Increasing compliance in costly telephone interviews: A test of four inducement techniques

Jacob Hornik, Tamar Zaig, Don Shadmon

Research output: Contribution to journalArticlepeer-review

Abstract

Two experiments examine the relative effectiveness of two non-pressure compliance techniques (low ball, foot-in-the-door) and of their combination in increasing respondent cooperation in costly telephone surveys. Results show that while both techniques increase compliance when compared to the control group, the most significant increase occurs when using the newly formed combined technique. In fact, the data in both studies provide evidence that the combined routine is an important technique for solliciting response in relatively long telephone interviews and in telephone surveys concerning highly sensitive topics.

Original languageEnglish
Pages (from-to)147-153
Number of pages7
JournalInternational Journal of Research in Marketing
Volume8
Issue number2
DOIs
StatePublished - Jun 1991

Fingerprint

Dive into the research topics of 'Increasing compliance in costly telephone interviews: A test of four inducement techniques'. Together they form a unique fingerprint.

Cite this