Date of Award


Degree Type

Open Access Dissertation

Degree Name

Education, PhD


School of Educational Studies

Advisor/Supervisor/Committee Chair

Jack H. Schuster

Dissertation or Thesis Committee Member

Daryl G. Smith

Dissertation or Thesis Committee Member

David E. Drew

Terms of Use & License Information

Terms of Use for work posted in Scholarship@Claremont.

Rights Information

© 1993 Frank Cortez Flores, Jr.


In an atmosphere of declining support, rising costs, and an increasing emphasis on quality education, the need for effective fund-raising is important to American higher education. During the past decade, institutions of higher education, both public and private, faced difficult financial problems with no apparent end in sight. A growing number of colleges and universities have been threatened by the unstable economy and shrinking applicant pools and are faltering under this threat. Private higher education seems to be especially vulnerable to financial difficulty and has been historically dependent upon philanthropic support to complement traditional revenues in an effort to remain financially viable. As a result of this changing environment, the identification and development of enhanced and more diversified fund-raising strategies have emerged as one of the most significant and far-reaching needs presently confronting American higher education.

This study investigated and analyzed academic leadership and management of advancement activities in American higher education with particular attention given to schools of dentistry. It focused on how American schools of dentistry may organize and manage their fund -raising programs to maximize voluntary financial support. With the prospect of declining support and rising costs, an aggressive and effective fund-raising program is arguably crucial to their survival.

The study addressed the predominant organizational structure and management practices in the area of fund-raising at American schools of dentistry; the perceptions held by the deans and senior development officers in these same institutions as to the effectiveness of certain practices relating to fund-raising sources and constituencies, and methods and techniques used in their fund-raising programs; and the emerging pattern which might serve as a model for development programs at American schools of dentistry or other institutions of higher education.

The study is composed of the entire population - a census of American schools of dentistry. Forty-five institutions (45/55) in thirty states, including Puerto Rico (30/34), participated in the survey and thirty-five deans (35/55) and thirty-five development officers (35/55) responded to the survey . The questionnaire is the principal means of data collection with a structured personal interview limited to the deans and development officers of the five California schools of dentistry. The deans and development officers cooperating in this survey give evidence that their major development-related functions are consistent with trends toward greater specialization in fund-raising. A high percentage (87.5 percent) of the dean respondents acknowledge affirmatively to making use of strategic planning as a management tool for the school's advancement activities. The dean respondents characterized the alumni as the most important giving constituency and the annual fund as the principal funding source. They also regard personal visits as the most effective method of soliciting funds for their institutions. The development officer respondents emphasized ideas, goals, and directions of their school's advancement program while being most aware of the specific mechanics of fund-raising. The guiding outlines of a model development program for American schools of dentistry appear to emerge from this exploratory study.