The following answers are based on questions assigned for Week one of Business Research Methods and Tools:
1.What is business research? Why should there be any question about the definition of research?
Business research is defined as “a process of planning, acquiring, analyzing and disseminating relevant data, information, and insights to decision makers in ways that mobilize the organization to take appropriate actions that, in turn, maximize performance” [ (Cooper, 2011, p. 4) ].
The only questions that should be asked about research are – what are the intentions of the researcher? What are they trying to accomplish or answer and in what forum. The type of dilemmas will dictate the type of decision support, goals, strategy and tactics utilized to come to a conclusion of a legitimate hypothesis.
2. What is the ...view middle of the document...
Applied research approach: Questions would be based on total income brought in by sales personnel paid by commission versus salary. Pure research approach: Questions would be more general and would include questions directed to sales representatives.
5. A sales force manager needs to have information in order to decide whether to create a custom motivation program or purchase one offered by a consulting firm. What are the dilemmas the manager faces in selecting either of these alternatives?
The following are questions to be answered:
Does he have the skills necessary?
Does the external program fall within budget?
Does he have the time to complete the program?
6. You observe the following condition: “Our female sales representatives have lower customer defections than do our male sales representatives”
a) Propose the concepts and constructs you might use to study this phenomenon.
b) How might any of these concepts and/or constructs be related to explanatory hypotheses?
A. Concepts—sales representative, male, female Constructs—customer defection.
B. Female sales representatives are more natural in establishing bond with customers. They can extend their quality into improving and maintaining relationships into the workplace.
Lower customer defections = Customer defection % reduces because the firm looses only a few customers in the case of contract renewal.
Customer defection percentage = Customer defection % will be determined by customers not opting for renewal of a contract in the duration of measurement period divided by the total customers at the beginning of measurement period.
They can be related to explanatory hypothesis using survey based on questionnaire from above concepts, construct, and definitions to analyze the performance of males and sales representatives through statistical result.
Cooper, D. R. (2011). Business Research Methods (Eleventh ed.). New York, NY, USA: