Bus 642 Week One Exercises
$5.00
Bus 642 Week One Exercises
Complete Discussion Questions 1, 2, and 5 on page 22.
1. What is business research? Why should there be any question about the definition of research?
- 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.
- 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?
- You observe the following condition: “Our female sales representatives have lower customer defections than do our male sales representatives.”
- a) Propose the concepts and constructs you might use to study this phenomenon.
- b) How might any of these concepts and/or constructs be related to explanatory hypotheses?