• Skip to Content
  • Skip to Main Navigation
  • Skip to Search

IUPUI IUPUI IUPUI

Open Search Menu

Lilly Family School of Philanthropy

  • Home
  • About
    • Founding of the School
    • History
    • Message from the Dean
    • International
    • Employment Opportunities
    • Partnerships
    • Annual Reports
    • Strategic Plan
    • University Hall
  • Admissions
    • How to Apply
    • Financial Aid & Scholarships
    • Student Referrals
    • Plan a Visit
  • Academics
    • B.A. in Philanthropic Studies
    • M.A. in Philanthropic Studies
    • Graduate Certificates
    • Ph.D. in Philanthropic Studies
    • Dual Degree Programs
    • Certificates & Minors
    • Accelerated B.A./M.A. Program
    • Virtual Commencement 2020
    • Internships
    • Careers
    • Meet our Faculty
    • Philanthropic Studies Library
    • Study Abroad
    • Alumni and Student Map
  • Professional Development
    • About The Fund Raising School
    • TFRS at Your Desk
    • Courses & Seminars
    • Customized Training
    • Certificates
    • Scholarships
    • Mobile App
    • Webinars
    • Podcast
  • Research
    • COVID-19 Tracking
    • Current Research Projects
    • Contract Research
    • 8 Myths of Philanthropy
    • Generosity for Life
    • Global Philanthropy Indices
    • Million Dollar List
    • Partnerships
    • Faculty Research & Publications
    • Lilly Family Faculty & Student Grants
    • Research Archive
  • Institutes
    • Lake Institute on Faith & Giving
    • Mays Family Institute on Diverse Philanthropy
    • Women’s Philanthropy Institute
  • News & Events
    • Philanthropy and COVID-19
    • News
    • Blog
    • Events
    • Philanthropy Matters
    • Insights Newsletter
    • Philanthropy Research Workshop
  • Giving
    • Make a Gift
    • Areas to Support
    • Giving Societies
    • Class Gift
    • Donor Bill of Rights
  • Search
  • Directory
  • Contact
  • Alumni
  • Philanthropy and COVID-19
  • News
  • Blog
  • Events
  • Philanthropy Matters
  • Insights Newsletter
    • 2021 Issues
    • 2020 Issues
    • 2019 Issues
    • 2018 Issues
    • 2017 Issues
    • 2016 Issues
  • Philanthropy Research Workshop
  • Home
  • News & Events
  • Insights Newsletter
  • 2019 Issues
  • Fake News and Faith-Based Fundraising

Fake News and Faith-Based Fundraising

Tuesday, March 26, 2019

money in brain clip art

by David P. King, Ph.D., Karen Lake Buttrey Director

We live in the information age, but research now proves that we are increasingly less persuaded by data. Perhaps with so much information at our fingertips, we have simply become less sensitive to all the information we encounter. We can find the facts for whatever position we seek to support. Perhaps with claims of newspapers as fake news, Russian trolls manipulating social media, and click-bait headlines at the top of every webpage, we have simply become immune to information. Or perhaps we have become exhausted and overwhelmed.

While I confess to worrying about an increasing disinterest in facts in our current culture, the silver lining may be that today’s contexts point out a potential weakness in prioritizing information. It can ignore or devalue the core of what makes us human: our motives, our fears, our hopes, our desires, our traditions.

This past week I attended the Jewish Funders Network International Conference and heard from Israeli neuroscientist Tali Sharot, the founder and director of the Affective Brain Lab at University College London. 

Influential Mind book cover

In her most recent book, The Influential Mind: What the Brain Reveals About Our Power to Change Others, she unpacks why some messages move us and others leave us cold. Including everything from tax policy to organizational management, Sharot laid out a convincing case that while people love data, “hard facts are not enough to alter beliefs, and they are practically useless for motivating action.” We all know studies that tell us exercise is good for us, but that information alone is rarely incentive enough to wake up early to jump on the treadmill.

In reflecting on Dr. Sharot’s message, the application to faith-based fundraising seemed equally clear. Facts do matter, but it is most often our desires that shape our beliefs; our need for agency, our craving to be right, a longing to feel part of a group. Advertisers inherently understand this approach when they ask us how driving this car makes us feel or the freedom holding this particular smartphone brings. If you have ever run into Lake Institute or the Lilly Family School of Philanthropy before, however, you have probably heard us make the point that fundraising is not sales. And I want to underscore that again here, but many fundraisers also inherently understand the power of emotions. Think of the emotional-laden appeals you might have received – do your part to end child slavery or else this young person staring back at you will not survive. These appeals often elicit a response and secure a gift but stop there. There is no ongoing relationship, agency, or community.

Sharot goes on to remind us that in an age when facts matter less and communities are increasingly polarized, we seek out those who agree with us. When we disagree, we are less sensitive to the information presented by another person. 

Tali Sharot

Placing pairs of individuals under MRI scanners, Sharot found that when individuals agreed on a decision, it was encoded into their brains more clearly than when they disagreed. Unfortunately, this is how Sharot explains what we often see online: “people respond to others that agree with them, dismiss those who do not (sometimes viciously), and the result is escalation.” If we stopped here, I believe Sharot’s findings would remain disconcerting, but she also points out the positive: influence is achieved by finding real connections and common ground. We crave connection and seek to make use of our own agency versus simply supporting an institution that we may or may not trust. For fundraisers, particularly faith-based fundraisers, the deeply felt desire of individuals to engage beliefs, traditions, desires, agency, and like-minded community should be a welcome message and an invitation to focus on these assets that we bring to this work.

So to point out the irony again, research proves that people are less motivated by facts. As a scholar, these findings may not make me feel great, but I have already felt them in my gut for some time. I would caution us not to interpret these findings as an incentive to turn toward short-term, overly emotional fundraising practices and away from clear mission statements and measures of impact and evaluation. Yet, donors are motivated by emotion. These emotions are also embedded in deep-seated beliefs and values as well as rooted in tradition. Individuals may crave being right, but I see that as a sign that they crave something meaningful. They are defined by their own agency, but I see that as an invitation into engagement. We often are seeking out like-minded groups, and while that could lead to unhelpful echo chambers, it could also demonstrate a need for community.

We live in a time simultaneously filled with skepticism and a deeply-felt need to work for change and build connections. These individual motivations can be harnessed for negative or positive results, but it is clear that our fundraising must engage these motivations whether within ourselves or in others. How can we find ways to bring donors along to work for the change we hope to see in the world. At the end of the day, that is one of the greatest strengths of faith communities and faith-based fundraisers.

Questions for Reflection

  • How do we attend to individuals’ evolving motivations in the fundraising work that we do?

  • What do you see as the role of religious institutions and religious leaders in engaging the questions of influence in society?

Expanded Perspective

by Anne Brock, Program Manager

Along with the dismissing of facts, it appears that listening – truly listening – has gone by the wayside too. Thanks to comment sections and public posts on social media platforms, people have become less inclined to thoughtfully reply and instead, plow over anyone who disagrees with their beliefs, even if that means name-calling.

A few weeks ago I got to sit in on portions of our Executive Certificate in Religious Fundraising course since we were hosting it in Indianapolis. I knew there were a variety of perspectives and backgrounds in the room based on the registration list I managed. Different Christian denominations, different religions, different titles, different levels of education – there was a lot of difference in the room! Despite the differences, I noticed something really important going on… people were listening to each other. Really listening.

I’ve recently taken up photography, so I brought my camera along to see what I could capture. I saw individuals listening intently to the instructors. They didn’t always agree, but they listened and paused before jumping in with a different opinion. I saw individuals listening intently to each other. They leaned in to hear better. They nodded in affirmation. They also responded with differing ideas. They were face-to-face and even if they disagreed, they responded with respect.

 

People talking

Yes, as David writes, “individuals may crave being right,” but I believe they also crave to be heard. Maybe if we listened a little deeper and paused a little longer, the need to be right could be set aside for a moment. Maybe if we sat together face-to-face more often, instead of screen-to-screen, the need to be right might fade away and be replaced with the desire to be seen.

What do I see as the role of religious institutions and religious leaders in engaging the question of influence in society? Their role is to help us listen better and see one another more clearly.

Generosity Transformed!

Join us in Indianapolis on April 30-May 2 for the annual Ecumenical Stewardship Center conference with keynote presentations from Dr. David King and Melissa Spas on the latest findings from the National Study of Congregations' Economic Practices. These highlights will be reported for this audience a few weeks before the executive report rolls out. In addition, during the strategic roundtables, participants will have an opportunity to ask questions that will inform the data collection during the interview phase of the study that will begin this summer.

Register today

Ecumenical Stewardship Center logo

Thomas H. Lake Lecture

Hopefully you've heard by now that Lynne Twist is our speaker for the 16th annual Thomas H. Lake Lecture on April 11 at 6 pm at Indiana Landmarks in Indianapolis. A reception with light hors d'oeurves and drinks will follow the lecture. While registration isn't required to attend, we do encourage it.

Sign up today!

Lynne Twist

Follow Lake Institute on Twitter Like Lake Institute on Facebook

Lilly Family School of Philanthropy social media channels

  • Twitter
  • Facebook
  • Instagram
  • YouTube
  • LinkedIn
Indiana University

Copyright © 2021 The Trustees of Indiana University

Accessibility | Privacy Notice

  • About
    • Founding of the School
    • History
    • Message from the Dean
    • International
    • Employment Opportunities
    • Partnerships
    • Annual Reports
    • Strategic Plan
    • University Hall
  • Admissions
    • How to Apply
      • B.A. in Philanthropic Studies
      • M.A. in Philanthropic Studies
      • Graduate Certificates
      • Ph.D. in Philanthropic Studies
    • Financial Aid & Scholarships
      • B.A. Scholarships
      • M.A. Scholarships
      • Doctoral Dissertation Fellowships
        • Women's Philanthropy Institute Doctoral Dissertation Fellowship
      • AmeriCorps Alums
    • Student Referrals
    • Plan a Visit
  • Academics
    • B.A. in Philanthropic Studies
      • Winter Session Courses
      • Fall 2020 Courses
      • Capstone ePortfolio Showcase
      • Honors Program
      • Undergraduate Certificate in Philanthropic Fundraising
      • B.A. Student Profiles
      • Celebrity Philanthropy course
    • M.A. in Philanthropic Studies
      • Winter Session Courses
      • Enrollment and Placement Data
      • M.A. Program Testimonials
    • Graduate Certificates
    • Ph.D. in Philanthropic Studies
      • Doctoral Minor in Philanthropic Studies
      • Enrollment and Placement Data
      • Dissertations
      • Ph.D. students
    • Dual Degree Programs
    • Certificates & Minors
    • Accelerated B.A./M.A. Program
    • Virtual Commencement 2020
    • Internships
    • Careers
      • The Patterson Foundation Fellows Program
      • Career & Leadership Preparedness
    • Meet our Faculty
    • Philanthropic Studies Library
    • Study Abroad
    • Alumni and Student Map
  • Professional Development
    • About The Fund Raising School
      • Our Faculty
      • Alumni Stories
    • TFRS at Your Desk
    • Courses & Seminars
      • Course Locations
      • Offered by The Fund Raising School
      • Leadership Roundtable
      • How to Register
    • Customized Training
      • Fundraising for Deans
    • Certificates
      • Fund Raising Management
      • Fund Raising Leadership
      • Nonprofit Executive Leadership
      • Current Affairs Fundraising Series
      • Accreditation
    • Scholarships
      • Dottie Rosso Scholarship
      • Hank Rosso Scholarship
      • Crisis Response Scholarship
    • Mobile App
    • Webinars
      • Archive
      • Fridays with The Fund Raising School
    • Podcast
  • Research
    • COVID-19 Tracking
      • Community Foundations and United Ways
    • Current Research Projects
    • Contract Research
    • 8 Myths of Philanthropy
    • Generosity for Life
    • Global Philanthropy Indices
    • Million Dollar List
    • Partnerships
    • Faculty Research & Publications
      • Books
    • Lilly Family Faculty & Student Grants
    • Research Archive
  • Institutes
    • Lake Institute on Faith & Giving
      • COVID-19 Congregational Study
      • COVID-19 Resources
      • Courses & Seminars
        • Cultivating Generous Congregations
        • Executive Certificate in Religious Fundraising
      • Annual Programs
      • Grants & Scholarships
      • Recommended Faith & Giving Resources
      • Board of Advisors
      • Muslim Philanthropy Initiative
        • Programs
          • Community Collaboration Initiative
          • Zakat Foundation Institute Fellowship
        • Council of Advisors
        • Staff
        • News
        • Symposiums
    • Mays Family Institute on Diverse Philanthropy
      • About
      • Events
      • Resources
    • Women’s Philanthropy Institute
      • Research
      • Newest Report
      • Complete Research Library
      • Infographics & Visuals
      • Philanthropy Plugged In
      • Newsroom
        • Press Releases
        • Media Coverage
        • Writing and Musings
      • About
      • Council
  • News & Events
    • Philanthropy and COVID-19
    • News
    • Blog
    • Events
      • Perspectives on Philanthropy Discussion Series
    • Philanthropy Matters
      • 2020 Issues
      • 2019 Issues
      • 2021 Issues
    • Insights Newsletter
      • 2021 Issues
      • 2020 Issues
      • 2019 Issues
      • 2018 Issues
      • 2017 Issues
      • 2016 Issues
    • Philanthropy Research Workshop
      • Fall 2020
      • Spring 2020
  • Giving
    • Make a Gift
    • Areas to Support
    • Giving Societies
    • Class Gift
    • Donor Bill of Rights
  • Directory
  • Contact
  • Alumni
    • Alumni Board
    • Contact Info
    • Distinguished Alumni
    • Get Involved
    • Share Your Success