Postal surveys to small manufacturers

Article Abstract:

The use of the mail questionnaire as a survey tool has been the subject of many investigations in the United States, where its use on various industrial populations has been studied. However very little has been published either in the U.S. or in the United Kingdom which considers the applicability of response-improvement techniques to a survey of small manufacturing firms. This article discusses our experience and views on the influence of a number of perceived response-improvement techniques - type of postage on the enclosed return envelope, personalization, anonymity, type of questionnaire, and follow-up and its timing after the initial mailing - on a postal survey of small manufacturing companies in the United Kingdom, as part of a larger project on small company control. The findings are compared with Jobber's recommendations for mail survey of industrial populations. (Reprinted by permission of the publisher.)

Usage, Survey response rates, Questionnaires

---

Disk by mail for industrial survey research: a review and example

Article Abstract:

Disk by mail (DBM) offers an alternative to traditional pencil-and-paper surveys that achieves some of the benefits of in-person interviews at a comparable cost. DBM provides a solution to some of the unique problems encountered when conducting research that involves firms in business markets. This article reviews what is known about DBM, compares DBM with both pencil-and-paper surveys and on-line surveys, discusses the response effects of computerized questioning, and describes a recent study of international channel selection by software firms that illustrates the use of this method. (Reprinted by permission of the publisher.)

Market Research, Methods, Technology application, Marketing research

---

A survey of sales incentive programs

Article Abstract:

Sales incentives are regarded as an important motivator of sales personnel. This article presents the findings of a study that establishes the sales incentive practices of a sample of 75 industrial companies in South Africa. In addition, previous research on sales incentives is reviewed. Finally, a set of guidelines is presented for the use of management when they design incentives schemes in the future. (Reprinted by permission of the publisher.)

Management, Employee incentives, South Africa, Corporations, Incentives (Business), Sales personnel, Salespeople, Corporations, South African

Similar abstracts:

• Abstracts: European oil and gas industry: the search for supply. The Greeneville experience
• Abstracts: The drop and collect survey among industrial populations: theory and empirical evidence. Author and Institution productivity in Industrial Marketing management from 1971 to 1998
• Abstracts: The impact of IT on management. Koor industries: Israel's conglomerate restructured. The human factor in IT: man and machine
• Abstracts: User initiated product innovations. Survey of new product forecasting practices in industrial high technology and low technology businesses

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