More on Self-Perception Theory's Foot Technique in the Pre-Call/Mail Survey Setting

A field experiment conducted in Sweden compared the effectiveness of two types of telephone pre-calls in influencing response rates in a mail survey. Response rates for a questioning foot-in-the-door manipulation were evaluated against responses produced by a simple solicitation call and a blind mai...

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Bibliographic Details
Published in:Journal of marketing research 1980-11, Vol.17 (4), p.498-502
Main Authors: Allen, Chris T., Schewe, Charles D., Wijk, Gösta
Format: Article
Language:English
Subjects:
Consumer research
Criminal solicitation
Empirical evidence
Experiments
Isotopes
Mailings
Marketing
Polls & surveys
Questionnaires
Response rates
Self image
Self perception
Self perception theory
Social psychology
Studies
Techniques
Theory
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Description
Summary:A field experiment conducted in Sweden compared the effectiveness of two types of telephone pre-calls in influencing response rates in a mail survey. Response rates for a questioning foot-in-the-door manipulation were evaluated against responses produced by a simple solicitation call and a blind mailing control. The results demonstrate that pre-calling in general enhances response rate. However, the results furnish, at best, qualified support for a self-perception theory prediction. Alternative explanations for the lack of the self-perception foot effect are offered. Conclusions are drawn for the practitioner and academic researcher.
ISSN:0022-2437
1547-7193
DOI:10.1177/002224378001700408