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Week 1 Assignment 1

Angenetta Turner

Business Research Methods & Tools

Dr. Janice Johnson

Week 1 Assignment

April 30, 2012

Week 1 Assignment 2

Terms to Review

1. What is business research? Business research is a systematic inquiry that provides information to guide managerial decisions. It is also the 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. (p.4) Why should there be any question about the definition of research? Some where similar but not exact. As presented in the text good research beings with a clearly defined purpose. Definition of the purpose begins with complete definition of the terms used to define the problem. By providing such a definition we can then direct our focus to ensure we are following the proper path of study.

2. What is the difference between applied research and basic or pure research?

Applied research has a practical problem-solving emphasis. This problem solving nature means it is conducted to reveal answers to specific questions related to action, performances, or policy needs. Basic or pure research aims to solve perplexing questions or obtain new knowledge of an experimental or theoretical nature that has little direct or immediate impact on action, performance, or policy decisions. (p.12) Use a decision about how a salesperson is to be paid, by commission or salary, and describe the question that would guide applied research versus the question that would guide pure research. The question for applied research: Questions would be based on total income brought in by sales personnel paid by commission vs. salaried. The question for pure research: would be more general and would include questions directed to sales representatives.

Making Research Decisions

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 dilemma would be: Does he have the skills necessary; would the external program fall within budget; does he have time to complete the program; do the external company have the skill necessary to provide a customized program to fit the company and finally do they have the necessary exposure to the company with an objective view.

Week 1 Assignment 3

Question 6, page 76

You observe the following condition: Our female sales representatives have lower customer defections than do our male sales representatives.

Propose the concepts and constructs you might use to study this phenomenon. Concepts and construct: Male definition; female definition; customer; Customer defection (construct) How might any of these concepts and/or constructs be related to explanatory hypotheses? The explanatory or casual hypotheses, of female reps have lower customer defections than male reps can be tested by using research questions, built from concepts, constructs and definitions.