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| Author: | London, S. J. Dommeyer, C. J. |
| Title: | Increased response to industrial mail surveys |
| Journal: | Industrial Marketing Management
1990 : AUG, 19:3, p. 235-241 |
| Index terms: | INDUSTRIAL SELLING MAIL SURVEYS MARKETING RESEARCH PRODUCT DESIGN |
| Language: | eng |
| Abstract: | The results of two mail survey experiments, that were conducted with design engineers, are reported. The two studies indicate that the response rate to an industrial mail survey can be enhanced with either a sweepstakes or a prepaid dollar. It appears that the prepaid dollar is a more powerful incentive than the sweepstakes; moreover, it produced a lower cost figure. A formula for determining the point at which the cost per return of a sweepstakes will equal the cost per return of a prepaid dollar, is presented. Suggestions for future research are offered. |
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