The Effects of Appeals, Anonymity, and Feedback on Mail Survey Response Patterns from Salespeople

Abstract

The effects of manipulation of appeal types, anonymity/nonanonymity, and the promiselno promise of feedback of research results on response patterns were examined 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 interaction of egoistic appeal with anonymity, and feedback were shown to influence response rate, response speed, and response completeness.