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


  • JS Armstrong

    (The Wharton School - University of Pennsylvania)

  • J. Thomas Yokum

    (Angelo State University)


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).

Suggested Citation

  • JS Armstrong & J. Thomas Yokum, 2004. "Effectiveness of Monetary Incentives: Mail Surveys to Members of Multinational Professional Groups," General Economics and Teaching 0412015, EconWPA.
  • Handle: RePEc:wpa:wuwpgt:0412015
    Note: Type of Document - pdf; pages: 4

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    References listed on IDEAS

    1. Parks, Bill & Pharr, Steven W. & Lockeman, Bradley D., 1994. "A marketer's guide to Clausewitz: Lessons for winning market share," Business Horizons, Elsevier, vol. 37(4), pages 68-73.
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    3. JS Armstrong & Roderick J. Brodie, 2004. "Effects of Portfolio Planning Methods on Decision Making: Experimental Results," General Economics and Teaching 0412016, EconWPA.
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    5. Mueller, Dennis C., 1992. "The corporation and the economist," International Journal of Industrial Organization, Elsevier, vol. 10(2), pages 147-170, June.
    6. Anterasian, Cathy & Graham, John L., 1989. "When it's good management to sacrifice market share," Journal of Business Research, Elsevier, vol. 19(3), pages 187-213, November.
    7. Morton Deutsch, 1958. "Trust and suspicion," Journal of Conflict Resolution, Peace Science Society (International), vol. 2(4), pages 265-279, December.
    8. Cynthia A. Montgomery & Birger Wernerfelt, 1991. "Sources of Superior Performance: Market Share Versus Industry Effects in the U.S. Brewing Industry," Management Science, INFORMS, vol. 37(8), pages 954-959, August.
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    More about this item


    monetary incentives; marketing;

    JEL classification:

    • A - General Economics and Teaching

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