Professor Jen Shang
Professor Jen Shang is a Philanthropic Psychologist and Director of Research at the University of Plymouth Hartsook Centre for Sustainable Philanthropy at Plymouth Business School and at the Lilly Family School of Philanthropy at Indiana University. Her research and teaching focuses on the “Why's" in understanding the psychology of philanthropy as the only true way of enhancing its practice.

Her past research studies how identity (one’s sense of who they are) influences giving and how giving enriches identity. This work has been published in journals including Economic Journal, Experimental Economics, Journal of Marketing Research, Marketing Science, Organizational Behavior and Human Decision Processes, Marketing and Psychology and Nonprofit Management and Leadership. It has been funded by the National Science Foundation, The Aspen Institute, the Corporation for Public Broadcasting, the Association of Fundraising Professionals, the Hewlett Foundation and the Rockerfeller Foundation. Her work has been covered in the BBC, New York Times, the Chronicle of Philanthropy, Advancing Philanthropy, Nonprofit Times, Professional Fundraising and the Third Sector. She is the author of Fundraising: Principles and Practice.

Jen is genuinely passionate about forging the link between academic research and professional practice and would see her research as contributing to the quality of nonprofit marketing/fundraising, increasing participation in philanthropy, and enhancing the quality of individual’s philanthropic experience. She works with over 30 nonprofit organizations including internationally respected organizations such as American Red Cross, National Public Radio, NSPCC, Cancer Research UK and RSPCA.

Jen is deeply committed to promoting the teaching of philanthropic psychology and fundraising. Teaching in my view, should go beyond simple techniques or knowledge transfer and provide students with the values, visions and passions that have the potential to transform real-world practice. Jen utilises modern teaching approaches including active-learning, Just-in-Time teaching, Decoding-the-discipline and group-based techniques. These techniques enable the educator to promote transformative life long learning in their students. Jen’s commitment to teaching was recognized by Indiana University through its annual Trustee’s Teaching Award and was recognized by the professional body of fundraising (Institute of Fundraising in the UK) by the appointment to be their Chief Examiner.

Publications

Books

Sargeant, Adrian and Shang, Jen (2016). Fundraising: Principles and Practice. 2nd Edition. San Francisco, CA: Jossey-Bass.

Book chapters

Croson, Rachel and Jen Shang (2010). Social Influence in Giving: Field Experiments in Public Radio.

The Science of Giving: Experimental Approaches to the Study of Charity, 65-80 (cited by 2, 10/15/2012).

Journal articles 

Sargeant, Adrian and Shang, Jen (2016). What makes great fundraising organizations? International Journal of Nonprofit and Voluntary Sector Marketing.

Croson, Rachel and Jen Shang (2012). Limits of the Effect of Social Information on the Voluntary Provision of Public Goods: Evidence from Field Experiments. Economic Inquiry. DOI: 10.1111/j.1465-7295.2012.00468.x

Sargeant, Adrian and Shang, Jen (2012). How We Make Donors Feel: The Relationship between Premium Benefit Level and Donor Identity Esteem. International Journal of Nonprofit and Voluntary Sector Marketing, 17: 157-171.

Sargeant, Adrian and Jen Shang (2011). Bequest Giving: Revisiting Donor Motivation With Dimensional Qualitative Research. Psychology and Marketing, 28(10), 980-997 (Selected by the journal as the only article in the press release from this special issue, cited by 2, 10/15/2012).

Fader, Peter; Hardie, Bruce and Shang, Jen (2010). Customer-Base Analysis in a Discrete-Time Noncontractual Setting. Marketing Science, 29(6), 1086-1108. (Cited by 8, 10/15/2012)

Sargeant, Adrian, Jen Shang and Haseeb Ahmed Shabbir (2010). The Social Marketing of Giving. Public Management Review, 12(5), 635-662. (cited by 1, 10/15/2012)

Croson, Rachel, Femida Handy and Jen Shang (2009). Gender Difference in Norm Formation and Fundraising. International Journal of Nonprofit and Voluntary Sector Marketing, 15(2), 199-213. (Cited by 8, 10/15/2012)

Shang, Jen and Rachel Croson (2009). Field Experiments in Charitable Contribution: The Impact of Social Influence on the Voluntary Provision of Public Goods. The Economic Journal, 119(540), 1422-1439. (Cited by 123, 10/15/2012)

Gino, Francesca, Jen Shang and Rachel Croson (2009). The Impact of Information from Similar or Different Advisors on Judgment. Organizational Behavior and Human Decision Processes, 108(2), 287-302. (Cited by 22, 10/15/2012)

Croson, Rachel, Femida Handy and Jen Shang (2009). The Relationship between Norms, Social Information and Subsequent Giving: Results from a Donor Survey and a Lab Experiment. Nonprofit Management and Leadership, 19(4), 467-489. (Editor’s Best Scholar Paper Award of the year, Cited by 8, 10/15/2012)

Sargeant, Adrian and Shang, Jen (2009). Clear Insights: Philanthropic Psychology. Advancing Philanthropy, June 2009, 29-33.

Shang, Jen, Americus Reed and Croson Rachel (2008). Identity-Based Gender Congruency Effect on Donations. Journal of Marketing Research, vol. XLV, 1-10. (Cited by 30, 10/15/2012)

Croson, Rachel and Jen Shang (2008). The Impact of Downward Social Information on Contribution Decisions. Experimental Economics, 11(3), 221-233. (Cited by 69, 10/15/2012)

Shang, Jen and Rachel Croson (2006). The Impact of Social Comparisons on Nonprofit Fundraising. Research in Experimental Economics Series, 11: 143-156. (Cited by 39, 10/15/2012)

Reder, Lynne, Keith Weber, Jen Shang and Polina Vanyukov (2003). The adaptive character of the attention system: statistical sensitivity in a target localization task. Journal of Experimental Psychology: Human Perception and Performance, 29 (3), 631-649. (Cited by 19, 1/11/2012)

Conference presentations

Shang, Jen; Jane Hudson and Adrian Sargeant, One’s relationship with believed God figures and religious giving, ARNOVA, Nov. 2015.

Shang, Jen, Risk and Philanthropy, University of Hong Kong, Oct. 2014

Shang, Jen, Philanthropic Psychology, Council for Advancement and Support of Education, Oct. 2014

Shang, Jen, Philanthropic Psychology, Singapore National University, Oct. 2014

Shang, Jen; Sargeant, Adrian, Hurth, Victoria and Smith, Eliot, The Impact of Social Ideals on Giving, AEA Annual Meeting, Jan. 2014.

Shang, Jen, Moral Identity, Giving and Gender, Warwick Workshop on Generosity and Well-being, April, 9th, 2013.

Shang, Jen; Reed, Americus and Sargeant, Adrian. Moral Identity, Giving and Gender, Academy of Marketing, Southampton, July 3rd, 2012.

Sargeant, Adrian, Shang, Jen and Hudson, Jane. Religious Identification and Charitable Giving, ARNOVA, Cleveland, Ohio, Nov. 23-24, 2009

Shang, Jen and Lee, Leonard. Gift Selection and Charitable Giving, ARNOVA, Cleveland, Ohio, Nov.
23-24, 2009

Sargeant, Adrian and Shang, Jen. Identification in Bequest Giving, ARNOVA, Philadelphia, Pennsylvania, Nov.23-24, 2008

Gino, Frances; Shang, Jen and Croson, Rachel. The Impact of Information from Similar or Different
Advisors on Judgment, Association of Consumer Research, San Francisco, California, Oct. 24-25,
2008

Shang, Jen. Philanthropic Psychology, Queensland University of Technology, Australia, June 26, 2008

Sargeant, Adrian; Shang, Jen and Shabbir, Haseeb Ahmed. The Public Policy Implications for Nonprofit Marketing A Framework to Guide Public Policy to Increase Philanthropic Giving, ARNOVA, Atlanta, Georgia, Nov. 23-24, 2007

Shang, Jen & Croson, Rachel. Motivations for Giving. Competitive Session Public Radio Development and Marketing Conference (PRDMC), Reno, NV, July 12 – July 14, 2007

Shang, Jen & Croson, Rachel Social Dilemmas in the Field: Field Experiments on Voluntary Contributions to Public Radio, 12th International Conference on Social Dilemmas, Seattle, Washington, July 8 –July 12, 2007

Kopelman, Shirli & Shang, Jen. The Effect of Positive Emotion and Collective Self on Generosity, 12th

International Conference on Social Dilemmas, Seattle, Washington, July 8th –July 12th, 2007

Shang, Jen & Croson, Rachel. Social Network Effect in Giving: Evidence from Field Experiments. Society of Personality and Social Psychology. Memphis, TN, Jan. 18-21, 2007

Shang, Jen & Croson, Rachel. Social Network Effect in Giving: Evidence from Field Experiments. Annual Meeting of The Allied Social Science Associations. Chicago, IL, Jan. 7-9, 2007.

Shang, Jen & Croson, Rachel. I have more friends, so I give more; or so I think? Panel discussion in Association for Research on Nonprofit Organizations and Voluntary Action (ARNOVA), November 16-18, 2006.

Thomas, T., Shang, J. and Kopelman, S. Social Identity and Power in the Field: Implications for Charitable Contribution to Public Goods. Competitive Paper in Association for Research on Nonprofit Organizations and Voluntary Action (ARNOVA), November 16-18, 2006.

Shang, Jen, Americus Reed & Croson, Rachel. ”I” Give, but “We” Give More: The Impact of Identity and the Mere Social Information Effect on Donation Behavior. Special Sessions in North American Conference of the Association for Consumer Research (ACR), Orlando, Florida, September 29 – Oct. 2, 2006.

Thomas, T., Shang, J. and Kopelman, S. Social Identity and Power in the Field: Implications for Charitable Contribution to Public Goods. The Academy of Management Meeting, Atlanta, Georgia - August 11-16, 2006.

Shang, Jen & Croson, Rachel. Motivations for Giving. Competitive Session Public Radio Development and Marketing Conference (PRDMC), New Orleans, Louisiana, July 26 – July 29, 2006.

Shang, Jen & Croson, Rachel. Field Experiments in Public Goods Provision: Social Comparisons. Competitive Paper in Association for Research on Nonprofit Organizations and Voluntary Action (ARNOVA), September 29 – October 2, 2005.

Shang, Jen & Croson, Rachel. Field Experiments in Public Goods Provision: Social Comparisons. Competitive Paper in North American Conference of the Association for Consumer Research (ACR), San Antonio, Texas, September 29 – October 2, 2005.

Shang, Jen & Croson, Rachel. Social Influence in Nonprofit Marketing. Panel on Public Policy and Marketing in North American Conference of the Association for Consumer Research (ACR), San Antonio, Texas, September 29 – October 2, 2005.

Shang, Jen & Croson, Rachel (2005). Field Experiments in Public Goods Provision: Social
Comparisons. Economic Science Association Meeting (ESA), Montreal, Canada, June 23-26, 2005.

Shang, Jen & Croson, Rachel (2005). Psychological Motivations for Giving to Public Radio: Survey Research on Public Radio Membership. Annual Meeting of The Allied Social Science Associations. Philadelphia, PA, Jan. 7-9, 2005.

Shang, Jen & Croson, Rachel (2005). Social Comparisons in Public Good Provision: Field Experiments from Public Radio. Annual Meeting of The Allied Social Science Associations. Philadelphia, PA, Jan. 7-9, 2005.

Shang, Jen & Croson, Rachel (2004). The Impact of Social Comparisons on Repeated Contributions. The Society of Judgment and Decision Making Conference (SJDM). Minneapolis, MN, Nov. 20 – 22, 2004.

Shang, Jen & Croson, Rachel (2004). Social Comparisons and Social Dilemmas: Field Experiments in Nonprofit Fundraising. The Academy of Management Meeting. New Orleans, Louisiana, Aug. 6 – Aug. 11, 2004

Shang, Jen & Croson, Rachel (2004). Psychological Motivations in Public Radio Fundraising. Public Radio Development and Marketing Conference (PRDMC). Austin, Texas, Jul. 29 – Jul.31, 2004

Shang, Jen & Croson, Rachel (2003). Social Comparisons in Public Goods Provision in the Field. International Economic Science Association Meeting (ESA), Amsterdam, The Netherlands. Jun. 11 – Jun. 14, 2004.

Kurzban, Robert & Shang, Jen (2002). Information Seeking in Public Goods Provision. The Society of Judgment and Decision Making Conference (SJDM). Kansas City, Kansas, Nov 24-25, 2002.

Papers under review

Shang, Jen and Reed, Americus (2015). The Effect of Moral Identity Discrepancy on Charitable Giving. R&R at Journal of Marketing Research.

Sargeant, Adrian and Shang, Jen (2015). What makes fundraising great? International Journal for Nonprofit and Voluntary Sector Marketing.

Sargeant, Adrian and Shang, Jen (2015). Risk and Philanthropy. Strategic Entrepreneurship Journal

Sargeant, Adrian and Shang, Jen (2015). Social Information. Journal of Nonprofit & Public Sector Marketing.

Working papers 

The Effect of Generosity and Social Networks on Identity Regulation with Americus Reed, Adrian Sargeant and Rachel Croson. In preparation for Psychological Science.

Faith-based Identity in Giving, with Jane Hudston and Adrian Sargeant. In preparation for Nonprofit and Voluntary Sector Quarterly.

Kopelman, Shirli, Sargeant, Adrian and Shang, Jen (2012). The Effect of Positive Emotion and Collective Self on Generosity. In preparation for Psychological Science.