Effectiveness of Monetary Incentives: Mail Surveys to Members of Multinational Professional Groups

Industrial Marketing Management, Vol. 23, pp. 133-136, 1994

4 Pages Posted: 11 Feb 2005 Last revised: 31 Dec 2011

See all articles by J. Scott Armstrong

J. Scott Armstrong

University of Pennsylvania - Marketing Department

Thomas Yokum

Angelo State University - College of Business and Professional Studies

Abstract

Members of professional groups were much more likely to respond to a mail survey than nonmembers who were also experts in the area (43.7% versus 13.7%). A one-dollar (U.S.) prepaid monetary incentive increased the response rates, and it was as effective for members as for nonmembers (gains of 18.6% and 15.3%, respectively). Surprisingly, the U.S. dollar monetary incentive had a greater effect on foreign than U.S. response rates (gains of 32.6% and 12.9%, respectively).

Keywords: Marketing, monetary incentives, mail surveys

Suggested Citation

Armstrong, J. Scott and Yokum, Thomas, Effectiveness of Monetary Incentives: Mail Surveys to Members of Multinational Professional Groups. Industrial Marketing Management, Vol. 23, pp. 133-136, 1994. Available at SSRN: https://ssrn.com/abstract=665402

J. Scott Armstrong (Contact Author)

University of Pennsylvania - Marketing Department ( email )

700 Jon M. Huntsman Hall
3730 Walnut Street
Philadelphia, PA 19104-6340
United States
215-898-5087 (Phone)
215-898-2534 (Fax)

HOME PAGE: http://marketing.wharton.upenn.edu/people/faculty/armstrong.cfm

Thomas Yokum

Angelo State University - College of Business and Professional Studies ( email )

Rassman Building
San Antonio, TX 76909
325-942-2383 (Phone)
325-655-7807 (Fax)

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