Abstract
This research assessed the likelihood for recipients of mail questionnaires who have higher interest in the topic to reply more frequently to the initial questionnaire than to a follow-up. For a sample of 440 commercial respondents, and in a situation where those who were likely to be more interested in the survey had to answer more questions, the normal trend was reversed: 86% of respondents on follow-up were in the interested group, compared to 71% of the initial respondents. The results highlight the importance of a follow-up when a researcher requires responses from the ‘interested’ group.

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