Bus 642 Week 1

Week 1 Assignments

• Complete Discussion Questions 1, 2, and 5 on page 22. (Chapter 1)

• Complete Discussion Questions 6, page 78. (Chapter 3)

Chapter 1

1. What is business research? Why should there be any question about the definition of research?

Business research, as it is used in this text, is a systematic inquiry that provides information to guide managerial decisions. More specifically, it is a process of planning, acquiring, analyzing, and disseminating relevant data, information, and insights to decision makers in ways that mobilize the organization to take actions that maximize business performance.

Questions arise when people begin to provide their own definitions of research, which in some way restrict the meaning of “research” to specific approaches, topics, or procedures.

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

Applied research has a practical problem-solving emphasis. 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. For applied, you might ask: “In retail sales at Norstrom’s, how would salary compensation affect monthly revenues?” For the pure research question, “What compensation factors influence motivation to acquire sales leads, initiate contacts, close sales, and continue post-sale service?”

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?

To choose either option, the sales manager must first determine the goals of the motivation program, in terms...