Bus642 Week 1

Assignment One

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 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 give applied research versus the question that would guide pure research.

Applied research is defined as “research that addresses existing problems or opportunities” [ (Cooper, 2011, p. 714) ], while pure research is defined with the following explanation “designed to solve problems of a theoretical nature with little direct impact on strategic or tactical decisions” [ (Cooper, 2011, p. 726) ].

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...