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Journal of the Academy of Marketing Science
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The Effects of Appeals, Anonymity, and Feedback on Mail Survey Response Patterns from Salespeople

Pradeep K. Tyagi

Temple University

The effects of manipulation of appeal types, anonymitylnonanonymity, and the promise/no promise of feedback of research results on response patterns were ex amined using a sales population. The results indicate that the use of these techniques can enhance the response patterns from salespeople. Specifically, the egoistic appeal, the inter action of egoistic appeal with anonymity, and feedback were shown to influence response rate, response speed, and response completeness.

Journal of the Academy of Marketing Science, Vol. 17, No. 3, 235-241 (1989)
DOI: 10.1177/009207038901700305
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