Monetary Incentives versus Promised Contribution to Charity: New Evidence on Mail Survey Response

Abstract

The relative efficacy of two types of incentives for producing responses to a mail survey was investigated. Personal cash payments of varying amounts enclosed with the questionnaire were compared with promises of a contribution to a charity of the respondent's choice and with a no-incentive control. Contrary to a previous research finding reported in the literature, the charity incentive did not produce a significantly greater return rate than was obtained with the no-incentive control. Personal cash incentives produced a significantly greater response rate than either the no-incentive control condition or the charity-incentive condition. Results of the study are interpreted as consistent with a cognitive dissonance theory of mail questionnaire response.