Examining Motivations to Refuse in Industrial Mail Surveys
Artur BaldaufandHeribert ReisingerUniversity of Vienna andWilliam C. MoncriefTexas Christian University
Introduction
Besides information gathered from consumers, decision-makers in marketing also rely heavily on data collected from business organisations (McDaniel & Gates 1999). Business research is usually undertaken to analyse the competitive situation, to explore sales and marketing potentials, and to forecast sales (Hutt & Speh 1995). However, these information needs for businesses are often not met by the use of secondary data which challenge the researchers to conduct their own studies. Experimental and observational...