Marketing guru Philip Kotler, cause marketing authority David Hessekiel, and social marketing expert Nancy Lee have teamed up to create a guide rich with actionable advice on integrating marketing and corporate social initiatives into your broader business goals.

Businesspeople who mix cause and commerce are often portrayed as either opportunistic corporate "causewashers" cynically exploiting nonprofits, or visionary social entrepreneurs for whom conducting trade is just a necessary evil in their quest to create a better world. Marketing and corporate social initiatives requires a delicate balancing act between generating financial and social dividends.Good Works is a book for business builders, not a Corporate Social Responsibility treatise. It is for capitalists with the hearts and smarts to generate positive social impactsand bottom-line business results.

Good Works is rich with actionable advice on integrating marketing and corporate social initiatives into your broader business goals.

WithGood Works, you'll find that you can generate significant resources for your cause while achieving financial success.

PHILIP KOTLER is one of the world's leading authorities on marketing, and his writing has defined marketing around the world for the past forty years. He is the S.C. Johnson& Son Distinguished Professor of International Marketing at Northwestern University's Kellogg School of Management.

DAVID HESSEKIEL is President of the Cause Marketing Forum. Executives around the world turn towww.causemarketingforum.com for news, research and case studies and to access CMF's programs and publications. AForbes, MediaPost andHuffington Post blogger, Hessekiel is a frequently quoted industry analyst and regularly speaks about cause marketing and Corporate Social Responsibility to business and NGO audiences.

NANCY R. LEE is President of Social Marketing Services, Inc., an adjunct faculty at the University of Washington, has consulted with more than 100 nonprofit organizations, and has participated in the development of more than 50 social marketing campaign strategies for public sector agencies. This is the ninth book she has coauthored with Philip Kotler.

Acknowledgments v

I Introduction 1

1 Good Intentions Arent Enough: Why Some Marketing and Corporate Social Initiatives Fail and Others Succeed 3

2 Six Social Initiatives for Doing Well by Doing Good 21

II Marketing Driven Initiatives: Growing Sales and Engaging Customers 47

3 Cause Promotion: Persuading Consumers to Join Your Company in a Good Cause 49

4 Cause-Related Marketing: Making Contributions to Causes Based on Product Sales and Consumer Actions 82

5 Corporate Social Marketing: Supporting Behavior Change Campaigns 111

III Corporate-Driven Initiatives: Expressing and Advancing Your Companys Values and Objectives 139

6 Corporate Philanthropy: Making a Direct Contribution to a Cause 141

7 Community Volunteering: Employees Donating Their Time and Talents 158

8 Socially Responsible Business Practices: Changing How You Conduct Business to Achieve Social Outcomes 177

IV Offense and Defense 197

9 Offense: Choosing a Social Problem to Alleviate 199

10 Offense: Selecting a Social Initiative to Support the Cause 206

11 Offense: Developing Social Initiative Programs 211

12 Offense: Evaluating Efforts 217

13 Summary of Best Practices 223

14 No Good Deed Goes Unpunished: Dealing with Cynics and Critics 228

V For Nonprofits and Public Sector Agencies Only 237

15 A Marketing Approach to Winning Corporate Funding and Support for Social Initiatives: Ten Recommendations 239

Notes 253

Index 277