Abstract
This study investigates the effects of foreign and domestic source manipulations on cross-national response rates of business people in two countries: the United States and Britain. The hypothesis that managers from the U.S.A. are more likely to respond than those from Britain is also tested. Results suggest that foreign source effects do not raise response rates. For British managers, findings suggest that higher compliance results from the ‘domestic’ source. Responses from USA managers were no higher than from their British counterparts. The implications of these findings for cross-national mail surveys are discussed.
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*David Jobber, BA (Manchester), MSc (Warwick), PhD (Bradford) is Lecturer in Marketing at the University of Bradford Management Centre. Industrial experience was gained in marketing research and personal selling with Tube Investments. His research specialism is the provision of information for marketing decisionmaking, on which he has published widely.
**John Saunders, BTech (Loughborough), MBA (Cranfield), PhD (Bradford) is National Westminster Bank Professor of Marketing at the University of Technology, Loughborough. Previously with the Hawker Siddeley Group and British Aerospace, he was worked academically and consulted widely in Europe and South East Asia. His major research interests are marketing strategy and market modelling.
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Jobber, D., Saunders, J. An Experimental Investigation into Cross-National Mail Survey Response Rates. J Int Bus Stud 19, 483–489 (1988). https://doi.org/10.1057/palgrave.jibs.8490386
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DOI: https://doi.org/10.1057/palgrave.jibs.8490386