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Organizational culture and revenue-raising strategies in social service not-for-profits

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  • Lu Jiao
  • Graeme Harrison
  • Jinhua Chen

Abstract

Using survey and archival data, we investigate the relations between organizational culture and revenue-raising strategies of diversification and concentration in not-for-profit organizations (NFPs). We find that both a respect for people culture and a stability culture positively influence diversification, while an outcome orientation culture positively influences concentration. An innovation culture is not associated with either strategy. We confirm prior findings that governance factors of board size and gender diversity influence NFPs’ revenue strategies, and extend this research by incorporating board expertise, finding business expertise is positively associated with revenue concentration, whereas legal expertise is positively associated with diversification. JEL Classification: L31 Nonprofit Institutions

Suggested Citation

  • Lu Jiao & Graeme Harrison & Jinhua Chen, 2025. "Organizational culture and revenue-raising strategies in social service not-for-profits," Australian Journal of Management, Australian School of Business, vol. 50(2), pages 459-483, May.
    • Handle: RePEc:sae:ausman:v:50:y:2025:i:2:p:459-483
    DOI: 10.1177/03128962231222802
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    Keywords

    Not-for-profit; organizational culture; revenue concentration; revenue diversification; revenue-raising strategies;
    All these keywords.

    JEL classification:

    • L31 - Industrial Organization - - Nonprofit Organizations and Public Enterprise - - - Nonprofit Institutions; NGOs; Social Entrepreneurship

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