1. 1998. It is based on Constance Rossum, “Effective Nonprofits: How a Paired Values Approach to Marketing Management Links Mission with Customer.” PhD., dissertation, Claremont Graduate University, Professor Rossum, president and founder of Management Directives, is a consultant for business and nonprofits. Her dissertation employed case-study analysis and focused on nonprofit organizations, all of whom had used theDrucker Toolin some form as part of their strategic planning process. Peter F. Drucker served as a member of her dissertation committee
2. Kotler, Philip and Andreasen, Alan R. 1996.Strategic Marketing for Nonprofit Organizations, 5th ed., 44–53. Englewood Cliffs, N.J.: Prentice-Hall. ), p– The authors define the characteristics of a customer-centered organization and of an organizational approach. See also the seven “clues” that signal an organization-centered philosophy as described by Alan R. Andreasen in “Nonprofits: Check Your Attention to Customers,” Harvard Business Review (May-June, 1982, pp. 105–110
3. “Paired Values” is the strategy, Cameron, K. S. and Bilimoria, D. 1985.Assessing Effectiveness in Higher EducationVol. 1, 101–118.The Review of Higher EducationVol. 9 No.(1985): identified by Professor Rossum in his dissertation, that emerged as a means by which effective nonprofits were able to achieve the multiple goals of their multiple constituencies without compromising their mission; the “Paired Values Strategy”™ was largely absent in ineffective nonprofits
4. Respondent perceptions are based on personal interviews. conducted by Rossum and Baum as well as a review of available survey data (among students, alumni, faculty, trustees, etc.) and internal reports