Relation, Exploitation, or Function? Developing a Measurement Scale and Assessing Perceptions of Non-Profit/Business...

This research examines non-profit organizations' (NPOs) attitudes and intentions for engaging in business partnerships for their first time. A randomly selected, nationally representative survey of NPOs in the United States (N = 533), Canada (N = 399), and France (N = 139) was conducted online. Scales were created to assess NPO perceptions along three dimensions: relational, avoiding exploitation, and functional. Scales created herein are shown to be a valid means of assessing partnership perceptions, and the research results replicated across these three developed countries. Results demonstrate that NPOs considering business partnerships for the first time are primarily seeking concrete, functional benefits. They approach business partnerships with optimism, expecting positive relationships with little fear of exploitation. This suggests an inclination to participate. It also suggests potential vulnerability at the hands of a stronger business partner.