Bus 642 Week One Exercises


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?

  1. 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.
  2. 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?
  3. 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?
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