Factors affecting industrial mail response rates

Article Abstract:

This article proposes a new approach to the study of response behavior to industrial mail surveys using communications theory as an integrative framework. Specifically, a conceptual model of the industrial mail survey process is constructed, focusing on the relationship between the researcher and the respondent, and emphasizing the collective impact of the various design and implementation elements on survey response. The central tenet of the model is that a prerequisite for inducing response is the existence of sufficient overlap in the perceptions of the researcher and the respondent regarding the basic dimensions comprising the total mail survey "package." The model is then used in the empirical part of the investigation, which employs factor comparison techniques to examine the degree of overlap in a sample of marketing research agencies (the researchers) and a sample of major United Kingdom companies (the respondents) with regards to the the factors influencing mail questionnaire response. The results indicate that, overall, the same underlying dimensions exist within the two samples, although some subtle variations can be identified. (Reprinted by permission of the publisher.)

Commercial nonphysical research, Methods, Surveys, Corporations, Market research services, Marketing research firms, Mail surveys, Survey response rates, Corporations, British

---

Marketing research in medium-sized U.K. and U.S. firms

Article Abstract:

It has been found that only 50 percent of firms that produce industrial items use marketing research as a tool for efficient sales. To elucidate the situation on market research use, a questionnaire was sent out in the U.S. and in the United Kingdom to collect data for a comprehensive survey-study. Out of 300 questionnaires sent out, 82 returned in a usable manner, with a total response of 27 percent. Of all these respondents, only ten American companies and 15 British firms actually use market research. As a cross-cultural study, the survey reveals that British managers are frequently people with technical degrees, whereas in the U.S. there are comparatively more managers with business degrees, a fact that may show why British firms are less successful when it comes to sales.

United States, Planning, Marketing, Marketing management, Business enterprises, Great Britain

---

Resourceuperformance relationships in industrial export ventures: the role of resource inimitability and substitutability

Article Abstract:

The interrelations between inventories and international exports are analyzed by focusing on German and United Kingdom industries.

United Kingdom, Germany, Management dynamics, Inventory Control, Usage, Exports, Company business management, International marketing

Similar abstracts:

• Abstracts: On evaluating the performance of 'wide-band' GDSS's. An investigation of changes in attitude over time of GDSS groups under unanimity and majority decision rules
• Abstracts: Industrial distributor selling: the roles of outside and inside sales. Key problems facing industrial distributors
• Abstracts: Negotiation styles of industrial buyers. How buyers handle conflicts. How the diffusion of industrial innovations is different from new retail products

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.