A decision-making method for consensus building applied to increase the chance of decision implementation in NPOs: the case of fundraising problem

Goal: The present research aimed to demonstrate the use of a decision-making method based on game theory to support the resolution of a usual NPO's management problem, which is the one of fundraising with different stakeholders' preferences. Design / Methodology / Approach: The application of the method occurred within a NPO in the city of Ribeirao Preto, Brazil, and included: (i) a phase for structuring the problem in the form of a decision matrix; and (ii) a group decision phase for supporting the NPO's director board in their group decision-making process. Results: The method predicted reasonably well the group decision, whose effects were demonstrated with a greater sense of justice. Two years after the decision made, the authors verified through a new visit to the NPO that the mix of the choice of the group and the method was indeed implemented. Limitations of the investigation: It should be noted that, given the sample size, the results achieved in this study should be corroborated by other studies that eventually replicate the procedures proposed here. Practical implications: It has been concluded that the use of a formal approach can contribute to the solution of the fundraising problem in NPOs environment, increasing the chances for decision's implementation. Originality / Value: It is expected that the framework proposed can be used for other similar problems of group decision making in NPOs by the replication of the procedures presented in the paper.