An Inquiry Into the Misuse of the Survey Technique by Sales Solicitors

Baxter, Richard L.

doi:10.1086/267228

Cited by 9 publications

(3 citation statements)

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“…Since that time, the survey-onsurveys approach has been used to investigate a variety of issues, including bogus surveying (e.g. Baxter 1964), sensitive question topics (e.g. Singer 1984), motives for refusal (e.g.…”

Section: A "Survey-on-surveys" Approach To the Study Of Mail Responsementioning

confidence: 99%

Determinants of industrial mail survey response: A survey‐on‐surveys analysis of researchers' and managers' views

Diamantopoulos

Schlegelmilch²

1996

Journal of Marketing Management

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USA This paper compares the perceptions of marketing research executives and industrial respondents regarding factors impacting on industrial mail survey response. Following a review of the different research traditions to the study of mail response rates, a "survey-on-surveys " approach is introduced and used to study the potential impacts of different design and implementation factors on survey response. The results of the study provide empirical evidence on the perceived influence of a wide variety of response-inducing factors in industrial mail surveys, and are used to generate managerial recommendations for the conduct of the latter. Directions for future research are also identified.

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Section: A "Survey-on-surveys" Approach To the Study Of Mail Responsementioning

confidence: 99%

Determinants of industrial mail survey response: A survey‐on‐surveys analysis of researchers' and managers' views

Diamantopoulos

Schlegelmilch²

1996

Journal of Marketing Management

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“…-Misuse of Surveys as a Sales Pitch: One possible factor influencing the general evaluation of survey research is the abuse of surveys as a &dquo;door opener&dquo; for the purpose of selling good and services (Baxter 1964;Schleifer 1986;Sheets/Radlinski/KohneBrunner 1974). Evidence for this assumption has been found in a survey with interviewers about different aspects of their work.…”

Section: Interview Experience and Attitudes Towards Surveysmentioning

confidence: 99%

Effects of Survey Experience on Respondents' Attitudes Towards Surveys

Stocké

Langfeldt

2004

Bulletin of Sociological Methodology/Bulletin de Méthodologie S

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Résumé -Effets des expériences d'enquêtes sur les attitudes des répondants envers des enquêtes: Dans cet article, nous analysons si et comment les évaluations des répondants de leurs expériences précédentes d'interview influencent leur attitude envers les enquêtes. En particulier, nous comparons l'importance relative de trois dimensions indépendantes: le charge de la participation & a g r a v e ; un interview, la valeur de "divertissement" de l'interview et l'agacement dû & a g r a v e ; des questions mal posées. Un premier résultat est que le mode de passation du dernier interview est un déterminant significatif de l'évaluation en général des enquêtes. Le deuxième et plus important résultats est que l'importance du charge ressenti lors du dernier interview --et non pas les autres dimensions --a un effet significatif dans l'attitude générale envers des enquêtes. De plus, l'association entre le charge subjectif et l'attitude envers des enquêtes est influencée par l'accessibilité cognitive des ces évaluations mesurées par les latences de réponse. Donc, les instances plus accessibles cognitivement et plus saillantes d'expériences d'interviews trop chargés, sont particulièrement importantes dans la formation de l'attitude des répondants, et ainsi influencent très probablement la coopération dans de futures enquêAbstract: In the following article we analyze whether or not and to what extent respondents' evaluations of past interview experiences affect their generalized attitudes towards surveys. In particular, our study compares the relative significance of three orthogonal evaluation dimensions: the burden caused by interview participation, the "entertainment value" of an interview and the irritation due to confusing question wording. As a first result, the mode of administration of the last interview proved to be a significant predictor of the evaluation of surveys in general. The second and most important finding is that the burden experienced during the last interview, but not the other evaluation dimensions, has a significant effect on the generalized evaluation of surveys. In addition, the association between the subjective burden and survey attitudes is found to be conditioned by the cognitive accessibility o f these e valuations, as measured by response latencies. Thus, cognitively more accessible and more salient instances of burdensome interview experiences are especially relevant for the respondents' attitudes, and therefore influence most likely cooperation in future surveys.

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“…arketing research as a sales ploy, or selling under the guise of marketing research, is an unethical technique that unfortunately has been with us for many years (3,4,6,7,8). It comes in many different forms but is basically a "foot-in-the-door'' selling technique that begins with a statement such as, "I am conducting a survey."…”

Section: Introductionmentioning

confidence: 99%

Marketing research as a sales ploy

McDaniel¹,

Verille²,

Madden³

1988

Journal of Direct Marketing

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This study examines the ethical issues involved in the use of marketing research as a sales ploy and reports results from four national studies investigating the extent to which consumers have experienced this deceptive technique. Findings indicate that concern is warranted regarding the wide extent (and perhaps increased use) of this ploy in direct marketing today. The authors recommend that both direct maristers and marketing researchers take an acive position in curtailing the use of this sales technique.

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An Inquiry Into the Misuse of the Survey Technique by Sales Solicitors

Cited by 9 publications

References 0 publications

Determinants of industrial mail survey response: A survey‐on‐surveys analysis of researchers' and managers' views

Determinants of industrial mail survey response: A survey‐on‐surveys analysis of researchers' and managers' views

Effects of Survey Experience on Respondents' Attitudes Towards Surveys

Marketing research as a sales ploy

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