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

J. Scott Armstrong, University of Pennsylvania
J. Thomas Yokum, Angelo State University

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Postprint version. Published in Industrial Marketing Management, Volume 23, Issue 2, April 1994, pages 133-136.
Publisher URL: http://dx.doi.org/10.1016/0019-8501(94)90014-0

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).