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Web Survey Bibliography

Title The impact of persuasion strategies on the response rate in online surveys: Incentives, foot-in-the-door-technique or when 'even a penny will help
Year 2006
Access date 24.09.2006

The purpose of the experiment was to investigate if there is a relationship between subjects’ induced regulatory focus and their participation in an online survey which they were invited to with a particular persuasion strategy. The study was conducted in a non-commercial online access panel with about 2800 members. Persuasion strategies can be divided into Alpha and Omega strategies. Alpha strategies promote change by activating the approach forces, thereby increasing the motivation to move toward the goal. An example for Alpha strategies are incentives, e.g. money lotteries as used in our study. In contrast, Omega strategies promote change by minimizing the avoidance forces, thereby reducing the motivation to move away from the goal. This change can be promoted by sidestepping resistance and addressing resistance directly as well as indirectly. Examples for Omega strategies are the foot-in-the-door-technique and the even-a-penny-will-help-technique. Both techniques were used in this study. Regulatory focus can be split into promotion and prevention focus. Subjects with a promotion focus try to achieve positive outcomes. For example, they try to win a game because they desire to be good. In contrast, subjects with a prevention focus try to avoid failure. They try to win a game because they do not want to be bad. It was investigated if subjects having been induced a promotion focus are more likely to participate in studies if the invitation contains an Alpha strategy and if subjects having been induced a prevention focus are more likely to participate in studies if the invitation contains an Omega strategy.

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Year of publication2006
Bibliographic typeConferences, workshops, tutorials, presentations
Full text availabilityNon-existant