This presentation examines Business Relationship Management (BRM) as a critical function for building strategic partnerships across the enterprise. We will discuss how BRMs facilitate collaboration, break down silos, and foster a shared ownership of strategy and results. Learn how to cultivate trust and alignment to drive innovation and achieve common goals through strong business relationships.

1. BUSINESS
RESEARCH METHOD
PRESENTATION

2. Meet The Team
Team works makes the dream work
Faizan
aslam
Rumaisa
tanveer
Mamoona
attaria
Fatima
Shafiq
www.yourwebsite.com 2

3. Topics To Be Covered
• The Questioning
Technique • CATI&CAPI
• Primary data collection
www.yourwebsite.com 3
• Nature Of Data
• Nature Of Data

4. Primary Data Collection
Interviews, observation, and questionnaires are very popular in
business research; these methods allow the researcher to collect a
wide variety of different sorts of data from human respondents.

5. ILLUSTRATION
5

6. 06
Interviews
A widely used method of collecting data in business research is to
interview respondents to obtain information on an issue of interest. An
interview is a guided, purposeful conversation between two or more
people. There are many different types of interviews. Individual or
group interviews may be unstructured or structured, and conducted face
to face, by telephone, or online

7. 7
Interviews
Unstructured and structured interviews:-
Unstructured interviews are so labeled because the interviewer does not
enter the interview setting with a planned sequence of questions to be
asked of the respondent. A possible objective of an unstructured interview
is to bring some preliminary issues to the surface so that the researcher
can determine what factors need further in depth Investigation
‐
Structured interviews:-
Structured interviews are those conducted when it is known
at the outset what information is needed. The content of a
structured interview can be prepared in advance

8. 08
Training interviewers:-
A team of trained interviewers is
necessary. Interviewers have to be
thoroughly briefed about the research
and trained in how to start an interview,
how to proceed with the questions, how
to motivate respondents to answer, what
to look for in the answers, and how to
close an interview.
Good planning, proper training, offering
clear guidelines to interviewers, and
supervising their work all help in
profitably utilizing the interviewing
technique as a viable data collection
mechanism. Personal interviews provide
rich data when respondents
spontaneously offer information.

9. 09
Some tips to follow when interviewing :-
Listening attentively to the interviewee, evincing keen interest in what
the respondent has to say, exercising tact in questioning
Recording the responses accurately is equally important
Some interviewees may be turned off because of personal likes and
dislikes, or the dress of the interviewer, or the manner in which the
questions are put. They may, therefore, not provide truthful answers, but
instead, deliberately offer incorrect responses. Some respondents may
also answer questions in a socially acceptable manner rather than
indicating their true sentiments.
.

10. Establishing credibility and rapport,and
motivating individuals to respond
Establishing c leadership andlity and building rapport ,and motivating
individuals to respond are essential skills in interpersonal
Communication,leadership and other fields .Hera a breakdown of
concept
• Be Authentic
• Be transparent
• Communicate effectively
• Share your background
• Share a personal story

11. • Use body language
• Engage with your audience
• Rapport developing techniques:
• Active listening
• Ask questions
• Be genuine
• Show empathy
• Use positive body language

12. 12
The questioning technique:-
• Funneling:- At the beginning of an unstructured interview, it is advisable to ask open‐
ended questions to get a broad idea and form some impressions about the situation. For
example a question that could be asked would be: What are some of your feelings about
working for this organization?
• Unbiased question:- It is important to ask unbiased questions to ensure that you
minimize bias in the responses.
• Taking notes:- When conducting interviews, it is important that the researcher makes
written notes as the interviews are taking place, or as soon as the interview is
terminated. The interviewer should not rely on memory, because information recalled
from memory is imprecise and often likely to be incorrect

13. Clarifying issues:
1. Understand the Candidate’s Perspective
Ask Open-Ended Questions:
Encourage candidates to elaborate on their experiences, skills, and thought processes.
Seek Specifics:
If an answer is vague, ask follow-up questions to clarify details.
Example:
Candidate: “I worked on improving efficiency.”
Interviewer: “Can you provide a specific example and quantify the improvement?”

14. Helping the respondant to think through
issues:
Helping the respondent think through issues refers to the process
of guiding someone to explore and analyze a problem, concept, or
situation in a structured way. The goal is to enable them to
understand the issue more deeply, evaluate potential solutions,
and make informed decisions.

15. Face-to-face and telephone interviews:-
Interviews can be conducted either face to face or over the
telephone. They may also be computer assisted. Although
‐
most unstructured interviews in business research are
conducted face to face, structured interviews may be either
face to face or through the medium of the telephone,
depending on the level of complexity of the issues involved,
the likely duration of the interview, the convenience of both
parties, and the geographical area covered by the survey.
Telephone interviews are best suited when information from a
large number of respondents spread over a wide geographic
area is to be obtained quickly, and the likely duration of each
interview is, say, ten minutes or less. Many market surveys, for
instance, are conducted through structured telephone
interviews. In addition, computer assisted telephone
‐
interviews (CATI) are also possible, and easy to manage

16. 16
Computer-assisted interviewing:-
With computer assisted interviews (CAI)
‐
questions are flashed onto the computer screen
and interviewers can enter the answers of the
respondents directly into the computer. The
accuracy of data collection is considerably
enhanced since the software can be programmed
to flag the “offbase” or “out of range” responses.
‐ ‐
CAI software also prevents interviewers from
asking the wrong questions or in the wrong
sequence since the questions are automatically
flashed to the respondent in an ordered sequence.
This, to some extent, eliminates interviewer‐
induced bias.

17. 17
CATI and CAPI:-
There are two types of computer assisted interview programs:
‐
CATI (computer assisted telephone interviewing) and CAPI (computer assisted personal
‐ ‐
interviewing).
CATI, used in research organizations, is useful inasmuch as responses to surveys can be obtained from people
all over the world. The computer prompts the questions with the help of software and the respondent provides
the answers. The computer selects the telephone number, dials, and places the responses in a file. The data are
analyzed later. Computerized, voice activated telephone interviews are also possible for short surveys. Data can
‐
also be gathered during field surveys through handheld computers that record and analyze responses.
 CAPI involves rather big investments in hardware and software. CAPI has an advantage in that it can be self‐
administered; that is, respondents can use their own computers to run the program by themselves once they
receive the software and enter their responses, thereby reducing errors in recording. However, not everyone is
comfortable using a personal computer and some may not have access to one

18. 18
Group interviews:-
Interviews may be conducted on an individual basis, but
also on a group basis, where the interviewer puts open
questions to a group of participants. The term “focus
group” is used for a particular type of group interview,
where the topic is clearly defined and there is a focus on
facilitating discussion between participants.
Focus groups consist typically of eight to ten members
with a moderator leading the discussions on a particular
topic, concept, or product. Members are generally
chosen on the basis of their familiarity with the topic on
which information is sought. For example, women with
children may compose a focus group to identify how
organizations can help working mothers. Large
organizations such as Coca Cola, Unilever, and Nike
‐
regularly convene young men and women from around
the world to tap them for ideas for a new product.

19. 19
Role of a moderator:-
d role of the moderator are critical. The moderator introduces the
and takes notes and/or records the discussions. The moderator never
gral part of the discussions, but merely steers the group persuasively
relevant information, and helps the group members to get through
might occur. The moderator also ensures that all members
e discussion and that no member dominates the group
of data obtained through focus groups:-
ed that although data obtained through these homogeneous group
s expensive than those obtained through the various other data
ods, and also lend themselves to quick analysis, the content analysis
tained provides only qualitative and not quantitative information.

20. www.yourwebsite.com 20
Videoconferencing:-
If regional variations in responses are expected,
several focus groups could be formed, including
trained moderators, at different locations. This process
is easily facilitated through videoconferencing. By
zooming in on a particular member, the nonverbal
cues and gestures of that individual can be captured,
as and when desired. This also obviates the need for
an observer looking through a one way mirror. With
‐
the great strides that have been made in technological
advancement, videoconferencing as a means of
gathering information from different groups in distant
locations has become rather common these days. In
sum, focus groups are used for:
 Exploratory studies.
 Making generalizations based on the
information generated by them.
 Conducting sample surveys