Case Study

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After studying this chapter, you should be able to

1. Explain why proper “problem definition” is essential to

useful business research

2. Know how to recognize problems

3. Translate managerial decision statements into relevant

research objectives

4. Translate research objectives into research questions

and/or research hypotheses

5. Outline the components of a research proposal

6. Construct tables as part of a research proposal

CHAPTER 6

PROBLEM

DEFINITION:

THE FOUNDATION

OF BUSINESS

RESEARCH

Chapter Vignette: Deland Trucking

Has a “Recruitment” Problem

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David Deland, who has owned his trucking business for 20 years, struggles with the spreadsheet

in front of him. His recruitment specialist sits glumly across from his desk, pondering what kind of

response to give to the inevitable question, “Why are our recruitment costs so high?”

Next to the specialist sits James Garrett, a business research consultant

who has been hired by the Deland Trucking Company to get a handle

on the recruitment expenses the company has seen skyrocket over the

last six months.

“I just don’t get it,” David sighs in frustration. “We have seen a 45 percent increase in our trucker recruitment advertising costs, and our trucker

intake and orientation expenses are killing us! James, I just don’t understand what is happening here.”

James and the specialist have had some initial discussions, but there is

no easy way to reduce those costs without reducing the number of truckers

that Deland hires. “Perhaps we can find a more efficient way of advertising

our openings,” suggests the recruiting specialist. “Maybe we can reduce the

number of orientation sessions or travel expenses associated with the hiring

process.” David counters, “Well, I don’t see how we are any different from

our competitors. We use the same recruitment and orientation approach that

they use. I have...