Making Rsearch Decisions

Group Discussion Board Forum 1 – Part 1

The following items are taken from the textbook section Discussion Questions>“Making Research Decisions”, located at the end of each chapter in each Unit. Provide a comprehensive and substantive answer for each item and post them in a word document in your Group Discussion Board forum. These documents will be the basis for the collaborative work in the Discussion Board forum for Week Two.

1. Ch.1 - 8 -- As area sales manager for a company manufacturing and marketing outboard engines, you have been assigned the responsibility of conducting a research study to estimate the sales potential of your products in the domestic (U.S. or Canadian) market. Discuss key issues and concerns arising from the fact that you, the manager, are also the researcher.

There are numerous issues and concerns with the sales manager also operating as the researcher. One issue is that of purpose and intention. A manager would likely feel obligated to skew the research to create findings in his or her favor or to make the higher echelons feel positive about their desired outcome. This could result in inadequate or improperly conducted research which, in the end, will end up costing the company rather than increasing sales. This also causes issues in relation to truly defining and clarifying the scope and purpose of the management dilemma. A manager will also likely be influenced and motivated by his or her own compensation or job stability. Another issue is that the manager may have limited research knowledge or experience. He or she may then choose a well-known or easily copied research method that may not be appropriate to answer management’s question. This is a waste of time and resources. Finally, the sales manager may not have a fresh view of the situation or do enough research because he or she may feel they are already well in tune with the local area or know what’s best for the company. An outside researcher is more likely to see the set...