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Conducting International Mail Surveys: The Effect of Incentives on Response Rates with an Industry Population


  • Scott Dawson

    (Portland State University)

  • Dave Dickinson

    (Griggs-Anderson Research)


Mail surveys are one alternative for satisfying information needs about international markets. To date, minimal empirical research is available to inform academicians or practitioners of expected response rates, or of the efficacy of incentives when undertaking mail surveys across disparate cultures. The results from a study conducted in six countries suggests that an inexpensive and perhaps symbolic incentive, such as a commemorative stamp, can significantly increase response rates. For academicians conducting cross-cultural research, the mail survey may be the most cost-effective data collection method.© 1988 JIBS. Journal of International Business Studies (1988) 19, 491–496

Suggested Citation

  • Scott Dawson & Dave Dickinson, 1988. "Conducting International Mail Surveys: The Effect of Incentives on Response Rates with an Industry Population," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 19(3), pages 491-496, September.
  • Handle: RePEc:pal:jintbs:v:19:y:1988:i:3:p:491-496

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    Cited by:

    1. Norifumi Kawai & Roger Strange & Antonella Zucchella, 2016. "Stakeholder Pressures, EMS Implementation, and Green Innovation in MNC Overseas Subsidiaries," DEM Working Papers Series 121, University of Pavia, Department of Economics and Management.
    2. Keith D. Brouthers & Desislava Dikova, 2010. "Acquisitions and Real Options: The Greenfield Alternative," Journal of Management Studies, Wiley Blackwell, vol. 47(6), pages 1048-1071, September.
    3. repec:spr:manint:v:47:y:2007:i:1:d:10.1007_s11575-007-0005-5 is not listed on IDEAS
    4. repec:dgr:rugsom:04g26 is not listed on IDEAS
    5. Park, Hoon & Sun Dai Hwang & Harrison, J. Kline, 1996. "Sources and consequences of communication problems in foreign subsidiaries: The case of United States firms in South Korea," International Business Review, Elsevier, vol. 5(1), pages 79-98, February.
    6. Witteloostuijn, Adriaan van & Dikova, Desislava, 2005. "Acquisition versus greenfield foreign entry : diversification mode choice in Central and Eastern Europe," Research Report 04G26, University of Groningen, Research Institute SOM (Systems, Organisations and Management).
    7. Barón, Juan D. & Breunig, Robert & Cobb-Clark, Deborah A. & Gorgens, Tue & Sartbayeva, Anastasia, 2008. "Does the Effect of Incentive Payments on Survey Response Rates Differ by Income Support History?," IZA Discussion Papers 3473, Institute for the Study of Labor (IZA).
    8. Dikova, Desislava, 2009. "Performance of foreign subsidiaries: Does psychic distance matter?," International Business Review, Elsevier, vol. 18(1), pages 38-49, February.
    9. Agnieszka Chidlow & Pervez N. Ghauri, 2014. "What incentives are being used by International Business Researchers in Their Surveys? A Review," William Davidson Institute Working Papers Series wp1086, William Davidson Institute at the University of Michigan.
    10. Kawai, Norifumi & Strange, Roger, 2014. "Subsidiary autonomy and performance in Japanese multinationals in Europe," International Business Review, Elsevier, vol. 23(3), pages 504-515.

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