that most closely matches their)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.036 0 (interests. Instead, groups contact people, ask them to join, and when they do join, groups provide them)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.046 0 (with services and try to motivate them to rejoin.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3096 M 0.111 0 (This paper is organized as follows. First there is a review of the literature. Second, an Olsonian)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.076 0 (theory of group membership is presented and its implications for the recruiting process are explored.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.071 0 (Finally, the results of a survey of environmental interest groups are reported.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3960 M 0.070 0 (Literature Review)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4176 M 0.044 0 (According to the group theorists like Arthur Bentley \(1908\) and David Truman \(1951\), people)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.074 0 (are instinctively drawn into groups because they share collective interests. Olson \(1965\) hypothesized)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.144 0 (that, in a world of rational actors where the benefits of collective action are available to all, there will be)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.090 0 (a powerful incentive to free-ride, to \223let George do it.\224 Olson argued that people can be attracted into a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.030 0 (group effort under two circumstances. First, if a group offers a members-only benefit, a )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 3760 5040 M 0.249 0 (selective)A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 492 5256 M 0.209 0 (incentive)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 826 5256 M 0.080 0 (, people can be attracted. Salisbury \(1969\) offered a typology of selective incentives that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.099 0 (included material, solidary, and expressive benefits \(this will be discussed below\). Second, a person)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.039 0 (might also join if, by doing so, he or she can have a significant impact on the collective good. The)A ; LH savelevel1 restore pagesave restore (%%[ Page: 4 ]%%) = %%PageTrailer %%Page: 5 5 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4200 204 M 0.500 0 (3)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.028 0 (impact on the collective good, of course, must be so appealing to the prospective member that it)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.049 0 (outweighs the personal cost. Hardin \(1982\) offered the example of Howard Hughes, who purchased a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.041 0 (television station to show all-night western movies for the town of Las Vegas. For Hughes, the personal)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.052 0 (impact on the collective was large enough and it outweighed the personal cost.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1368 M 0.060 0 (Despite the theoretical elegance of the arguments of Olson and Salisbury, empirical problems in)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M -0.041 0 (applying the logic to group membership have made some scholars take a decidedly Trumanesque)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.079 0 (perspective. Studies of individuals who join groups have concluded that people join groups because they)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.079 0 (believe in their collective causes. Studies by Cigler and Hansen \(1983\), Mitchell \(1979\), Godwin and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.093 0 (Mitchell \(1982\), Rothenberg \(1992\), Hildreth \(1994\) and others cited in Cigler \(1991\) came to the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.033 0 (conclusion that members tend to be people who agree with the collective purpose of the group. In a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M -0.024 0 (study of aggregate data on group membership, Hansen \(1985\) advanced the thesis that group membership)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.091 0 (grows when there is a threat to the collective interest of prospective members. These and other studies)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.089 0 (have influenced serious students of interest groups. Walker, for example, argues on the basis of studies)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.095 0 (like these that \223collective benefits have a more potent attraction than Olson understood\224 \(1991, p. 85\).)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3528 M 0.068 0 (The majority of the membership studies cited in Cigler \(1991\) were based on data collected from)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.003 0 (the members of groups. By collecting data in that way, those studies committed a serious mistake in)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.130 0 (research design: it is not possible to discern the factors that separate joiners from nonjoiners by studying)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M -0.076 0 (members only. At best, one can find common traits among members which are )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 3435 4176 M 0.124 0 (necessary )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3822 4176 M 0.169 0 (conditions for)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M -0.050 0 (membership, but not )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 1273 4392 M 0.240 0 (sufficient )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1636 4392 M 0.164 0 (conditions)A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 2021 4392 M (.)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2044 4392 M 0.050 0 ( This logical problem arises in many areas of study, but for an)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.060 0 (excellent examination of it one might refer to Most and Starr\222s work on empirical methods of predicting)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.054 0 (the outbreak of war \(1982\). In the study of war, the problem is more difficult to address, because a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.103 0 (\223nonwar\224 is difficult to conceptualize and measure. In interest group studies, the solution is easier: a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.043 0 (sample must be drawn from the general eligible population in order to differentiate members and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M -0.207 0 (nonmembers.)A ; LH savelevel1 restore pagesave restore (%%[ Page: 5 ]%%) = %%PageTrailer %%Page: 6 6 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4200 204 M 0.500 0 (4)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 792 504 M 0.038 0 (Only a few studies have sought to avoid this particular problem. Cigler and Hansen \(1983\) and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M -0.023 0 (Hildreth \(1994\) surveyed members and nonmembers alike. Rothenberg \(1992\) used an ingenious)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.041 0 (econometric approach to combine data from surveys of the general population \(representing)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M -0.037 0 (nonmembers\) with surveys of Common Cause members. In these studies, the authors conclude that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.092 0 (concern for the interest of the collective is a significant discriminator between members and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.057 0 (nonmembers. Taken at face value, those studies support the claim that people join groups because they)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.048 0 (believe in collective goods. On the empirical side of the ledger, however, I hasten to point out that none)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.108 0 (of these studies show that a personal interest in the fate of the collective is enough to motivate a person)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.077 0 (to join. If people who hold collective orientations are somehow selectively exposed to the stimuli that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.096 0 (attract people into membership, or if those people possess other precipitating traits, then they are more)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.107 0 (likely to join groups and the data would reveal a spurious correlation between collective interests and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.060 0 (group membership. In the next section of this paper, this logic will be explored and integrated into the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M -0.045 0 (Olsonian framework)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3312 M 0.109 0 (The gap between attitudes and behavior has been explored in considerable depth in studies of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.030 0 (environmentalism and conservation behaviors. Many studies have examined the relationship between)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.088 0 (environmental attitudes and gender, ideology, political party identification, age, social class, education,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.058 0 (and a variety of variables \(Howell and Laska, 1992; Stern, Deitz, Kalof, 1993; Dunlap and Van Liere,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.088 0 (1978; Van Liere and Dunlap, 1980\). These studies have found rising overall levels of concern for the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.080 0 (environment, but have not found a solid set of variables that correlate with environmental attitudes.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.040 0 (Perhaps more troublesome, these studies have found that widespread support for pro-environmental)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.014 0 (attitudes is not accompanied by pro-environmental behavior; a relatively small number of people with)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.084 0 (strong collective concerns follow though on those attitudes by taking individual action. Scott and Willits)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.065 0 (observed that two decades of studies have found that \223although people express a relatively high level of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.011 0 (concern about the environment, they engage in few environmentally oriented behaviors.\224 \(1994, p. 240.\).)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.015 0 (They found the same in a survey of Pennsylvania residents. Citing the breadth of methodologies, they)A ; LH savelevel1 restore pagesave restore (%%[ Page: 6 ]%%) = %%PageTrailer %%Page: 7 7 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4200 204 M 0.500 0 (5)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.076 0 (emphasized that there is \223a real disparity between words and deeds\224 \(p. 255\), not simply an artifact of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.062 0 (question wording or measurement error. Studies have just recently turned an examination of the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.042 0 (intervening, or \223moderating\224 variables that cause some people with strong environmental attitudes to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.082 0 (follow through on those attitudes in their behavior \(Berger and Corbin, 1992\).)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1584 M -0.016 0 (The Olsonian Argument)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1800 M 0.117 0 (This section offers a formalization of the logic of collective action. It offers a discrete choice)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.055 0 (model: when asked, individuals choose whether or not to contribute a fixed amount. This assumption)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.059 0 (begets a clearer and simpler formalization of the logic than the more familiar methods that use calculus)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.094 0 (\(e.g., Olson, \(1965\); Moe \(1980a\), and Sandler \(1992\)\). The model presented here can be interpreted as)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.102 0 (a specific case that results from the application of the Kuhn-Tucker conditions to a problem of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.072 0 (constrained optimization, as in Moe \(1980a, p. 611\).)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3096 M 0.086 0 (The decision to donate is viewed from an individual\222s perspective. Suppose that the individual\222s)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.064 0 (benefit from a collective good is described by a function )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 2596 3312 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2652 3312 M 0.171 0 (\(.\). This represents the desirability of the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.098 0 (collective good in the opinion of the individual who is deciding whether to contribute. The benefit)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.064 0 (depends on the contributions of group members, which will be inserted in the parentheses. If the person)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.079 0 (we are considering, named \223i\224 for convenience, chooses to donate, then his/her valuation of the collective)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M -0.020 0 (good achieved is )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 1133 4176 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1189 4176 M 0.120 0 (\(others' contributions + i\222s contribution\). On the other hand, if person i does not)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.115 0 (contribute, then the value is )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 1538 4392 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1594 4392 M 0.066 0 (\(others' contributions\). Please note that this makes no assumptions about)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.102 0 (whether a person is self-interested or altruistic. If someone is very altruistic, then the pleasure of other)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.049 0 (people will count heavily and )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 1605 4824 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1661 4824 M 0.101 0 (\(.\) will be large.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 5040 M 0.068 0 (A donor receives the collective good plus the selective incentive )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 3188 5040 M (S)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3234 5040 M 0.162 0 ( in return for a contribution of)A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 492 5256 M -0.364 0 (C)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 553 5256 M 0.087 0 (. Next, evaluate the decision from i\222s point of view. The total benefit from contributing is:)A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 792 5472 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 848 5472 M 0.180 0 (\(others\222 contributions + i\222s contribution\) + )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 2442 5472 M (S)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2488 5472 M -0.545 0 ( - )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 2563 5472 M -0.364 0 (C)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2624 5472 M ( .)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.108 0 (The total benefit from not donating is)A ; LH savelevel1 restore pagesave restore (%%[ Page: 7 ]%%) = %%PageTrailer %%Page: 8 8 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4200 204 M 0.500 0 (6)A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F2) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F2_92) cvn F2 92 xF F2_92 Ji 792 504 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 848 504 M 0.110 0 (\(others' contributions\) .)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.119 0 (Actor i will choose to contribute only if the total benefit from donating is greater than the total benefit)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.100 0 (from not donating. That is, i will "pitch in" only if)A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 492 1152 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 548 1152 M 0.137 0 (\(others' contributions + i\222s contribution\) + )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 2126 1152 M (S)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2172 1152 M -0.545 0 ( - )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 2247 1152 M -0.364 0 (C)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2308 1152 M 0.028 0 ( > )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 2429 1152 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2485 1152 M 0.114 0 (\(others' contributions\).)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.141 0 (This is easily seen to be)A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 492 1607 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 548 1607 M 0.141 0 (\(others' contributions + i\222s contribution\) )A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_117) cvn F0 117 xF F0_117 Ji 2051 1585 M 0.039 0 (-)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2090 1607 M ( )S ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 2113 1607 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2169 1607 M 0.110 0 (\(others' contributions\) + )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 3081 1607 M (S)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3127 1607 M 0.028 0 ( > )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 3248 1607 M -0.364 0 (C)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1858 M 0.101 0 (To make the interpretation a bit easier, rename the change in the collective benefits due to i\222s)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2080 M 0.161 0 (contribution as )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Symbol (F6) cvn 1.000 (Symbol,Italic) cvn /Type1 F (Symbol) cvn mF (F6I) cvn (Symbol,Italic) cvn /Type1 F6 0.213 mIF (F6I_92) cvn F6I 92 xF F6I_92 Ji 1067 2070 M -0.304 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 1123 2080 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1179 2080 M 0.424 0 (:)A ; : 0 0 4883 6391 rc 0 0 0 sco F6I_92 Ji 492 2296 M -0.304 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 548 2306 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 604 2306 M 0.056 0 (= )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 679 2306 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 735 2306 M 0.098 0 (\(others' contributions + i\222s contribution\) - )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 2290 2306 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2346 2306 M 0.114 0 (\(others' contributions\).)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2532 M 0.072 0 (This is simply a relabeling, but it has some conceptual significance. )A ; : 0 0 4883 6391 rc 0 0 0 sco F6I_92 Ji 3032 2522 M -0.304 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 3088 2532 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3144 2532 M 0.122 0 ( represents the impact of i\222s)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2752 M 0.097 0 (contribution on the value \(to him/her\) of the collective good. The condition for the individual to donate,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2968 M 0.152 0 (then, is)A ; : 0 0 4883 6391 rc 0 0 0 sco F6I_92 Ji 492 3180 M -0.304 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 548 3190 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 604 3190 M 0.056 0 (+ )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 679 3190 M (S)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 725 3190 M 0.037 0 ( > )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 823 3190 M -0.121 0 (C .)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3410 M 0.043 0 (A person will make a contribution only when the personal cost is exceeded by the sum of selective)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3626 M 0.086 0 (incentives and the change in the personal valuation of the collective good that results from the person\222s)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3842 M 0.170 0 (contribution.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4058 M 0.072 0 (Using this model, some definitions and interpretations can be offered. Following Hardin \(1982\),)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4280 M 0.106 0 (a \223collective action problem\224 is said to exist if two conditions are met. First, )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3355 4280 M ( )S ; : 0 0 4883 6391 rc 0 0 0 sco (F6_92) cvn F6 92 xF F6_92 Ji 3378 4270 M -0.304 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 3434 4280 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3490 4280 M 0.037 0 ( < )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 3588 4280 M -0.364 0 (C)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3649 4280 M 0.120 0 (. Without selective)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4500 M 0.135 0 (incentives, no one "pitches in". Second, for all people it is true that )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 3007 4500 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3063 4500 M 0.070 0 (\(all people donate\) - )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 3831 4500 M -0.364 0 (C)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3892 4500 M 0.037 0 ( > )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 3990 4500 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 4046 4500 M 0.074 0 (\(no one)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4722 M 0.119 0 (donates\). )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 874 4722 M 0.052 0 (The outcome which results when everyone acts as if )A ; : 0 0 4883 6391 rc 0 0 0 sco F6I_92 Ji 2821 4712 M -0.304 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 2877 4722 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2933 4722 M 0.037 0 ( < )A ; : 0 0 4883 6391 rc 0 0 0 sco F2_92 Ji 3031 4722 M -0.364 0 (C)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3092 4722 M 0.116 0 ( is Pareto inefficient: everyone)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4942 M 0.064 0 (would be happier if everyone donated than if no one donated.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 5158 M 0.038 0 (If an interest group organizer wants to raise money and attract followers, the obstacle imposed by)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5374 M 0.007 0 (the logic must somehow be overcome. In some situations, it may be possible to restructure perceptions)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5590 M 0.104 0 (so that people feel their contributions are vital to a collective enterprise. In doing so, a leader endeavors)A ; LH savelevel1 restore pagesave restore (%%[ Page: 8 ]%%) = %%PageTrailer %%Page: 9 9 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4200 204 M 0.500 0 (7)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 510 M -0.231 0 (to make )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Symbol (F3) cvn 1.000 (Symbol,Italic) cvn /Type1 F (Symbol) cvn mF (F3I) cvn (Symbol,Italic) cvn /Type1 F3 0.213 mIF (F3I_92) cvn F3I 92 xF F3I_92 Ji 807 500 M -0.304 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F6) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F6_92) cvn F6 92 xF F6_92 Ji 863 510 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 919 510 M 0.156 0 ( is so large that it will exceed the cost. This is called \223political efficacy\224 \(see Moe)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 730 M 0.005 0 (\(1980a,b\).\) In many cases, however, organizations are hard pressed to convince autonomous individuals)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 946 M 0.058 0 (that their contributions are making a big difference. In those situations, contributions must be motivated)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1162 M 0.036 0 (by enhancing selective incentives \()A ; : 0 0 4883 6391 rc 0 0 0 sco F6_92 Ji 1781 1162 M (S)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1827 1162 M 0.090 0 (\) and reducing costs \()A ; : 0 0 4883 6391 rc 0 0 0 sco F6_92 Ji 2621 1162 M -0.364 0 (C)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2682 1162 M 0.096 0 (\). Salisbury \(1969\) brought to the forefront)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1378 M 0.068 0 (the three-fold typology of selective incentives, which includes 1\) material benefits \(tangible rewards such)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1594 M 0.110 0 (as insurance, magazines, entertainment, etc.\), 2\) solidary benefits \(social benefits of participation as a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1810 M 0.058 0 (member or the avoidance of social punishment\) and 3\) expressive benefits \(individual rewards of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2026 M 0.055 0 ("speaking out" or donating to a cause with which one agrees\). He used the term \223expressive\224 in place of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2242 M 0.077 0 (the term \223purposive\224 that had been introduced by Clark and Wilson \(1961\) and in the ensuing literature)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2458 M 0.031 0 (the two terms have, unfortunately, been used interchangeably. Clark and Wilson used the term purposive)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2674 M 0.067 0 (to imply that people can derive personal satisfaction from having other people espouse a collective)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2890 M 0.112 0 (interest with which they agree. Since that benefit is a purely collective one, and thus falls into the trap)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3106 M 0.079 0 (that caught the traditional group theory, Salisbury chose to redefine it as an expressive benefit, something)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3322 M -0.016 0 (that is personally consumed through membership.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3538 M 0.052 0 (The model has a number of implications for our understanding of the challenges experienced by)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3754 M 0.081 0 (interest groups. First, altruism is not a solution to the collective action problem. Even if a group could)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3970 M 0.086 0 (persuade prospective donors to place a high value on the fate of others, it would not necessarily solve the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4186 M 0.086 0 (collective action problem. Olson emphasized self-interest in his first chapters, but the logic of collective)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4402 M 0.104 0 (action applies to people who are either altruistic or self-interested. Even if a person put an extremely)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4618 M -0.034 0 (high value on the well being of the community, the )A ; : 0 0 4883 6391 rc 0 0 0 sco F6_92 Ji 2394 4618 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2450 4618 M 0.063 0 ( term, it might still be that he/she would not)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4834 M 0.145 0 (contribute because )A ; : 0 0 4883 6391 rc 0 0 0 sco (F3_100) cvn F3 100 xF F3_100 Ji 1213 4814 M -0.200 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Bookman-LightItalic (F9) cvn 0.880 (Bookman-LightItalic) cvn /Type1 T (Bookman-LightItalic) cvn mF (F9_100) cvn F9 100 xF F9_100 Ji 1274 4828 M -8.000 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1355 4834 M 0.099 0 ( might be infinitesimal. The critical variable is individual efficacy, the ability to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5050 M 0.057 0 (elevate )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_100 Ji 784 5031 M -0.200 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco F9_100 Ji 845 5044 M -8.000 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 926 5050 M 0.095 0 (, the perceived difference in the collective good that results from an individual\222s)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5266 M 0.063 0 (participation. Within the Olsonian framework, even highly altruistic people are likely to free-ride when)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5482 M 0.035 0 (individual contributions have a minor impact on the collective good.)A ; LH savelevel1 restore pagesave restore (%%[ Page: 9 ]%%) = %%PageTrailer %%Page: 10 10 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4200 204 M 0.500 0 (8)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 792 504 M 0.035 0 (Second, and closely related, the impact of threats against a disorganized group have only an)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.040 0 (indirect impact on group membership recruitment. Several studies have claimed that threats cause)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.006 0 (membership to grow \(Hansen, 1985; Walker, 1991\). Although empirical research might lead us to doubt)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.005 0 (this argument \(Brown, 1998\), it has an equally important logical weakness. Logically speaking, the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M -0.013 0 (existence of a threat--other things equal--should have no impact on group membership. The threat has)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M -0.022 0 (the effect of making )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 1258 1584 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1314 1584 M 0.009 0 ( larger, given the participation of a certain number of members. It does not change)A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Symbol (F5) cvn 1.010 (Symbol) cvn /Type1 F (Symbol) cvn mF (F5_100) cvn F5 100 xF F5_100 Ji 500 1781 M -0.200 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Bookman-LightItalic (F7) cvn 0.880 (Bookman-LightItalic) cvn /Type1 T (Bookman-LightItalic) cvn mF (F7_100) cvn F7 100 xF F7_100 Ji 561 1794 M -8.000 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 642 1800 M 0.084 0 (, however, and thus the threat should not directly affect the individual calculus of membership. This)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.052 0 (is the same logical mistake that Truman and the group theorists made. Unless the threat also does)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.075 0 (something to enhance selective benefits or individual efficacy, the threat cannot be a meaningful part of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.051 0 (the explanation for group membership patterns. The Olsonian framework would lead us to believe that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.074 0 (the observed correlation between threats and group mobilization is due to intervening variables. The)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.046 0 (threat may create conditions under which group leaders can market new kinds of benefits. Publicity)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.049 0 (about a threat may bring a group to the attention of people who would have donated in the past if they)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M -0.029 0 (had known about the group.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3528 M 0.042 0 (Third, the key in understanding membership patterns is often to be found in the way that group)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M -0.011 0 (organizers market expressive benefits to potential members. In the environmental arena, at a given time,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.101 0 (only a small fraction of the people who support a group\222s policies will feel a sense of personal)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.053 0 (satisfaction and choose to contribute when asked to do so. If joining a group is somehow fun or)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.086 0 (interesting, or if it fulfills some mild sense of personal obligation, then a person may join a group if the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.050 0 (costs are minimal. We do not, at the present time, have much information about the factors that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.115 0 (differentiate supporters who join and those who free-ride. To build a better theory, perhaps we should)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.118 0 (explore Aldrich\222s notion that the interesting questions lie in the way benefits are defined in the mind of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.086 0 (the potential group member and that political entrepreneurs play a significant role in shaping those)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.087 0 (perceptions \(1993\). Hildreth, for example, found that different members had significantly different)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.101 0 (understandings of group activities and therefore perceived the expressive benefits differently \(1994\).)A ; LH savelevel1 restore pagesave restore (%%[ Page: 10 ]%%) = %%PageTrailer %%Page: 11 11 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4200 204 M 0.500 0 (9)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 792 504 M 0.081 0 (A more careful examination of expressive benefits fits tightly within the research agenda that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.038 0 (Mancur Olson laid out. Some, like Rothenberg, have claimed that Olson was interested only in \223the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.077 0 (economic returns of participation,\224 \(1991, p. 138\) implying that the study of expressive benefits lies)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.059 0 (outside Olson\222s framework. However, Olson\222s original definition of selective incentive was not so)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.048 0 (narrow: \223A positive inducement is defined to be any reward that leaves an individual who pays his)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.092 0 (allocated share of the cost of a collective good and receives the reward, on a higher indifference curve)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.069 0 (than he would have been had he borne none of the cost of the collective good and lost the reward\224 \(1965,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.048 0 (p. 51, fn. 72\). Olson claimed that, \223Logically, the theory can cover all types of lobbies,\224 \(p. 159\),)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.082 0 (although he felt that some groups that operated mainly on the basis of nonrational or irrational behavior)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.047 0 (might not be well illuminated by the theory. Whether the theory helps us to understand the broad variety)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.105 0 (of groups is, as Olson stressed, not a theoretical question, but an empirical one.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2880 M 0.056 0 (Fourth, the value of the collective good, or more importantly the value that a person attaches to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M -0.013 0 (changing the collective good, )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Symbol (F3) cvn 1.010 (Symbol) cvn /Type1 F (Symbol) cvn mF (F3_100) cvn F3 100 xF F3_100 Ji 1606 3076 M -0.200 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Bookman-LightItalic (F5) cvn 0.880 (Bookman-LightItalic) cvn /Type1 T (Bookman-LightItalic) cvn mF (F5_100) cvn F5 100 xF F5_100 Ji 1667 3090 M -8.000 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1748 3096 M 0.106 0 (, is not necessarily related to the expressive benefits that they obtain by)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M -0.005 0 (joining. In many environmental groups, the collective benefit, )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F7) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F7_92) cvn F7 92 xF F7_92 Ji 2817 3312 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2873 3312 M 0.065 0 (, includes socially oriented lobbying and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.038 0 (advocacy activities carried on by group staff. The term )A ; : 0 0 4883 6391 rc 0 0 0 sco F7_92 Ji 2556 3528 M (S)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2602 3528 M 0.126 0 ( refers simply to the personal satisfaction the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.021 0 (person feels from sending in money or participating in other ways. It is quite wrong to link the two, as)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.053 0 (some authors have done. Walker did not appreciate the distinction, arguing \223one should ask under what)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.015 0 (conditions individual will join groups in order to advance purposive--which is to say collective--goals\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.090 0 (\(Walker, 1991, p. 47\). Following Berry\222s definition which holds that purposive benefits \223are associated)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.061 0 (with pursuit of ideological or issue-oriented goals that offer no tangible rewards to members\224 \(Berry,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.060 0 (1989, p. 47\), Walker operationalized the purposive benefits as the existence of group advocacy and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.083 0 (political programs. As a matter of definition this is unsatisfactory. The methods that groups use to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.065 0 (encourage people to feel an expressive benefit need to be examined and those methods are not)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.134 0 (necessarily related to the collective benefits that group leaders in fact provide. The selective benefit that)A ; LH savelevel1 restore pagesave restore (%%[ Page: 11 ]%%) = %%PageTrailer %%Page: 12 12 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (10)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.090 0 (I call an expressive benefit, following Salisbury \(1969\) is a sense of personal satisfaction that comes)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M -0.057 0 (from donating, )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 1061 720 M 0.136 0 (even if the donation in fact has no impact on the collective interest of the group)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3993 720 M (.)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 936 M 0.072 0 (Walker argued, anticipating this argument, that treating expressive benefits as a matter of the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.033 0 (individual\222s response to group solicitation would do damage by creating a tautology \(1991, p. 47\).)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.037 0 (Walker cites Knoke \(1990, p. 43\), whose argument is that subsuming the emotional satisfaction of self-)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.056 0 (expression under the heading of expressive benefits would hopelessly broaden the theory and make it)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.056 0 (\223useless.\224 The challenge, then, is to develop a useful theory to help us understand why some people who)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.030 0 (agree with a collective cause are moved by organizational appeals to donate and others are not. One very)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.053 0 (meaningful and interesting proposition, for example, is Salisbury\222s claim that groups based on expressive)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.129 0 (benefits are less stable than groups which also offer other kinds of benefits. Another proposition is that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.036 0 (personal income will play a significant factor in individual decisionmaking. Twenty-dollars is more dear)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.056 0 (to a poor than a wealthy person, and thus the wealthy are more likely to join, other things equal. A whole)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.068 0 (host of demographic factors, in fact, can be used by an interest group when targeting recruiting efforts.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3528 M 0.086 0 (Data, and Methods)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3744 M 0.048 0 (The theme that I would like to advance is that recruiting efforts of environmental groups are a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.077 0 (critical part of the explanation of group membership patterns. It is not enough to simply refer to altruistic)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.031 0 (motivations of donors or extrarational motivations. Instead, membership patterns depend vitally on the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.025 0 (recruitment activities of groups. Recruitment activity makes people aware of a package of costs and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.054 0 (benefits; it presents them with a choice. And after they have joined, groups strive to re-enlist members.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.042 0 (The data collected about environmental group recruitment goes a long way toward establishing the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.081 0 (proposition that group recruitment strategies do matter.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 5256 M 0.038 0 (After informal telephone conversations with employees of a number of interest groups, a mail)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.098 0 (questionnaire was designed. The questionnaire includes a mixture of open ended and fill in the blank)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.075 0 (questions that attempt to elicit information about how a group is organized to recruit and maintain)A ; LH savelevel1 restore pagesave restore (%%[ Page: 12 ]%%) = %%PageTrailer %%Page: 13 13 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (11)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M -0.120 0 (membership. From the )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 1371 504 M 0.126 0 (Encyclopedia of Associations)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2458 504 M 0.068 0 (, the names of 189 groups were that were classified)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.040 0 (as having interests in ecology, the environment, or conservation were collected. A cover sheet describing)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.078 0 (the general purpose of the study, along with an assurance of confidentiality, was sent to each group in the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.081 0 (list. After the first wave of answers was received, the groups who did not respond were contacted on the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.059 0 (telephone and invited to do so. Additional copies of the survey were mailed out.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1584 M 0.016 0 (A total of 73 groups sent the survey back, but 12 of them did not provide answers to more than)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.061 0 (one or two questions. There was one piece of anti-academic hate mail and several group leaders said)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.011 0 (they did not have time to answer the questions or that they did not think they were a membership group)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.085 0 (in the sense that the questions implied. Excluding those from consideration, there are 61 valid and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.064 0 (relatively complete surveys. Some questions were left blank, apparently the result of the fact that the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.091 0 (numbers for which we asked were either not easily accessible or were considered confidential.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2880 M 0.086 0 (Some initial observations about the data collected were presented at the 1994 meetings of the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.095 0 (Midwest Political Science Association. A number of interesting questions arose and a series of follow-)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.089 0 (up interviews were conducted to obtain additional information about the answers in the mail)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.168 0 (questionnaires.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3960 M 0.151 0 (Results)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4392 M 0.128 0 (1. Profile of respondents.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4608 M 0.105 0 (Almost all respondents requested that their confidentiality be protected, so I cannot provide a list)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M -0.001 0 (of respondents. However, I can provide some information about the groups who answered. The sample)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.115 0 (includes groups of many different sorts. There are groups interested in particular species who feature the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.043 0 (name of their animal in the title of their group. There are also broader, multi-animal groups with more)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.118 0 (general titles. There are groups interested in protecting inanimate objects like soil, rivers, oceans, and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.135 0 (lakes. There are also groups that are interested in protecting forests, trees and plants.)A ; LH savelevel1 restore pagesave restore (%%[ Page: 13 ]%%) = %%PageTrailer %%Page: 14 14 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (12)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 792 504 M -0.013 0 (The average number of members per group is 48,712, but this is based on a badly skewed)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.045 0 (distribution. Most of the groups that answered are small. Thirty-eight of the groups--about 70 percent of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M -0.059 0 (respondents-- have less than 25,000 members. There are eleven medium sized groups of membership)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M -0.017 0 (from 25,001 to 100,000. There are six large groups with more than 100,000 members, two of them have)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.042 0 (more than 500,000. There is no way to know if these groups are representative of all environmental)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.108 0 (interest groups.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1800 M 0.156 0 (2. What benefits are offered?)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2016 M 0.066 0 (The goal of the group recruitment process is to convince people that the benefits of membership)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.033 0 (exceed the costs. The costs of the groups who answered the survey are uniformly moderate. The average)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.060 0 (dues rate is $23.50. That is less than an annual subscription to many popular magazines.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2664 M 0.030 0 (In return for their payment, what are members offered? The survey included a laundry list of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.088 0 (possibilities. The responses are included in Table 1. In the category of material benefits, most striking is)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.052 0 (the fact that fifty-eight of sixty-one groups provide a periodical publication as a part of their membership)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.049 0 (package. Three-quarters of all groups offer access to group-oriented items such as t-shirts. More than)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.083 0 (one-fourth provide access to a discount credit-card. One third of the groups offer access to wilderness)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.049 0 (outings, which might be classified either as a material or a solidary benefit. A number of groups)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.081 0 (volunteered that they offered other kinds of benefits, such as affinity long-distance telephone service or a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.016 0 (special frequent flyer program. Thirteen of fifty-eight groups offer a premium for first time members,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M -0.054 0 (such as a calendar, book, mug, totebag, fannypack, backpack, book or t-shirt.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4608 M 0.007 0 (Some members no doubt experience \(an unmeasured\) element of expressive satisfaction simply)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M -0.004 0 (due to membership. On the measurable side, more than one-third of the groups organize grassroots)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.035 0 (political campaigns and offer members the opportunity to participate. Interestingly, only one-fifth of the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.060 0 (groups offer members a chance to participate in political strategizing or in meetings about the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.063 0 (organizational future of the group. On the basis of this fact, one might doubt that Rothenberg\222s)A ; LH savelevel1 restore pagesave restore (%%[ Page: 14 ]%%) = %%PageTrailer %%Page: 15 15 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (13)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.043 0 (observations about citizen participation in Common Cause \(1992\) will generalize to the environmental)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.137 0 (arena.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 936 M 0.063 0 (A number of groups volunteered in the open-ended section of the questionnaire that another)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.039 0 (benefit of membership is the opportunity to participate in an adopt-a-animal program. These benefits)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.120 0 (appeal to the individual\222s inclination to provide a collective good for the benefit of all people. The)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.083 0 (International Wildlife Coalition, for example, administers the Whale Adoption Project. The IWC keeps)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.026 0 (records on Whales and assigns them names. People can adopt a whale in the wild by choosing its name)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.043 0 (from a list. It then becomes \223their whale.\224 A person who adopts a whale receives a personalized whale)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.078 0 (adoption certificate, a photo of the whale, a four-color migration map, a decal, and a subscription to)A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 492 2448 M -0.085 0 (Whalewatch)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 946 2448 M 0.005 0 (, an IWC newsletter. Adopt-a-animal programs fit within the Olsonian perspective because)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.031 0 (they make a person believe that their personal impact, )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Symbol (F5) cvn 1.010 (Symbol) cvn /Type1 F (Symbol) cvn mF (F5_100) cvn F5 100 xF F5_100 Ji 2510 2645 M -0.200 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Bookman-LightItalic (F7) cvn 0.880 (Bookman-LightItalic) cvn /Type1 T (Bookman-LightItalic) cvn mF (F7_100) cvn F7 100 xF F7_100 Ji 2571 2658 M -8.000 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2652 2664 M 0.114 0 (, is significant. The fact that the same whale is)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.074 0 (adopted by several, perhaps thousands, of others is obscured in the direct mail package. The donor is)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.066 0 (made to feel that his donation is providing for the welfare of one whale \(even though the direct mail)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.066 0 (literature clearly explains that the money is being used to support marine research and other IWC)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.140 0 (activities\) and the cost is less than $20.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3744 M 0.094 0 (How important are these benefits to the people who join? Future studies will have to investigate)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.033 0 (that question. For the time being, we have to rely on the judgments of the group leaders. The survey put)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.033 0 (the following question to the group leaders: \223Do you feel that members expect something tangible in)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.140 0 (return for their contributions?\224 Without introducing jargon that respondents would not understand, that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M -0.011 0 (is as close as I could get to asking \223do members demand selective incentives?\224 Forty of the group)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.098 0 (respondents, representing 73% of those who answered the question, said \223Yes.\224 The division of the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.059 0 (sample on that question, I believe, represents a broader philosophical/methodological disagreement that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.028 0 (divides activists within the environmental arena. Some groups regard recruitment in a way that Olson)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.076 0 (would prescribe, finding ways to contact and recruit people. People are offered a magazine subscription)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.069 0 (or other benefits in return for their membership. Other group leaders, who tend to be volunteers, have a)A ; LH savelevel1 restore pagesave restore (%%[ Page: 15 ]%%) = %%PageTrailer %%Page: 16 16 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (14)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M -0.026 0 (\223movement\224 mentality and they deride the larger groups whose managers seek to be more professional)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.070 0 (and businesslike. This is one of the major themes of Donald Snow\222s )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 3047 720 M 0.120 0 (Inside the Environmental)A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 492 936 M 0.121 0 (Movement: Meeting the Leadership Challenge)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2209 936 M -0.038 0 ( \(1991\), a study of group management sponsored by The)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.012 0 (Conservation Fund.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1368 M -0.061 0 (3. How do groups contact members?)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1584 M -0.009 0 (Groups were asked about a variety of methods with which they \223make people aware of the group)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.019 0 (and encourage them to join\224. In particular, did they contact potential members through the mass media)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.045 0 (\(apart from organizational newsletters and publications\), door-to-door canvassing, direct mail)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.059 0 (advertising, activities coordinated with commercial enterprises, and on-line computer networks \(either of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.098 0 (the general sort, such as )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 1399 2448 M 0.009 0 (Compuserve)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1859 2448 M -0.010 0 (, or more narrowly, the )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 2730 2448 M 0.086 0 (Econet)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2986 2448 M 0.081 0 (\)? The percentages who responded)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.107 0 (favorably to these questions are as follows:)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2978 M 0.001 0 ( Count)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2292 2978 M 0.057 0 (Percentage of Respondents )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3492 2978 M -0.212 0 ( N)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3086 M ( )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3086 M 0.072 0 (Mass Media )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2292 3086 M (37 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2892 3086 M ( 61 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3792 3086 M (61)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3194 M ( )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3194 M -0.102 0 (Door-to Door )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1392 3194 M ( )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2292 3194 M (0 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2892 3194 M ( 0.0)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3792 3194 M (61)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3302 M 0.209 0 (Direct Mail)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2292 3302 M (32 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2892 3302 M ( 53 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3792 3302 M (60)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3410 M ( )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3410 M -0.007 0 (Coordinated w/commercial)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2292 3410 M (26 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2892 3410 M ( 44)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3792 3410 M (59)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3518 M -0.093 0 (On-line Computer networks)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2292 3518 M (19 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2892 3518 M ( 33)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3792 3518 M (58)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3842 M 0.028 0 (The most widely used method of contacting people is the mass media, but this should be)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4058 M 0.044 0 (interpreted with some care. Follow-up questions asked if the groups were )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 3242 4058 M 0.096 0 (buying)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3493 4058 M 0.057 0 ( time on television or in)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4274 M 0.046 0 (print media. Only one group reported that they had bought TV time and 13 had advertised in the print)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4490 M 0.013 0 (media. Hence, although 35 groups indicated they used the mass media, a large portion of those groups)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4706 M 0.026 0 (were attempting to use free media, i.e., public service announcements or coverage in the news. Several)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4922 M -0.024 0 (group respondents have informed me that, at some times in the past, they have advertised for members by)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5138 M 0.041 0 (purchasing time/space in the mass media, but that those efforts were deemed too expensive.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 5354 M -0.051 0 (The survey found no groups who use door-to-door canvassing as a way of recruiting members.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5570 M 0.016 0 (From personal experience, many people will know that there is at least one group that goes door-to-door.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5786 M 0.118 0 (The survey results indicate that approach is not in widespread use.)A ; LH savelevel1 restore pagesave restore (%%[ Page: 16 ]%%) = %%PageTrailer %%Page: 17 17 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (15)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 792 504 M 0.024 0 (The survey found more than one-third of the groups use an online computer network. The rapid)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.055 0 (development of the World Wide Web has outdated these results, however. At the time that the survey)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.048 0 (was conducted, the groups who responded affirmatively were mainly referring to bulletin boards for)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M -0.037 0 (active group members. In the time since the survey first went out, a myriad of WWW pages have)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.041 0 (appeared. People who wander in the Web can find information and recruitment-oriented homepages for)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.083 0 (groups like Audubon, Sierra Club, National Resources Defense Council, International Wildlife Coalition,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.101 0 (Save the Manatee Club, Defenders of Wildlife, and others. These Web pages were created after the mail)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.078 0 (survey started. One indication of the rapid pace of development is that one respondent returned the mail)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M -0.001 0 (survey in April, 1995, indicating that the group did not communicate with prospective members through)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.031 0 (the internet. In July, 1995, I spoke to that person on the phone and they were surprised that I had not yet)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.070 0 (visited their Web page.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2880 M 0.095 0 (Direct mail efforts are at the forefront of recruitment activities for many groups. More than half)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.031 0 (of the groups who responded use direct mail advertising. Larger organizations are significantly more)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.087 0 (likely to use direct mail advertising, possibly due to the fact that the price per piece of mail declines with)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.062 0 (the size of the mailing list.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1992 3744 M 0.067 0 (Group Size \(in thousands\))A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1992 3960 M -0.327 0 (0-4.9)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2592 3960 M -0.273 0 (5-24.9)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3192 3960 M -0.182 0 (25.0-99.9)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3792 3960 M -0.273 0 (100.0-)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M -0.025 0 (Do your organization use)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4284 M 0.047 0 (direct mail advertising)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1692 4284 M -0.424 0 (NO)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1992 4284 M 0.121 0 (56%)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2592 4284 M 0.073 0 (33.3%)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3192 4284 M 0.073 0 (45.5%)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3792 4284 M 0.073 0 (14.3%)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.186 0 (to contact potential)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4500 M -0.265 0 (members?)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1692 4500 M -0.020 0 (Yes)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1992 4500 M 0.121 0 (44%)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2592 4500 M 0.073 0 (66.7%)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3192 4500 M 0.073 0 (54.5%)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3792 4500 M 0.073 0 (85.7%)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1392 4608 M 0.023 0 (Column Total)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1992 4608 M (25)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2592 4608 M (12)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3192 4608 M (11)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3792 4608 M (7)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4932 M -0.002 0 (Only among the smallest groups do we not find a majority of groups using direct mail advertising. Six of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5148 M 0.051 0 (the seven largest organizations use direct mail.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 5364 M 0.067 0 (For the groups that use direct mail, two very interesting pieces of information are available.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5580 M -0.025 0 (Groups were asked how many nonmembers they contact each year and what percentage of those)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5796 M 0.021 0 (contacted respond by contributing to the group. Groups are sending out massive numbers of)A ; LH savelevel1 restore pagesave restore (%%[ Page: 17 ]%%) = %%PageTrailer %%Page: 18 18 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (16)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.011 0 (advertisements. The sheer magnitude of the direct mail process is staggering. In total, the twenty-eight)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.047 0 (groups who reported their direct mail activities contacted 17,370,000 nonmembers. The unweighted)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.005 0 (average of the number of pieces of direct mail sent per current member is 8.7. Especially among small)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.003 0 (groups, there are gross variations, with some sending more than 20 pieces of mail per member while)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.114 0 (others send significantly less than 10 percent.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1584 M 0.031 0 (Since at least 70% of the members of the general public are sympathetic to environmental ideas, I)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.068 0 (had expected decent response rates. In fact, the average of the response rates is 3.13%, which seems low)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.117 0 (to the uninitiated but is higher than the 1-2 percent rates frequently cited in the literature \(Godwin, 1988;)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.016 0 (Shaiko, 1993\). The number in this study on the high side because there are a few small groups--ones that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.024 0 (send out a small number of pieces of mail--who report double-digit return rates. There are nine groups)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M -0.002 0 (with more than 25,000 members who were willing to report their response rates. Among them, the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.015 0 (average is 2.3%. The average response rate among the largest groups \(three groups with more than)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.044 0 (100,000 members\) is 1.7. Some groups refused to reveal their response rates, citing proprietary rights)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.027 0 (and magazine advertizing policy, so these estimates of response rates are not based on the large sample)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M -0.029 0 (that one might like.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3960 M 0.065 0 (3. The Logic of Direct Mail Advertising)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4176 M 0.023 0 (Since direct mail advertising is the way that many groups feel they are contacting the bulk of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.049 0 (their members, some follow-up questions are in order. Why are there differences in the number of pieces)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M -0.007 0 (of mail for similar sized organizations? How do they develop direct mail packages? How do they decide)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.064 0 (which benefits to offer? To understand more about an organization\222s choice of a fund-raising strategy,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.072 0 (follow-up telephone interviews were conducted with fifteen groups who currently or in the past used)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.084 0 (direct mail advertising. The main focus was to find out more about the factors that affect an)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.020 0 (organization\222s decision to use direct mail advertising and how they go about it. From those interviews, I)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.067 0 (have formulated the following propositions:)A ; LH savelevel1 restore pagesave restore (%%[ Page: 18 ]%%) = %%PageTrailer %%Page: 19 19 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (17)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 792 504 M 0.142 0 (1. The selective benefits offered affect the response rate in direct mail recruiting.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 720 M 0.090 0 (2. A careful selection of lists and market segmentation significantly affects response rates.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 936 M -0.008 0 (3. Direct mail campaigns may be very expensive in the short-term. Thus, recruiting efforts)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.077 0 (compete for budget share with other activities.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1368 M 0.166 0 (This section will consider each of these points in turn, but first it is important to introduce a little)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.030 0 (direct mail jargon. Direct mail may offer a )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 2103 1584 M 0.089 0 (front-end premium)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2797 1584 M 0.126 0 (, such as wildlife stationary or)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.138 0 (personalized address labels, in the envelope that invites a person to join. There is often also the offer of a)A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 492 2016 M 0.103 0 (back-end)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 830 2016 M ( )S ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 853 2016 M -0.009 0 (premium)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1180 2016 M 0.027 0 (, which is something that first-time members receive in addition to their regular)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.035 0 (membership benefits. The group\222s most successful direct mail package, including the style of the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.084 0 (envelope, the letter, and the premiums, is often referred to as a )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 2820 2448 M 0.173 0 (control)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3087 2448 M -0.028 0 ( mail package. Groups send the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.052 0 (control package to most of the mailing list, but they will also have test packages which offer a different)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.048 0 (incentive package. As one group respondent explained, \223Every little piece in the package affects the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.023 0 (response rate. ... I don\222t just do these things without testing it.... So I test every time I roll out more mail)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.028 0 (quantity, I look at the elements that could affect response. So what becomes my \223continuation,\224 or)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.029 0 (\223control\224 package, is the product of head-to-head testing.... Everything is done on the basis of a cost)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.054 0 (benefit analysis.\224 This should be qualified because some groups admit that they have, perhaps unwisely,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M -0.019 0 (not experimented very much in the past and some small groups say they cannot afford to do any)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.116 0 (experimentation at all.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4392 M 0.022 0 (What is the impact of premiums on recruitment rates? Some groups are able to package their)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.007 0 (front and back end premiums in a way that significantly improves the response rate. Omitting the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.049 0 (premiums in one test, for example, resulted in a\223marked decrease in response,\224 according to the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.043 0 (membership director of a general conservation organization. That group currently offers a number of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M -0.017 0 (front-end premiums and a back-end premium as well. \223With all the little doodads [front-end premiums])A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.050 0 (and the [back-end premium], on a recent test we ran at a 1.7 percent response rate. I expect that will)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.021 0 (decrease as we increase the number of pieces we are mailing, so I expect it will end up around 1.5. If I)A ; LH savelevel1 restore pagesave restore (%%[ Page: 19 ]%%) = %%PageTrailer %%Page: 20 20 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (18)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M -0.043 0 (took the [back-end premium] out, my response rate would drop from anywhere to 1.06 to 1.25,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.047 0 (probably.\224 Without the front-end premiums, the response rate would be 1 percent or lower. An)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.025 0 (attractive back-end premium can work, then, under the right conditions. Another group that offers a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.011 0 (back-end premium refused to give precise figures on the impact, but they did say that the offer of a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.055 0 (premium \223dramatically lifts the response...25 to 50 percent.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1584 M 0.018 0 (Further research will be necessary to understand why the front-end premiums have an impact on)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.051 0 (recruiting. Most recipients simply take the free items and do not reply, but some are apparently)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M -0.010 0 (persuaded by them. One membership director told me that he thought the front-end premium creates a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.034 0 (sense of \223obligation,\224 a possibility that cannot be ruled out. More likely, I think the front-end premium)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.068 0 (works like a free-sample, to persuade a doubtful prospect that the group\222s services will actually be useful)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.029 0 (during the next year.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2880 M 0.043 0 (The back-end premiums are the typical material selective incentives that Olson described.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.098 0 (Olson\222s critics were quick to point out that competing businesses could sell the selective incentive)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.050 0 (directly to the member, without the surcharge which pays for the collective effort, and the group would)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M -0.040 0 (be out-competed \(Frohlich and Oppenheimer, 1970; Hardin, 1982\). One group with whom I spoke, in)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.052 0 (fact, indicated that their efforts to market back-end premiums were not successful. That group, a general)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.020 0 (environmental group, said their mail response rate is 0.75 percent. When asked why premiums are not)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.071 0 (offered, the respondent said \223Its because we are above that sort of crass, materialistic thing.\224 I grunted,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M -0.053 0 (and they said \224No, I\222m sorry, I\222m joking. Its because it doesn\222t work for us. If it worked, we would do)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.004 0 (it.\224 After speaking with the membership directors, and studying the many \223exclusive offers\224 that I have)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.000 0 (received in the mail from environmental organizations, the following theory has occurred to me. A group)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M -0.048 0 (that wants to market a calendar, totebag or mug must compete with K-mart. If people can buy the same)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.058 0 (thing for less at the store, the group will not be successful. Hence, the group must make its product)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.050 0 (distinctly tied to the group\222s name and reputation. For some people, it is worth a little more money to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M -0.002 0 (have a totebag with a group\222s emblem and an etching of an animal that they can order through the mail,)A ; LH savelevel1 restore pagesave restore (%%[ Page: 20 ]%%) = %%PageTrailer %%Page: 21 21 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (19)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.109 0 (rather than in the store. The group\222s mastery of the collective issues related to habitat and animal welfare)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M -0.021 0 (can likewise be channeled into the marketing of back-end premiums like coffee mugs and calendars.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.113 0 (Groups that have no reputation of expertise in the protection of a particular animal will have difficulty)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.021 0 (marketing products, because they do not have the obvious association in the public mind from which to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.054 0 (make their sales pitch.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1584 M 0.051 0 (If a group wants to send out two or three million pieces of mail, the only feasible way to collect)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.044 0 (those names is by trading for or renting names through a list broker. A list broker will tell the group)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.112 0 (which lists are available and will obtain permission from the owners of the list if access is desired. When)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.112 0 (groups report that their response rates are between 0.5 and 2 percent they are usually referring to lists)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.071 0 (obtained in that way. Depending on the cost of the package, it is often the case that the revenue earned)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.061 0 (through direct mail does not cover the costs.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2880 M 0.041 0 (The smallest groups are inclined to say that the costs of a mail campaign aimed at those generally)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M -0.037 0 (available lists are too great. In the mail survey, many wrote comments like \223No longer using this method.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.080 0 (Not cost effective with blind contacts.\224 Others added \223Direct mail is too expensive for us compared with)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.053 0 (the results obtained,\224 \223No Money,\224 \223Limited Resources,\224 \223Too expensive. I\222d like to if we had the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.061 0 (money.\224 These conclusions may be reached after considerable debate; they are not cut and dried. One)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M -0.013 0 (membership director said, \223As you know, prospect mailing is a money loser in the immediate response,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M -0.004 0 (being that our board is heavily into making money, the continuously decline my request to do prospect)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M -0.111 0 (mailing.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4608 M -0.018 0 (Some groups will go ahead with a direct mail campaign, even if they know it will not pay for)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.072 0 (itself. To explain why, a number of respondents referred me to the literature on direct marketing, where)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.187 0 (the critical concepts are )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 1391 5040 M 0.152 0 (investment)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1786 5040 M 0.081 0 ( and the )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 2101 5040 M 0.182 0 (lifetime value )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2625 5040 M -0.051 0 (of a member. If a group mails 10,000 pieces at)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.079 0 ($.35 each, at a 1 percent rate the organization spends $35 dollars to recruit each individual member. The)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.022 0 (member pays $25 in the first year, so the group not only loses money on the acquisition but also ends up)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.066 0 (providing the benefits of the group for free during that first year. But groups expect between 30 and 50)A ; LH savelevel1 restore pagesave restore (%%[ Page: 21 ]%%) = %%PageTrailer %%Page: 22 22 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (20)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.044 0 (percent of first-year members to renew, and the renewal rate climbs near 100% over the following three)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M -0.030 0 (years. \223So what you are doing is looking at the cumulative value over time of those hundred members.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M -0.007 0 (In the end, you have 10 \223really good\224 members,\224 as one veteran of recruiting departments in three)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.026 0 (different organizations said. \223It is like any sort of capital investment. You put your money in and it)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.012 0 (comes out eventually, over time.... You know, its fairly simple, and a lot more secure than a lot of the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.012 0 (kinds of investments that people make all the time... like the stock market and that kind of stuff.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1800 M -0.007 0 (Not all groups are losing money on direct mail prospecting, however. If a group can narrow the)A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 492 2016 M 0.134 0 (mailing universe)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1110 2016 M 0.077 0 ( to focus on the most likely respondents, then the response rate can be significantly)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.055 0 (enhanced. For example, there are conservation groups who have the principal aim of protecting habitat)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.083 0 (for use by hunters. Those groups can obtain the names of people who own licenses to hunt the particular)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.023 0 (animal around which the group is organized. A mailing to people who have already paid a state fee for a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.032 0 (license is more likely to find people who are willing to pay to join a group as well. As one membership)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.077 0 (director told me, \223People will spend a disproportionate share of their income on their hobby.\224 Using)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.016 0 (demographic research, one such group claims that they target people much more precisely than other)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.042 0 (conservation organizations. That group obtains a very high response rate of 2.5 percent, and when asked)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.040 0 (why, the director of membership replied gruffly, \223We\222re smarter.... Most of the organizations probably)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M -0.018 0 (don\222t have as much experience in data base marketing as we do... We watch our market segments and we)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.045 0 (test. We do a lot more segmentation than other folks.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4392 M 0.065 0 (Non-hunting groups also have access to special kinds of lists, but such access is not obtained)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.010 0 (through a uniformly available channel. One animal-specific group maintains an in-house list of 70,000)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.038 0 (people who have responded to package inserts in commercial products or their own catalogues which)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.033 0 (feature products for the care of that animal. Another medium-sized general conservation organization)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.087 0 (reported a response rate of 5 percent. That response rate is obtained in a list compiled by a magazine)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.071 0 (publishing group with which the group is affiliated. The response rate was high because the group had)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.060 0 (\223special access that other organizations don\222t,\224 in the words of the group\222s Marketing Manager. Seeking)A ; LH savelevel1 restore pagesave restore (%%[ Page: 22 ]%%) = %%PageTrailer %%Page: 23 23 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (21)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.033 0 (to grow beyond that list, the organization has sampled from lists of other environmental groups, a path)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.165 0 (referred to as \223outside acquisition.\224 \223Our [outside acquisition] efforts resulted in response rates around)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.046 0 (2%, somewhere between 1.5 and 2.5 percent.. Which is not working for us.... We are constantly testing)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.088 0 (using different approaches, different positioning and different packaging.... The high rates like 2.2 are for)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.074 0 (the \223address label package,\224 that compares with .8 or 1.2% for a package without address labels.\224 That)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.060 0 (group will not significantly expand its advertising to the broader lists until they develop a package which)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.067 0 (assures a response rate well above two-percent.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2016 M 0.091 0 (The preceding argument should establish the point that there are some difficult organizational)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.018 0 (decisions that must be made when direct mail is to be considered. If a campaign is going to proceed, the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M -0.009 0 (organization must decide on how many pieces of mail to send. The variations among groups in the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.042 0 (amount direct mail are depicted in two graphs in Figure 1. Those graphs show the number of pieces of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.019 0 (mail and the pieces per member as a function of the number of current members. Ordinary Least Squares)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.134 0 (regression lines are fitted to the scatters as well. These findings indicate, as one would expect, that larger)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M -0.012 0 (groups send more mail. Depending on the method of estimation, groups are sending between 6.5 and 11)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M -0.013 0 (pieces of mail per existing member.)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_58) cvn F0 58 xF F0_58 Ji 1810 3515 M (1)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1839 3528 M 0.109 0 ( The second graph is included to show that there is no significant)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.042 0 (relationship between group size and the number of pieces of mail that are sent per member.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3960 M 0.037 0 (The significant variations in the amount of mail sent by groups of similar size are most)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.046 0 (intriguing. When asking groups about the procedure that they use to decide on the number of pieces of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.038 0 (mail, there were a number of answers. Groups that expect to lose money must treat direct mail as a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.060 0 (capital investment and reconcile it with the rest of their budget. If the organization places a heavy)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.029 0 (emphasis on expanding its membership base, it will send significantly more pieces than an organization)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.006 0 (that wants only to maintain its existing membership level. These goals, of course, must accommodate)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M -0.018 0 (other organizational activity. When asked how much mail do you send, a general environmental)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.074 0 (organization\222s membership director said \223The organization\222s budget decides, basically.\224 The President)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.026 0 (of a small ecosystem oriented group said, \223Its just what we can afford.\224 Another added, \223In terms of)A ; LH savelevel1 restore pagesave restore (%%[ Page: 23 ]%%) = %%PageTrailer %%Page: 24 24 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (22)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.014 0 (acquisition mail, we mail what we can afford to mail. We know what it costs us to bring in a member,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.005 0 (we know we lose money to bring people in, it is an investment program.\224 Group directors set the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.082 0 (advertising budget with the expectation that the investment will be repaid in the second or third year of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M -0.168 0 (membership.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1368 M 0.044 0 (Fluctuations in the budget--either on the revenue or expenditure side--can significantly affect the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.017 0 (direct mail campaigns of such organizations. The ups and downs of direct mail advertising volume are)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.065 0 (seen clearly in an organization like the Mountain Lion Foundation \(whose Executive Director Mark)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.019 0 (Palmer was kind enough to make this data available\). That organization, which has about 25,000 active)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M -0.004 0 (members, seeks to preserve the habitat of mountain lions and prevent hunting of them, mainly in)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.005 0 (California. A member who pays $35 can receive a book or calendar in addition to regular membership)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.100 0 (benefits. The response rate is about 1.3 percent, at which the organization nearly breaks even in the first)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.025 0 (year of a direct mail campaign. The rate of direct mail activity varies considerably. In 1993, they sent)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.047 0 (out 30,000 pieces. In 1994, the total number was 140,000, and in 1995 they expect the total will be)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.030 0 (300,000. There may be a significant cutback in the next year, however. \223We would like to send out)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M -0.002 0 (more, the problem is \221will we have enough cash up front?\222 It looks like we will have to mount another)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.033 0 (ballot campaign on mountain lion hunting in California. The sportsmen groups have been able to get the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.031 0 (state legislature to move a ballot measure... It looks like we are facing that for next march. Because of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.047 0 (that, we are going to be cutting back as much as we can in expenses for the Foundation and the question)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.044 0 (is, \221will we have enough cash flow to put out additional recruitment mailing?\222 which given the publicity)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.035 0 (should be very lucrative, but at the same time it ties up a lot of cash we might need to dig into.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4824 M 0.053 0 (Direct mail fundraising is viewed as a residual budget category only when the response rate is)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M -0.004 0 (low. If a group can mail at a high response rate, it need not take the long-term investment perspective.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M -0.009 0 (The number of pieces of mail may be limited only by the size of the high quality mailing list. As one)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.040 0 (membership director put it, \223It is what we think the market will bear at a certain return on investment.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.090 0 (Another said the ability to break even in the first year brings organizational considerations into the)A ; LH savelevel1 restore pagesave restore (%%[ Page: 24 ]%%) = %%PageTrailer %%Page: 25 25 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (23)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.021 0 (decisionmaking process. \223A lot of our acquisition is on a break-even basis. It is not an investment for us)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.030 0 (to acquire new members. We have a certain amount of attrition, ...and we have a certain amount of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.049 0 (desired growth, and based on our response rate we have to mail that number of pieces to maintain our)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.029 0 (membership level and growth rate.\224 One group that is just beginning to use a small mailing list said, \223We)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.054 0 (don\222t like to do anything that would not have that piece pay for itself. I understand \221lifetime value of a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.039 0 (member\222 and \221associated revenues from each membership\222 but we operate quite a bit differently. We)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.088 0 (won\222t sell lists or do anything like that.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2016 M 0.064 0 (Implicit in all of these approaches is the idea that only a limited number of people can be)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.072 0 (solicited profitably. Many groups, especially the smaller ones, are conservative, reluctant to take risks)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.028 0 (with scarce budgetary resources. One animal-specific group said that they tested the market last year by)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M -0.000 0 (mailing 80,000 pieces to a list of names drawn from many environmental groups. They then selected the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.070 0 (most productive lists \(response rate above 2 percent\), \223and decided to send 30,000 pieces to names drawn)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.050 0 (from those lists.\224 That group expects to come close to breaking even in the first year, but is keeping the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.029 0 (volume down just in case.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3528 M 0.042 0 (Some group leaders view direct mail as a valuable educational activity, contending that people)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.011 0 (get most of their information about environment via direct mail. Such organizations might continue to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.011 0 (send direct mail, even if they are losing money, on the grounds that they have performed an educational)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.079 0 (service. Most organizations that use direct mail, on the other hand, use it reluctantly and wish they had a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M -0.036 0 (better way. As one staff member said, \223We know how many new people we have to bring in each year.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M -0.027 0 (A large percentage are from direct mail. We are trying to get away from mailing so many pieces, but)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.005 0 (right now it is the most cost effective way to bring in new members.\224 Another added, \223I don\222t really like)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.009 0 (direct mail... I feel its very costly, and not that effective.... But it can grow your membership.\224 Groups)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.068 0 (like these are either experimenting with or using methods other than direct mail to create mailing lists.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.034 0 (As noted above, in the Spring of 1995, many groups jumped with both feet into the internet, hoping that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M -0.040 0 (someday it might be a significant source of members.)A ; LH savelevel1 restore pagesave restore (%%[ Page: 25 ]%%) = %%PageTrailer %%Page: 26 26 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (24)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 792 504 M 0.027 0 (Some organizations that have made effective use of direct mail in the past are no longer doing so.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.113 0 (The president of the 200,000 member International Wildlife Coalition, Daniel J. Morast, said that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.028 0 (although in 1994 his organization sent out more than 1 million pieces of mail, they would probably not)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.082 0 (send any in the recruiting season from Fall 1995 through Spring 1996. The cost/benefit ratio is the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.057 0 (reason. \223This year we ....probably won\222t do any acquisition mail, any standard direct mail. We\222ll try to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.063 0 (do other forms of promotion to capture names. Because the response rate is so low, direct mail has)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.015 0 (gotten so expensive. We\222d rather not invest that much money into new mailings, and try to use other)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.034 0 (forms.\224 The IWC, for example, is aligned with a company that sells whale adoption kits in stores, and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M -0.012 0 (the kits include an IWC membership. They also encourage existing members to give Whale adoptions as)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.003 0 (gifts to friends and family at Christmas time. The same strategy has worked very well for the Save the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.036 0 (Manatee Club, which has discontinued direct mail and has instead encouraged its members to make a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M -0.067 0 (Christmas gift of membership in the Adopt-a-Manatee program.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3312 M 0.043 0 (4. Collective goods, expressive benefits and competitive recruitment.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3528 M 0.083 0 (What is the relationship between the collective goods that these groups seek to advance and the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.036 0 (selective incentives that they offer? In his by-product theory, Olson argued that the two would often be)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.030 0 (completely separate things. The two need not be completely separate, however. In the previous section,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.048 0 (it was noted that groups may have their best chance of competing with ordinary retail outlets if they link)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.073 0 (their selective incentives to their collective cause. Some people, perhaps as many as 0.5 percent of the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.004 0 (recipients of direct mail, may be willing to buy a totebag, mug, backpack, calendar, or coffee table book)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.105 0 (if it is linked to such a cause. The point is that by choosing to focus their collective-action effort and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.041 0 (marketing effort on a particular creature, the group is able to convert a mundane item into something for)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.062 0 (which people are willing to pay. A group\222s identification with a collective good creates demand for)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.066 0 (certain kinds of selective incentives it may offer.)A ; LH savelevel1 restore pagesave restore (%%[ Page: 26 ]%%) = %%PageTrailer %%Page: 27 27 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (25)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 792 504 M 0.133 0 (The relationship between the collective identification of the group and its selective incentives)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.051 0 (arose in answers to questions about competition among groups in the recruitment process. Group)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.047 0 (respondents were asked if they felt their group was in competition for members with other groups and, if)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.095 0 (so, how do they differentiate themselves. In their answers to these questions, there are indications that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.075 0 (groups are marketing selective incentives related to their collective goods and using a particular sort of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.066 0 (brand name appeal to attract people. Since I cannot reveal the identity of the respondents, I will not)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.075 0 (include the names of the specific creatures in the analysis. Instead, the generic term \223animal X\224 will be)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.164 0 (inserted to conceal the identities of the respondents.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2232 M -0.024 0 (When asked \223Do you feel your organization competes for members with other environmental)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.046 0 (organizations?\224 61% of people who responded \(34 of 56\) said yes. When asked \223How so?\224 and \223What)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.041 0 (are the distinguishing features of your organization that appeal to prospective members?\224 people made a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.005 0 (number of interesting comments. On a general level, groups are competing for the time, attention, and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.050 0 (money that are finite. One respondent who answered \223Yes\224 wrote simply that \223there are limited)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.062 0 (environmental dollars.\224 Another added, \223There are only so many people with an interest and with the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.075 0 (financial ability.\224 General purpose groups have a problem because their titles and purposes seem)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.032 0 (indistinguishable to prospective members. One group leader wrote, \223Yes, to a small degree. Most)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.075 0 (people do not see the difference, or do not distinguish one environmental group from another. Therefore,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.072 0 (they feel that if they contribute to one organization it\222s as good as any other.\224 Most group leaders would)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.046 0 (probably agree that they are competing for scarce disposable income, partly because they are trading \(or)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.029 0 (selling each other\) mailing lists. As one group leader wrote, \223Most of our members come from direct)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M -0.009 0 (mail, and potential members receive it from many environmental organizations. They are forced to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.006 0 (choose between them.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 5256 M 0.082 0 (The competitive strategies of the groups varied according to their stated )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 3463 5256 M 0.134 0 (raison d\222\352tre. )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 4012 5256 M -0.015 0 (The more)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.056 0 (general environmental organizations compete on the basis of their publications and their brand name.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.043 0 (One wrote that his group is distinguished by \223the magazine, name recognition, and identification with [a)A ; LH savelevel1 restore pagesave restore (%%[ Page: 27 ]%%) = %%PageTrailer %%Page: 28 28 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (26)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M -0.016 0 (group of animals].\224 One group leader of a medium sized group explained that, during tough times, they)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.030 0 (compete with a broad array of groups for support simply because people do not see differences among)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.042 0 (groups. However, that group is distinguished, in his/her words, by the following factors. \2231. We take on)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.087 0 (hard fights with an arsenal that includes lawsuits if necessary. 2. We have a proven track record of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.074 0 (success in such battles. 3. [Our Journal] is a very good magazine of serious interest. 4. We are not)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.046 0 (extremists.\224 A small group with a general environmental orientation is distinguished because \223We have)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.090 0 (a strong Hill presence and we arm grassroots organizations with the tools to affect local and national)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M -0.007 0 (legislation.\224 In that small group, most people who are members can actually get involved and experience)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.074 0 (these services first-hand.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2448 M 0.022 0 (Among specific-animal groups there was a most interesting division of opinion on the question of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M -0.033 0 (competition for members. Many specific-animal groups said that they were not competing for members)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.113 0 (because there were no other groups interested in their particular animal. One such person described his)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.022 0 (group\222s distinction bluntly: \223Unique--only organization dedicated solely to [animal X].\224 Others made)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.022 0 (comments like, \223We specialize in protecting [animal X]\224, or \223No. We are a single mission group and we)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.042 0 (have a unique, solid niche. No other group competes with us.\224 Another wrote \223We are small and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.074 0 (different enough.\224 The distinguishing feature of the group is \223Our personality. They visit and like our)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.019 0 (smallness. Also the adopt-a-[animal X] program. They get a lot of attention, plus the chance to meet)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.133 0 (their [animal X].\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4392 M 0.037 0 (Other specific-animal group leaders did recognize the fact that they were competing for the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.079 0 (attention of donors with other groups, and yet they felt that their specificity protected them. A group)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M -0.019 0 (whose title includes animal X commented, \223More groups are popping up everywhere. Everybody wants)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.040 0 (money. Most people who join don\222t have a huge disposable income.\224 That group, he/she felt, was)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.037 0 (distinguished because \223we only work on [animal category]-related issues.\224 Another respondent wrote)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M -0.015 0 (\223because we are a single-species advocacy group, we compete with other marine environmental groups.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.040 0 (However, the respondent went on to argue that his group is distinguished because \223we are a single-)A ; LH savelevel1 restore pagesave restore (%%[ Page: 28 ]%%) = %%PageTrailer %%Page: 29 29 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (27)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.006 0 (species advocacy group.\224 Another said his group did \223Occasionally\224 compete for members, but added)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.050 0 (\223we are the only group that does what we do.\224 \223[We are] Highly focused on one animal and its habitat,\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.096 0 (wrote another. Some respondents held out the simple idea that their animal is popular and attracts)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.024 0 (adherents to the group. Along those lines, when asked about competition, one wrote, \223Yes. Obviously.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.050 0 (Although there are people who )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 1656 1368 M 0.265 0 (just)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 1790 1368 M 0.028 0 ( love [animal X].\224 One admitted they were in competition because)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.044 0 (they \223use the same enviro mailing list pie.\224 but \223we adopt out live [animal X\222s] and \223we challenge abuses)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.059 0 (of commercial wildlife exploitation.\224 One animal group said the distinguishing feature was his group\222s)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.019 0 (\223Focus on charismatic megafauna, like [animal X]... We are successful, bold, don\222t compromise. Issues)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.061 0 (are easy to understand. We have good staff, support of prominent people, etc.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 2448 M 0.012 0 (In two cases, respondents volunteered that they were competing with another organization head-)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.062 0 (to-head. One wrote, \223Yes, there is another national group promoting [animal X] that has a periodical.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.092 0 (That group, he/she claimed, is distinguished because \223Our publication is printed in color and is more)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.044 0 (scientific than the other group.\224 The opposing group did not answer the survey. Another group claimed)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.046 0 (there were \223copy cat\224 groups who even used the name of the animal in the title of their group to try to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.087 0 (confuse prospective donors.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3744 M 0.031 0 (The foregoing comments indicate that prospective members are seen quite differently by the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.047 0 (different kinds of groups. The general groups tend to see nonmembers as people with an undefined)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.031 0 (interest in the environment who may not be able to distinguish the groups. From that perspective, a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.132 0 (group\222s major objective is to activate people, to catch their interest and persuade them that their interest)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.061 0 (in the environment can be satisfied by that particular group. On the other hand, the specific-animal)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.011 0 (groups see nonmembers as people who may have an interest in a particular kind of animal but are waiting)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M 0.017 0 (to be made aware of the group\222s activities. The common response \223we are the only animal X group\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.117 0 (indicates that the identification with animal X is thought to be a significant factor in recruiting. I suspect)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.072 0 (that these representatives of specific-animal groups are wrong; all of these groups are probably recruiting)A ; LH savelevel1 restore pagesave restore (%%[ Page: 29 ]%%) = %%PageTrailer %%Page: 30 30 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (28)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.060 0 (from the same pool of people who are a\) environmentally concerned and b\) inclined to join groups. This)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.067 0 (is certainly one area in which a survey of the general public would help.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 936 M 0.092 0 (The activities of groups that pursue the collective good can influence recruiting in other ways.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.050 0 (Conservation groups with a pro-hunting focus provide a different set of benefits to members. Their)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.038 0 (magazines and information are not geared simply to protect habitat, but to enhance the sportsman\222s)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.079 0 (enjoyment of it. People who oppose hunting find these materials repellent and do not choose to purchase)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M -0.039 0 (a membership, but the people who like hunting may find them useful. Sportsmen-oriented groups have)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.030 0 (also been very successful in marketing solidary incentives. These groups ask local volunteers to organize)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M -0.021 0 (banquets. Current members seek out new members, who pay for the price of membership with the single)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.068 0 (check that pays for the expense of the banquet. People who like to hunt a particular kind of animal are)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.032 0 (often eager to make acquaintance of others who like to do the same, and so the banquets have been great)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M -0.076 0 (fund-raising and member-recruiting devices.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3096 M 0.121 0 (Discussion)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3312 M 0.054 0 (One of the large general environmental organizations in this study suffered a relatively abrupt)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M -0.004 0 (loss of membership in the early 1990s. Membership has grown back to the original level and I was)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.092 0 (curious to know how the staff would explain the fluctuation. Was it economic recession, or a fall-off in)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.015 0 (interest in environmental questions? It turned out to be nothing of the kind. \223We had mismanagement in)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.034 0 (the membership department, it was internal problems... [They] rolled out with a direct mail campaign, a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.106 0 (new control, without testing it, and it was not too successful, and then used it again in another)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.039 0 (campaign... They stopped doing renewal telemarketing and they ... cut the last two efforts of the renewal)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M 0.062 0 (series plus two renewal wraps on the magazines that were sent out.\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 5040 M 0.022 0 (Anecdotes like this convince me that the key to understanding environmental mobilization lies in)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.071 0 (the recruitment activities of environmental organizations. Collective interests do not cause group)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.023 0 (membership, pure and simple. People who have an interest in a collective good do not tend to be \223self-)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.059 0 (starters\224 that seek out and join groups. Instead they must be sought out, pursued, enticed, and persuaded.)A ; LH savelevel1 restore pagesave restore (%%[ Page: 30 ]%%) = %%PageTrailer %%Page: 31 31 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (29)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.122 0 (A widespread collective interest, a belief that rivers should be clean or that forests should not be razed,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.086 0 (does not generate an interest group. Rather, to understand the groups that exist, one must understand that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.095 0 (there are organizers and recruiting strategies whose efforts must somehow interact with the attitudinal)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.006 0 (basis of support in the community.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1368 M 0.070 0 (Within the rational actor framework, the vast majority of individual donor behaviors can be)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.076 0 (understood. In particular, in cases where people do not have significant individual efficacy,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.100 0 (contributions should be understood as a balancing of selective incentives and costs. Since most interest)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.098 0 (groups impose only minor costs, the incentives need not be irresistible in order to entice people to join.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.045 0 (Walker \(1991\) did not think that the material incentives offered by citizens groups were very appealing)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.068 0 (and concluded from this observation that the collective benefits must be drawing people into the groups.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.052 0 (That conclusion might follow if groups were charging higher fees. Joining a group is cheaper than)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.027 0 (subscribing to a magazine or taking the family to the movies. The threshold that the selective incentives)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.033 0 (must exceed in the mind of the donor is low.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3312 M -0.009 0 (Since a magazine or publication is the most pervasive selective incentive among environmental)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.050 0 (groups in this study, perhaps the best analogy to interest group recruiting might be the selling of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M -0.037 0 (magazine subscriptions. Several of the groups leaders with whom I have spoken refer to group members)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.045 0 (as \223subscribers.\224 Some implications are obvious. People who do not have an interest in the environment)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.027 0 (are very unlikely to join because they have no interest in the topic of the magazine itself. But among)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.016 0 (those who do have an interest in the environment, which will buy the magazine? What kinds of people)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.070 0 (will find the magazine appealing, which will not? These are the pressing questions.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 4824 M 0.074 0 (Because the response rate for direct mail campaigns is usually low, we cannot rule out the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5040 M -0.011 0 (hypothesis that a simple \223whim\224 is all that separates a member from a nonmember. Perhaps the \223whim\224)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.045 0 (has physical and behavioral correlates, such as age, ideology, education, and personal background.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.100 0 (Perhaps, as several group leaders indicate, the quantity of responses varies with political events and the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.044 0 (temperament of the populace. Aside from saying that people who join have interests in collective goods,)A ; LH savelevel1 restore pagesave restore (%%[ Page: 31 ]%%) = %%PageTrailer %%Page: 32 32 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (30)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.049 0 (however, we are currently not in a very good position to make empirical assertions about the factors that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.078 0 (separate people who respond do direct mail appeals and those who do not.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 936 M 0.044 0 (One possibility is that people view membership in environmental groups as a charitable donation.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.077 0 (In the responses of the environmental group leaders, there are indications that donors do not view their)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M -0.045 0 (membership simply as a monetary exchange of goods and services for money. The fact that some)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1584 M 0.076 0 (contributors view membership as if it were a charitable donation could explain the fact that some group)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.107 0 (leaders felt their low cost of operation is a major distinguishing factor. When asked what distinguished)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.041 0 (his group, one leader wrote, \223Low overhead, attention to programs, cutting edge research leading to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.050 0 (specific actions to save [animal X\222s].\224 Others made similar comments, like \223Results in conservation)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.062 0 (programs, low administrative costs,\224 \223Money put into projects vs. administration; largest group of its)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.068 0 (kind, able to do more,\224 or \223Excellent return per dollar invested. Strong science-based credibility.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.030 0 (Outstanding member publication. Excellent educational materials and training programs that empower)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.031 0 (members to participate personally. Unique challenges.\224 Mixed in with comments about the group\222s)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M -0.009 0 (selective incentives, there are comments about its collective impact which make membership seem like)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.098 0 (an act of charity.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 3744 M 0.072 0 (It is not clear that treating membership as a charitable donation will significantly change the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.123 0 (logical problem that confronts us. A charitable donation, as it is treated in the economic literature, is said)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.089 0 (to be purely altruistic if it is motivated solely by the desire to improve the condition of others \(to cause a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4398 M 0.015 0 (large )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Symbol (F3) cvn 1.000 (Symbol,Italic) cvn /Type1 F (Symbol) cvn mF (F3I) cvn (Symbol,Italic) cvn /Type1 F3 0.213 mIF (F3I_92) cvn F3I 92 xF F3I_92 Ji 699 4388 M -0.304 0 (D)A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F6) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F6_92) cvn F6 92 xF F6_92 Ji 755 4398 M -0.212 0 (V)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 811 4398 M 0.035 0 (\). Such donors look for organizations with low administrative overhead and a proven ability to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4618 M 0.062 0 (have a collective impact. Charitable donations can also be seen as \223impure altruism\224, or what James)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4834 M 0.032 0 (Andreoni has recently called \223warm glow giving\224 \(1988, 1990\). A person receives a selective benefit of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5050 M -0.003 0 (a warm glow by donating. Andreoni contends that, as an empirical fact, most charity giving in the U.S. is)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5266 M 0.021 0 (warm glow giving and that pure altruism cannot account for a great deal of the observed charity. Hence,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5482 M 0.021 0 (treating membership as if it were a charity simply puts us back on the project of understanding why some)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5698 M 0.045 0 (people feel a good feeling when they join a group. We are back at square-one in the Olson/Salisbury)A ; LH savelevel1 restore pagesave restore (%%[ Page: 32 ]%%) = %%PageTrailer %%Page: 33 33 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (31)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.116 0 (research agenda: what factors determine whether people will feel an expressive benefit? This portion of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.073 0 (the research agenda has not been investigated in depth, with a few exceptions \(e.g., Hildreth, 1994\), and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.049 0 (considerably more work is needed to understand the conditions under which some people who feel)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.083 0 (collective interests will also derive satisfaction from expressing their feelings and working to advance)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.128 0 (those causes.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1584 M 0.079 0 (The critics of rational choice models, as I mentioned in the literature review, have argued that the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.099 0 (broadening of selective benefits to include expressive satisfaction makes the theory unuseful or that it)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.062 0 (creates a tautology. Eminent scholars like Knoke and Walker have argued that further efforts to)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.099 0 (understand expressive benefits as selective incentives will not be worthwhile. What alternative view)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.045 0 (would they have us investigate? The alternative hypothesis cannot be the Bentley/Truman hypothesis,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.063 0 (because we know that the vast majority of people who have collective interests do not join groups.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.074 0 (Simply possessing a collective interest and being asked to join is not enough either, as the low return)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.072 0 (rates for direct mail campaigns indicate. To build a meaningful alternative, we must suppose that there is)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.113 0 (a randomly distributed variable, perhaps to be called \223proclivity to join,\224 and further that this variable is)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.135 0 (unrelated to the details of a person\222s collective and personal interests. This proclivity to join, as I)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.043 0 (imagine it, means that people who possess the proclivity will join groups when asked, if the group\222s)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3960 M 0.055 0 (collective goal suits their own. People who do not possess the proclivity will behave in the way Olson)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4176 M 0.063 0 (described, weighing their personal impact on the collective and selective incentives against costs. Even)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4392 M 0.111 0 (Olson\222s harshest critics seem to agree that there are lots of people who follow this pattern. People who)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4608 M 0.109 0 (possess the proclivity to join might also enjoy selective incentives if they are offered, but will join)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 4824 M -0.012 0 (without them.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 5040 M 0.019 0 (This is the most persuasive, complete alternative theory that I have been able to derive. It seems)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5256 M 0.057 0 (to me that a theory of this sort lies unspoken in the works of a variety of authors. Is it a better theory than)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5472 M 0.084 0 (Olson\222s? Well, it is certainly not simpler and it is no less tautological. Simply positing a variable such)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 5688 M 0.084 0 (as proclivity to join does no more to meaningfully explain individual joinership than interpreting)A ; LH savelevel1 restore pagesave restore (%%[ Page: 33 ]%%) = %%PageTrailer %%Page: 34 34 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (32)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 492 504 M 0.035 0 (behavior as if it is driven by the search for selective incentives. In fact, by Occam\222s razor, the new theory)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.075 0 (is in a considerable amount of jeopardy because it has layered onto the theory a new, possibly)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M 0.043 0 (unmeasurable, hidden variable.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1368 M 0.085 0 (Conclusion)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1584 M 0.065 0 (In order to better understand why some people do join and others do not, this paper investigated)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1800 M 0.044 0 (the recruiting tactics of environmental organizations. Sixty-one organizations of all sizes and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2016 M 0.136 0 (orientations participated in the study. The principal results are as follows. First, direct mail advertising)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2232 M 0.004 0 (is the most important method of contacting nonmembers and encouraging them to join. All but the)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2448 M 0.036 0 (smallest groups tend to use direct mail recruitment, despite the fact that a very high volume of mail is)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2664 M 0.081 0 (required to compensate for low response rates. Second, groups offer a variety of selective incentives that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 2880 M 0.039 0 (they hope will interest prospective members and three-quarters of group respondents felt that members)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3096 M 0.075 0 (expect something tangible in return for their membership fees. Third, the collective purposes that groups)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3312 M 0.041 0 (seek to advance can be tightly related to the selective incentives that they sell. Interest in magazines,)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3528 M 0.051 0 (nature catalogues, and other group-related items is driven by the substantive content of the group\222s)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 3744 M 0.141 0 (collective activities.)A ; LH savelevel1 restore pagesave restore (%%[ Page: 34 ]%%) = %%PageTrailer %%Page: 35 35 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4158 204 M 0.500 0 (33)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 2270 504 M 0.072 0 (Endnotes)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 720 M 0.063 0 (1. There is heteroskedasticity in the graph relating the number of pieces of mail to the number of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 936 M -0.004 0 (members. The error term has a larger variance in large groups than small groups. WLS estimates made)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1152 M 0.081 0 (under the assumption that the error term\222s variance is proportional to the square of membership are as)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 492 1368 M 0.178 0 (follows:)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1584 M -0.008 0 (Mail = -4063 + 10.89*Membership)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 792 1800 M -0.042 0 (t= -1.25 4.36)A ; LH savelevel1 restore pagesave restore (%%[ Page: 35 ]%%) = %%PageTrailer %%Page: 36 36 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4098 204 M 0.500 0 (34)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 852 720 M 0.217 0 (Table 1)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 852 936 M 0.033 0 (Selective benefits offered by Environmental Organizations)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 1584 M 0.099 0 (Selective Benefit )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2652 1584 M 0.010 0 (Count )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2952 1584 M ( Pe)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3205 1584 M -0.002 0 (rcentage N)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 1800 M 0.056 0 (Journal, newsletter, or magazine )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2952 1800 M (58 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3552 1800 M (95)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3852 1800 M (61)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 2016 M 0.080 0 (Opportunity to purchase life or medical)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2652 2016 M (2 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3252 2016 M (3)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3552 2016 M (61)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 2124 M 0.168 0 (insurance at discount rates)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 2340 M 0.153 0 (Access to a special credit card)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2652 2340 M (17 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3252 2340 M (28)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3552 2340 M (61)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 2556 M 0.131 0 (Opportunity to participate in wilderness)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2652 2556 M (18 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3252 2556 M (30 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3552 2556 M (61)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 2664 M 0.009 0 (outings)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 2880 M 0.140 0 (Opportunity to join in grassroots efforts)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2652 2880 M (23 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3252 2880 M (38)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3552 2880 M (61)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 2988 M 0.175 0 (to affect legislation)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 3204 M 0.082 0 (Opportunity to participate in meetings that)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2652 3204 M (13 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3252 3204 M (21)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3552 3204 M (61)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 3312 M 0.093 0 (determine the organization\222s political stance/strategy)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 3528 M 0.059 0 (Opportunity to participate in meetings that change)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2652 3528 M (13 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3252 3528 M (21)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3552 3528 M (61)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 3636 M 0.029 0 (the group\222s by-laws or organizational structure)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 3852 M 0.028 0 (Opportunity to purchase group-related )A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2652 3852 M (44 )S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3252 3852 M (72)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3552 3852 M (61)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 3960 M 0.075 0 (items, such as calendars, T-shirts, and)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 4068 M -0.008 0 (bumper stickers)A ; LH savelevel1 restore pagesave restore (%%[ Page: 36 ]%%) = %%PageTrailer %%Page: 37 37 %%BeginPageSetup [{ %%BeginFeature: *Optional Envelope Feeder Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Optional Lower Tray Not Installed %%EndFeature } stopped cleartomark [{ %%BeginFeature: *Duplex %%EndFeature } stopped cleartomark userdict begin /pagesave save def end mysetup concat colspRefresh : 1.000 1.000 1.000 sco 0 0 5100 6600 rf ; userdict begin /savelevel1 save def end %%EndPageSetup : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Roman (F0) cvn 0.892 (Times-Roman) cvn /Type1 T (Times-Roman) cvn mF (F0_83) cvn F0 83 xF F0_83 Ji 4098 204 M 0.500 0 (35)A ; : 0 0 4883 6391 rc 0 0 0 sco (F0_92) cvn F0 92 xF F0_92 Ji 2387 504 M 0.134 0 (References)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 720 M 0.095 0 (Aldrich, John H. 1993. Rational Choice and Turnout. )A ; : 0 0 4883 6391 rc 0 0 0 sco %%IncludeFont: Times-Italic (F3) cvn 0.891 (Times-Italic) cvn /Type1 T (Times-Italic) cvn mF (F3_92) cvn F3 92 xF F3_92 Ji 2563 720 M 0.125 0 (American Journal of Political Science)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3973 720 M -0.135 0 ( 37: 246-)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 852 936 M (278.)S ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 1152 M -0.023 0 (Andreoni, James. 1990. Impure Altruism and Donations To Public Goods: A Theory of Warm-Glow)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 852 1368 M -0.175 0 (Giving. )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 1175 1368 M 0.044 0 (The Economic Journal)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2014 1368 M -0.087 0 ( 100: 464-477.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 1584 M -0.003 0 (Andreoni, James. 1988. Privately Provided Public Goods in a Large Economy: The Limits of)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 852 1800 M -0.014 0 (Altruism. )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 1248 1800 M 0.085 0 (Journal of Public Economics)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2321 1800 M -0.110 0 ( 35: 57-73.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 2016 M 0.051 0 (Baldassare, Mark, and Cheryl Katz. 1992. The Personal Threat of Environmental Problems as a)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 852 2232 M 0.080 0 (Predictor of Environmental Practices. )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 2286 2232 M 0.061 0 (Environment and Behavior)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 3284 2232 M -0.093 0 ( 24: 602-616.)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 552 2448 M 0.022 0 (Bentley, Arthur. 1908. )A ; : 0 0 4883 6391 rc 0 0 0 sco F3_92 Ji 1429 2448 M 0.056 0 (The Process of Government)A ; : 0 0 4883 6391 rc 0 0 0 sco F0_92 Ji 2455 2448 M -0.003 0 (. 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