Toward a conceptualization of mail survey response behavior

Terry L. Childers, Steven J. Skinner

Research output: Contribution to journalReview articlepeer-review

22 Scopus citations


A conceptual framework for understanding and researching mail survey response behavior is proposed and developed around the constructs of cooperation, trust, and commitment. Survey response is viewed as the cooperative exchange of information by respondents in return for an opportunity to shape their environment. Issues related to the valuation of the survey exchange process are examined within the proposed framework. Current survey inducement techniques are evaluated in terms of their relationship to the three central constructs and their effects on the decision to participate in a mail survey.

Original languageEnglish (US)
Pages (from-to)185-209
Number of pages25
JournalPsychology and Marketing
Issue number2
StatePublished - Mar 1996


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