The document discusses research methodology and key concepts in developing theories. It defines theory as a formal explanation of how things relate that allows for predictions. The goals of theory are to gain understanding of relationships between phenomena and enable prediction based on that understanding. The document also defines important research terms like concepts, constructs, propositions, variables, and hypotheses that are used to build theories through reviewing literature and logical deduction.

1. Research MethodologyResearch MethodologyResearch MethodologyResearch Methodology
MBA2216 BUSINESS RESEARCH PROJECTMBA2216 BUSINESS RESEARCH PROJECT
by
Stephen Ong
Visiting Fellow, Birmingham City
University, UK

2. RecapRecap
 What is Research?What is Research?
 Research and BusinessResearch and Business
 Business Managers and ResearchBusiness Managers and Research
 Approach to Business ResearchApproach to Business Research

3. Topics of DiscussionTopics of Discussion
 Research Area and Topic of ResearchResearch Area and Topic of Research
 Sources of Research ProblemSources of Research Problem
 Management problem and researchManagement problem and research
problemproblem
 Literature ReviewLiterature Review

4. Learning ObjectivesLearning Objectives
Understand . . .Understand . . .
The terminology used by professionalThe terminology used by professional
researchers employing scientificresearchers employing scientific
thinking.thinking.
What you need to formulate a solidWhat you need to formulate a solid
research hypothesis.research hypothesis.
The need for sound reasoning toThe need for sound reasoning to
enhance research results.enhance research results.

5. Research and AttitudesResearch and Attitudes
““Brand communities play a pivotal role forBrand communities play a pivotal role for
a brand connecting with its consumers, anda brand connecting with its consumers, and
as one of our Never Ending Friending focusas one of our Never Ending Friending focus
group respondent notes:group respondent notes: “I want brands to“I want brands to
be my friends,”be my friends,” which means thatwhich means that
consumers would like to have commonconsumers would like to have common
ideas, conversations and benefits deliveredideas, conversations and benefits delivered
to them on their own terms.”to them on their own terms.”
Judit NagyJudit Nagy
Vice president, Consumer insightsVice president, Consumer insights
MySpace/Fox Interactive MediaMySpace/Fox Interactive Media

6. 3-6
PulsePoint:PulsePoint:
Research RevelationsResearch Revelations
55
The percent of executives whoThe percent of executives who
admitted that their companiesadmitted that their companies
do not have an official policydo not have an official policy
for social networks.for social networks.

7. 3-7
Language of ResearchLanguage of Research
VariablesVariables
ModelsModelsModelsModels
Terms usedTerms used
in researchin research
ConstructsConstructs
OperationalOperational
definitionsdefinitions
OperationalOperational
definitionsdefinitions
Propositions/Propositions/
HypothesesHypotheses
Propositions/Propositions/
HypothesesHypotheses
ConceptualConceptual
schemesschemes
ConceptualConceptual
schemesschemesConceptsConceptsConceptsConcepts

8. 3-8
Language of ResearchLanguage of Research
Clear conceptualizationClear conceptualization
of conceptsof concepts
Shared understandingShared understanding
of conceptsof concepts
SuccessSuccess
ofof
ResearchResearch

9. 3-9
Job RedesignJob Redesign
Constructs and ConceptsConstructs and Concepts

10. 3-10
Operational DefinitionsOperational Definitions
FreshmanFreshman
SophomoreSophomore
JuniorJunior
SeniorSenior
< 30 credit hours< 30 credit hours
30-50 credit hours30-50 credit hours
60-89 credit hours60-89 credit hours
> 90 credit hours> 90 credit hours
How can we define the variableHow can we define the variable
““class level of students”?class level of students”?

11. 3-11
A Variable Is the PropertyA Variable Is the Property
Being StudiedBeing Studied
VariableVariableVariableVariable
EventEventEventEvent ActActActAct
CharacteristicCharacteristicCharacteristicCharacteristic TraitTraitTraitTrait
AttributeAttributeAttributeAttribute

12. 3-12
Types of VariablesTypes of Variables
DichotomousDichotomousDichotomousDichotomous
Male/FemaleMale/Female
Employed/ UnemployedEmployed/ Unemployed
Male/FemaleMale/Female
Employed/ UnemployedEmployed/ Unemployed
DiscreteDiscreteDiscreteDiscrete
Ethnic backgroundEthnic background
Educational levelEducational level
Religious affiliationReligious affiliation
Ethnic backgroundEthnic background
Educational levelEducational level
Religious affiliationReligious affiliation
ContinuousContinuousContinuousContinuous
IncomeIncome
TemperatureTemperature
AgeAge
IncomeIncome
TemperatureTemperature
AgeAge

13. 3-13
Independent and Dependent VariableIndependent and Dependent Variable
SynonymsSynonyms
IndependentIndependent
Variable (IV)Variable (IV)
PredictorPredictor
Presumed causePresumed cause
StimulusStimulus
Predicted from…Predicted from…
AntecedentAntecedent
ManipulatedManipulated
Dependent VariableDependent Variable
(DV)(DV)
CriterionCriterion
Presumed effectPresumed effect
ResponseResponse
Predicted to….Predicted to….
ConsequenceConsequence
MeasuredMeasured
outcomeoutcome

14. 3-14
Relationships Among VariableRelationships Among Variable
TypesTypes

15. 3-15
Relationships Among VariableRelationships Among Variable
TypesTypes

16. 3-16
Relationships Among VariableRelationships Among Variable
TypesTypes

17. 3-17
Moderating Variables (MV)Moderating Variables (MV)
• The introduction of a four-day weekThe introduction of a four-day week (IV)(IV) willwill
lead to higher productivitylead to higher productivity (DV),(DV), especiallyespecially
among younger workersamong younger workers (MV)(MV)
• The switch to commission from a salaryThe switch to commission from a salary
compensation systemcompensation system (IV)(IV) will lead towill lead to
increased salesincreased sales (DV)(DV) per worker, especiallyper worker, especially
more experienced workersmore experienced workers (MV).(MV).
• The loss of mining jobsThe loss of mining jobs (IV)(IV) leads toleads to
acceptance of higher-risk behaviors to earn aacceptance of higher-risk behaviors to earn a
family-supporting incomefamily-supporting income (DV)(DV) – particularly– particularly
among those with a limited educationamong those with a limited education (MV).(MV).

18. 3-18
Extraneous Variables (EV)Extraneous Variables (EV)
• With new customersWith new customers (EV-control),(EV-control), a switch toa switch to
commission from a salary compensationcommission from a salary compensation
systemsystem (IV)(IV) will lead to increased saleswill lead to increased sales
productivityproductivity (DV)(DV) per worker, especially amongper worker, especially among
younger workersyounger workers (MV).(MV).
• Among residents with less than a high schoolAmong residents with less than a high school
educationeducation (EV-control),(EV-control), the loss of jobsthe loss of jobs (IV)(IV)
leads to high-risk behaviorsleads to high-risk behaviors (DV),(DV), especiallyespecially
due to the proximity of the firing rangedue to the proximity of the firing range (MV).(MV).

19. 3-19
Intervening Variables (IVV)Intervening Variables (IVV)
• The switch to a commission compensationThe switch to a commission compensation
systemsystem (IV)(IV) will lead to higher saleswill lead to higher sales (DV)(DV) byby
increasing overall compensationincreasing overall compensation (IVV).(IVV).
• A promotion campaignA promotion campaign (IV)(IV) will increasewill increase
savings activitysavings activity (DV),(DV), especially when freeespecially when free
prizes are offeredprizes are offered (MV),(MV), but chiefly amongbut chiefly among
smaller saverssmaller savers (EV-control).(EV-control). The resultsThe results
come from enhancing the motivation to savecome from enhancing the motivation to save
(IVV).(IVV).

20. 3-20
Propositions and HypothesesPropositions and Hypotheses
 Brand Manager Jones (Brand Manager Jones (casecase) has a) has a
higher-than-average achievementhigher-than-average achievement
motivation (motivation (variablevariable).).
 Brand managers in Company Z (Brand managers in Company Z (casescases))
have a higher-than-averagehave a higher-than-average
achievement motivation (achievement motivation (variablevariable).).
GeneralizationGeneralization

21. 3-21
Hypothesis FormatsHypothesis Formats
DescriptiveDescriptive
HypothesisHypothesis
In Detroit, ourIn Detroit, our
potato chip marketpotato chip market
share stands atshare stands at
13.7%.13.7%.
American cities areAmerican cities are
experiencing budgetexperiencing budget
difficulties.difficulties.
ResearchResearch
QuestionQuestion
What is the marketWhat is the market
share for our potatoshare for our potato
chips in Detroit?chips in Detroit?
Are American citiesAre American cities
experiencing budgetexperiencing budget
difficulties?difficulties?

22. 3-22
Relational HypothesesRelational Hypotheses
CorrelationalCorrelational
Young women (underYoung women (under
35) purchase fewer35) purchase fewer
units of our productunits of our product
than women who arethan women who are
older than 35.older than 35.
The number of suitsThe number of suits
sold varies directly withsold varies directly with
the level of the businessthe level of the business
cycle.cycle.
CausalCausal
An increase in familyAn increase in family
income leads to anincome leads to an
increase in theincrease in the
percentage of incomepercentage of income
saved.saved.
Loyalty to a groceryLoyalty to a grocery
store increases thestore increases the
probability ofprobability of
purchasing that store’spurchasing that store’s
private brand products.private brand products.

23. 3-23
The Role of HypothesesThe Role of Hypotheses
Guide the direction of the studyGuide the direction of the study
Identify relevant factsIdentify relevant facts
Suggest most appropriate research designSuggest most appropriate research design
Provide framework for organizing
resulting conclusions
Provide framework for organizing
resulting conclusions

24. 3-24
Characteristics ofCharacteristics of
Strong HypothesesStrong Hypotheses
AA
StrongStrong
HypothesisHypothesis
IsIs
AA
StrongStrong
HypothesisHypothesis
IsIs
AdequateAdequate
TestableTestable
Better
than rivals
Better
than rivals

25. 3-25
Theory within ResearchTheory within Research

26. 3-26
The Role of ReasoningThe Role of Reasoning

27. 3-27
A Model within ResearchA Model within Research

28. 3-28
The Scientific MethodThe Scientific Method

29. 3-29
ResearchersResearchers
•Encounter problemsEncounter problems
•State problemsState problems
•Propose hypothesesPropose hypotheses
•Deduce outcomesDeduce outcomes
•Formulate rivalFormulate rival
hypotheseshypotheses
•Devise and conductDevise and conduct
empirical testsempirical tests
•Draw conclusionsDraw conclusions

30. 3-30
Curiosity Is the Ally of a ResearcherCuriosity Is the Ally of a Researcher
Synovate’s campaignSynovate’s campaign
associates importantassociates important
discoveries in researchdiscoveries in research
to a common trait ofto a common trait of
entrepreneurs:entrepreneurs:
curiosity.curiosity.
As one of the world’sAs one of the world’s
largest researchlargest research
organizations, it claimsorganizations, it claims
curiosity is “whatcuriosity is “what
makes us tick.”makes us tick.”

31. 3-31
Sound ReasoningSound Reasoning
Exposition Argument
InductionDeduction
Types of Discourse

32. 3-32
Deductive ReasoningDeductive Reasoning
Inner-city household
interviewing is especially
difficult and expensive
Inner-city household
interviewing is especially
difficult and expensive
This survey involves
substantial inner-city
household interviewing
This survey involves
substantial inner-city
household interviewing
The interviewing in this
survey will be especially
difficult and expensive
The interviewing in this
survey will be especially
difficult and expensive

33. 3-33
Inductive ReasoningInductive Reasoning
 Why didn’t sales increase during ourWhy didn’t sales increase during our
promotional event?promotional event?
 Regional retailers did not have sufficientRegional retailers did not have sufficient
stock to fill customer requests during thestock to fill customer requests during the
promotional periodpromotional period
 A strike by employees prevented stockA strike by employees prevented stock
from arriving in time for promotion to befrom arriving in time for promotion to be
effectiveeffective
 A hurricane closed retail outlets in theA hurricane closed retail outlets in the
region for 10 days during the promotionregion for 10 days during the promotion

34. 3-34
Why Didn’t Sales Increase?Why Didn’t Sales Increase?

35. 3-35
Tracy’s PerformanceTracy’s Performance

36. 3-36
Key TermsKey Terms
• ArgumentArgument
• CaseCase
• ConceptConcept
• Conceptual schemeConceptual scheme
• ConstructConstruct
• DeductionDeduction
• EmpiricismEmpiricism
• ExpositionExposition
• HypothesisHypothesis
 CorrelationalCorrelational
 DescriptiveDescriptive
 ExplanatoryExplanatory
 RelationalRelational
• Hypothetical constructHypothetical construct
• InductionInduction
• ModelModel
• Operational definitionOperational definition
• PropositionProposition
• Sound reasoningSound reasoning
• TheoryTheory
• VariableVariable
 ControlControl
 Confounding (CFV)Confounding (CFV)
 Dependent (DV)Dependent (DV)
 Extraneous (EV)Extraneous (EV)
 Independent (IV)Independent (IV)
 Intervening (IVV)Intervening (IVV)
 Moderating (MV)Moderating (MV)

37. THEORY BUILDINGTHEORY BUILDING
3–37

38. 3–38
LEARNING OUTCOMESLEARNING OUTCOMESLEARNING OUTCOMESLEARNING OUTCOMES
1.1. Define the meaning ofDefine the meaning of theorytheory
2.2. Understand the goals of theoryUnderstand the goals of theory
3.3. Understand the termsUnderstand the terms conceptsconcepts,, propositionspropositions,,
variablesvariables, and, and hypotheseshypotheses
4.4. Discuss how theories are developedDiscuss how theories are developed
5.5. Understand scientific methodUnderstand scientific method
6.6. Define ethics and understand how it applies toDefine ethics and understand how it applies to
business researchbusiness research
After studying this chapter, you should

39. IntroductionIntroduction
 Theory building is the means by which basic
researchers hope to expand knowledge and search
for the truth.
 A theory is a formal, logical explanation of some events
that includes predictions of how things relate to one
another.
 It is built through a process of reviewing previous
findings of similar studies, simple logical deduction
and knowledge of applicable theoretical areas.
 It plays a role in understanding practical research as
well as academic or basic business research.
 It helps the researcher know what variables need to
be included in the study and how they may relate to
one another. 3–39

40. 3–40
Goals of TheoryGoals of Theory
 Two issues—understanding and predicting—are the
two purposes of theory.
 Accomplishing the first goal allows the
theorist to gain an understanding of the
relationship among various phenomena.
 That understanding enables us to predict
the behavior or characteristics of one
phenomenon from the knowledge of
another phenomenon.

41. Example
 A business researcher may theorise that
older investors tend to be more interested in
investment income than younger investors.
 This theory once verified, should allow
researchers to predict the importance of
expected dividend yield on the basis of
investors’ ages.
 The researcher also want to gain
understanding of the situation. So the two
goals go hand in hand! Theories provide
these explanations.
3–41

42. RESEARCH CONCEPTS, CONSTRUCTS,RESEARCH CONCEPTS, CONSTRUCTS,
PROPOSITIONS, VARIABLES, ANDPROPOSITIONS, VARIABLES, AND
HYPOTHESESHYPOTHESES
 Concept (or construct)Concept (or construct)
Concept (or construct) is aConcept (or construct) is a
generalized idea about ageneralized idea about a
class of objects, attributes,class of objects, attributes,
occurrences or process thatoccurrences or process that
has been given a name.has been given a name.

43. Concept (or construct)
(cont’d)
 Concepts are the building blocks of theory.
 Concepts abstract reality (i.e., concepts express in
words various events or objects).
 Concepts may vary in degree of abstraction.
 Ladder of abstraction —organization of concepts in
sequence from the most concrete and individual to
the most general.
 Moving up the ladder of abstraction, the basic
concept becomes more general, wider in scope, and
less amenable to measurement.
3–43

44. 44
Vegetation
Fruit
Banana
Reality
Increasinglymoreabstract
A Ladder Of AbstractionA Ladder Of Abstraction
For ConceptsFor Concepts

45. Concept (or construct)
(cont’d)
 The basic or scientific business researcher operates
at two levels—on the abstract level of concepts (and
propositions) and on the empirical level of variables
(and hypotheses).
 Empirical level —
 Abstract level —
3–45

46. 46
CONCEPTSCONCEPTS
OBSERVATION OF OBJECTS
AND EVENTS (REALITY)
Empirical
Level
Abstract
Level
Concepts are Abstractions ofConcepts are Abstractions of
RealityReality

47. Concept (or construct) (cont’d)
 Latent construct —a concept that is not directly
observable or measurable, but can be estimated
through proxy measures.
 Researchers are concerned with the observable world
(i.e., reality).
 Theorists translate their conceptualization of reality
into abstract ideas.
 Things are not the essence of theory; ideas are.
 Concepts in isolation are not theories—to construct a
theory we must explain how concepts relate to other
concepts.
3–47

48. 3–48
Concepts are Abstractions of RealityConcepts are Abstractions of Reality

49. Research Propositions andResearch Propositions and
HypothesesHypotheses
 Propositions are statements concerned with the relationships
among concepts and explain the logical linkage among certain
concepts by asserting a universal connection between
concepts.
 A hypothesis is a formal statement explaining some
outcome.
 In its simplest form, a hypothesis is a guess.
 A hypothesis is a proposition that is empirically testable, so
when on estates a hypothesis, it should be written in a
manner that can be supported or shown to be wrong
through an empirical test.
 It is an empirical statement concerned with the relationship
among variables.
 Often apply statistics to data to empirically test hypotheses.

50. Research Propositions andResearch Propositions and
Hypotheses (cont’d)Hypotheses (cont’d)
 Empirical testing means that something has been
examined against reality using data.
 When the data are consistent with a
hypotheses - hypothesis is supported.
 When the data are inconsistent with a
hypothesis - hypothesis is not supported.
 Variables : Anything that may assume different numerical
values or categorical values. (anything that varied or
changes in value).
 Operationalizing —the process of identifying the actual
measurement scales to assess the variables of interest. 3–50

51. 51
V
Always makes
four sales calls
a day
V- Dollar bonus for
sales volume
over quota
Concept B
(Habits)
Hypothesis at Empirical Level
Concept A
(Reinforcement)
Proposition at Abstract LevelProposition at Abstract Level

52. 52
 The abstract proposition
“Reinforcement will increase habit
strength” may be tested empirically
with a hypothesis.
 Bonus pay and sales calls are variables
– reflecting the concepts –
reinforcement and habits.
 Variables may be measured.Variables may be measured.

53. Theory Building A Process OfTheory Building A Process Of
Increasing AbstractionIncreasing Abstraction
Theories
Propositions
Concepts
Observation of objects
and events (reality )
Increasinglymoreabstract

54. 3–54
Theory BuildingTheory Building
 Theory generation can occur at the abstract,
conceptual level and at the empirical level.
 Deductive reasoning is
 Inductive reasoning is
 Over the course of time, theory construction is often
the result of a combination of deductive and
inductive reasoning.

55. The Scientific MethodThe Scientific Method
 Scientific Method
 A set of prescribed
procedures for
establishing and
connecting theoretical
statements about events,
for analyzing empirical
evidence, and for
predicting events yet
unknown.
 Techniques or procedures
used to analyze empirical
evidence in an attempt to
confirm or disprove prior
conceptions.
 Suggested steps:
1. Assess relevant existing
knowledge of phenomenon
2. Formulate concepts and
propositions
3. State hypotheses
4. Design research to test the
hypotheses
5. Acquire empirical data
6. Analyze and evaluate data
7. Propose an explanation of
the phenomenon and state
new problems raised by the
research

56. 56
AssessAssess
relevantrelevant
existingexisting
knowledgeknowledge
FormulateFormulate
concepts &concepts &
PropositionsPropositions
StatementStatement
ofof
HypothesesHypotheses
DesignDesign
researchresearch
AcquireAcquire
empiricalempirical
datadata
Analyze &Analyze &
evaluateevaluate
datadata
ProvideProvide
explanation-explanation-
state newstate new
problemproblem
The Scientific Method:The Scientific Method:
An OverviewAn Overview

57. IntroductionIntroduction
 Topic identification is a most difficult andTopic identification is a most difficult and
yet the most important part in the processyet the most important part in the process
of research.of research.
 It is the starting point of your research,It is the starting point of your research,
once you have clear about this, you will beonce you have clear about this, you will be
able to choose the most appropriateable to choose the most appropriate
research strategy and data collection andresearch strategy and data collection and
analysis techniques.analysis techniques.
 TheThe formulating and clarifying processformulating and clarifying process isis
time consuming. However, withouttime consuming. However, without
spending time on this stage you are farspending time on this stage you are far
less likely to achieve successful research.less likely to achieve successful research.

58. Research ProblemResearch Problem
 Any question that you want answered andAny question that you want answered and
any assumption or assertion that you want toany assumption or assertion that you want to
challenge or investigate can become achallenge or investigate can become a
research problem or a research topic for yourresearch problem or a research topic for your
study. But not all questions can bestudy. But not all questions can be
transformed into research problems.transformed into research problems.
 As a newcomer it might seem easy toAs a newcomer it might seem easy to
formulate a problem but it requires aformulate a problem but it requires a
considerable knowledge of both the subjectconsiderable knowledge of both the subject
area and research methodology.area and research methodology.
 When we examine a question more closelyWhen we examine a question more closely
we will soon realise the complexity ofwe will soon realise the complexity of
formulating an idea into a problem which isformulating an idea into a problem which is
researchable.researchable.

59. Formulating a Research ProblemFormulating a Research Problem
 It is like the identification of aIt is like the identification of a
destination before undertaking adestination before undertaking a
journey. In the absence of a clearjourney. In the absence of a clear
research problem, a clear andresearch problem, a clear and
economical plan is impossible. Theeconomical plan is impossible. The
problem serves as the foundationproblem serves as the foundation of aof a
research study, it is well formulated,research study, it is well formulated,
you can expect a good study to follow.you can expect a good study to follow.

60. Attributes of a Good Research TopicAttributes of a Good Research Topic
 Your research topic must be somethingYour research topic must be something
you are capable of undertakingyou are capable of undertaking
 Your ability to find the financial andYour ability to find the financial and
time resources to undertake on thetime resources to undertake on the
topictopic
 Data availabilityData availability
 Clearly defined research questions andClearly defined research questions and
objectivesobjectives
 Link with theoryLink with theory
 Career goalsCareer goals

61. Research Area and TopicResearch Area and Topic
 Research Topic falls within a area. SelectionResearch Topic falls within a area. Selection
of topic is more difficult part of research.of topic is more difficult part of research.
 Example:Example:
 Research Area: E-BusinessResearch Area: E-Business
 Research Topic:Research Topic:
 Internet Marketing behavior among MNC’s andInternet Marketing behavior among MNC’s and
Domestic companiesDomestic companies
 Factors Determining adoption of e-business among theFactors Determining adoption of e-business among the
domestic companies in Malaysiadomestic companies in Malaysia
 Cost Benefit analysis on e-business with reference toCost Benefit analysis on e-business with reference to
consumer durable Goods Manufactures in Malaysiaconsumer durable Goods Manufactures in Malaysia

62. Choice of the ProblemChoice of the Problem
 Based on the Purpose of Research:Based on the Purpose of Research:
 Basic ResearchBasic Research
 Applied ResearchApplied Research
 Based on the objectivesBased on the objectives
 ExploratoryExploratory
 DescriptiveDescriptive
 Explanatory (Hypothesis testing)Explanatory (Hypothesis testing)

63. Methods of Generating andMethods of Generating and
Refining Research IdeasRefining Research Ideas
 Rational ThinkingRational Thinking
 Examine your own strength andExamine your own strength and
interestinterest
 Looking at past research reportsLooking at past research reports
 DiscussionsDiscussions
 SearchingSearching the literaturethe literature
 Creative ThinkingCreative Thinking
 Exploring personal preferences usingExploring personal preferences using
past projectspast projects
 brainstormingbrainstorming

64. Sources of Problem of ResearchSources of Problem of Research
 Practical Problems in your fieldPractical Problems in your field
 Literature in your specific fieldLiterature in your specific field
 Request for proposalRequest for proposal
 Secondary Data AnalysisSecondary Data Analysis
 Pilot StudyPilot Study
 Brain StormingBrain Storming
 Focus GroupsFocus Groups

65. Choice of the ProblemChoice of the Problem
 Should be TimelyShould be Timely
 Area should not be Too CrowedArea should not be Too Crowed
 The Area should not be Too ProminentThe Area should not be Too Prominent
 Consumer of ResearchConsumer of Research
 Feasibility of the Research StudyFeasibility of the Research Study

66. Formulation of a ResearchFormulation of a Research
ProblemProblem
 The following steps may beThe following steps may be
followed to narrowing thefollowed to narrowing the
problem or ‘zeroing in on theproblem or ‘zeroing in on the
problem, to have a betterproblem, to have a better
formulated research problemformulated research problem

67. Research Problem : FormulationResearch Problem : Formulation
 Identify: a broad areaIdentify: a broad area
 Dissect the broad area into sub-areaDissect the broad area into sub-area
 Select a sub-areaSelect a sub-area
 Raise Research questionsRaise Research questions
 Formulate objectivesFormulate objectives
 Assess these objectivesAssess these objectives
 Double checkDouble check

68. Turning Research Idea intoTurning Research Idea into
Research ProjectResearch Project
 Research QuestionResearch Question
 It is important that the question is sufficientlyIt is important that the question is sufficiently
involved to generate the sort of project. Begin withinvolved to generate the sort of project. Begin with
one general focus research questionone general focus research question that flowsthat flows
from your research idea. This may leads to severalfrom your research idea. This may leads to several
more detailed questions or the research objectivesmore detailed questions or the research objectives
 Research ObjectivesResearch Objectives
 From the research question you can write a set ofFrom the research question you can write a set of
research objectives. It is more generally accepted toresearch objectives. It is more generally accepted to
the research community as a evidence of thethe research community as a evidence of the
researcher’s clear sense of purpose and direction.researcher’s clear sense of purpose and direction.
Research objectives require more rigorous thinkingResearch objectives require more rigorous thinking
which derives use ofwhich derives use of more formal languagemore formal language..

69. Research Idea to Research QuestionResearch Idea to Research Question
(General Focus)(General Focus)
Research ideaResearch idea General FocusGeneral Focus
Research QuestionResearch Question
The sponsorship ofThe sponsorship of
country food clubs bycountry food clubs by
commercial organizationscommercial organizations
What benefit do commercialWhat benefit do commercial
organizations derive from theirorganizations derive from their
sponsorship of country cricketsponsorship of country cricket
clubs?clubs?
The adoption of FlexibleThe adoption of Flexible
workforce byworkforce by
manufacturing companymanufacturing company
Why do manufacturingWhy do manufacturing
companies divide theircompanies divide their
workforces into core andworkforces into core and
peripheral workers?peripheral workers?
The future of trade unionsThe future of trade unions What strategies should tradeWhat strategies should trade
unions adopt to ensure theirunions adopt to ensure their
viability in the future?viability in the future?

70. Formulation of ObjectivesFormulation of Objectives
 Objectives should be listed under twoObjectives should be listed under two
headingsheadings
 Main objectives andMain objectives and
 Sub-objectivesSub-objectives
 The main objective is an overall statement ofThe main objective is an overall statement of
the thrust of your study.the thrust of your study.
 It is also a statement of the mainIt is also a statement of the main
associations and relationships that you seekassociations and relationships that you seek
to discover or establish.to discover or establish.
 The sub objectives are the specific aspectsThe sub objectives are the specific aspects
of the topic that you want to investigateof the topic that you want to investigate
within the main framework of your study.within the main framework of your study.

71. Formulation of ObjectivesFormulation of Objectives
 Objectives should be listedObjectives should be listed
under two headings;under two headings;
Main objective(s)Main objective(s)
Sub-objectivesSub-objectives

72. Research Question to ResearchResearch Question to Research
ObjectivesObjectives
Research QuestionResearch Question Research ObjectivesResearch Objectives
Why have organizationsWhy have organizations
introduced team briefing?introduced team briefing?
To identify organization’sTo identify organization’s
objectives for team briefingobjectives for team briefing
How can the effectivenessHow can the effectiveness
of team- briefing schemesof team- briefing schemes
be measures?be measures?
To establish suitableTo establish suitable
effectiveness criteria for team-effectiveness criteria for team-
briefing schemes.briefing schemes.
How can the team briefingHow can the team briefing
effectiveness beeffectiveness be
explained?explained?
To determine the factorsTo determine the factors
associated with theassociated with the
effectiveness of the teameffectiveness of the team
briefing.briefing.
Has team briefing beenHas team briefing been
effective?effective?
To describe the extent to whichTo describe the extent to which
the effectiveness criteria forthe effectiveness criteria for
team briefing have been met.team briefing have been met.

73. Management Problems vs. ResearchManagement Problems vs. Research
ProblemsProblems
 Most management research problemsMost management research problems
manifest themselves asmanifest themselves as ManagementManagement
Decision ProblemsDecision Problems
 Situation arises, management needs to make aSituation arises, management needs to make a
decision, requires research, starts the researchdecision, requires research, starts the research
processprocess
 No actionable guidanceNo actionable guidance
 Simply a statement of the issue thatSimply a statement of the issue that
management is dealing withmanagement is dealing with
 Must restatement in research terms.Must restatement in research terms.

74. Management Problems vs. ResearchManagement Problems vs. Research
ProblemsProblems
 Management ProblemManagement Problem: a: a
statement of the informationstatement of the information
needed by a decision makerneeded by a decision maker
to help solve a managementto help solve a management
decision problem.decision problem.

75. Tips for Accurately DefiningTips for Accurately Defining
Research ProblemsResearch Problems
 Find out why the information is beingFind out why the information is being
sought.sought.
 Determine whether the information alreadyDetermine whether the information already
exists.exists.
 Determine whether the question reallyDetermine whether the question really
can/should be answered.can/should be answered.
 Use exploratory research to defineUse exploratory research to define
background of the problembackground of the problem
 Situation analysisSituation analysis
 The iceberg principleThe iceberg principle
 Determine relevant variablesDetermine relevant variables

76. Definition of Research ObjectivesDefinition of Research Objectives
 Management Research ObjectivesManagement Research Objectives: the: the
specific bits of knowledge that need tospecific bits of knowledge that need to
be gathered to close the informationbe gathered to close the information
gaps highlighted in the researchgaps highlighted in the research
problem.problem.
 Stated in action termsStated in action terms
 Serve as a standard to evaluate the qualityServe as a standard to evaluate the quality
and value of the researchand value of the research
 Objectives should be specific andObjectives should be specific and
unambiguousunambiguous

77. Putting It All TogetherPutting It All Together
 Management ProblemManagement Problem
 Placement office has noticed, while major companies make annualPlacement office has noticed, while major companies make annual
recruiting visits to campus for engineers, not many national or localrecruiting visits to campus for engineers, not many national or local
companies are formally recruiting business majors through thecompanies are formally recruiting business majors through the
placement officeplacement office
 Why? How do we address this?Why? How do we address this?
 Management Research Problem QuestionsManagement Research Problem Questions
 Why are companies not taking advantage of the resources that theWhy are companies not taking advantage of the resources that the
placement service offers? Are companies going around theplacement service offers? Are companies going around the
service?service?
 Are companies aware of the University placement service?Are companies aware of the University placement service?
 Are companies aware of the reputation of the MBA programme?Are companies aware of the reputation of the MBA programme?
 What kind of things might generate more recruiting activity?What kind of things might generate more recruiting activity?
 Management Research ObjectivesManagement Research Objectives
 To determine to what extent companies are aware of the placementTo determine to what extent companies are aware of the placement
serviceservice
 Determine whether companies, especially locals, are aware of theDetermine whether companies, especially locals, are aware of the
strong reputation of the Business Schoolstrong reputation of the Business School
 To determine whether a quarterly newsletter highlighting businessTo determine whether a quarterly newsletter highlighting business
programs and students might generate more recruiting activity.programs and students might generate more recruiting activity.

78. LITERATURE REVIEWLITERATURE REVIEW
1 - 78

79. Review of LiteratureReview of Literature
 ImportanceImportance
 SourcesSources
 PurposePurpose
 Stages of Research and LiteratureStages of Research and Literature
ReviewReview
 Method of PresentationMethod of Presentation

80. IntroductionIntroduction
 Literature review for a proposal or aLiterature review for a proposal or a
research study means locating andresearch study means locating and
summarizing the studies about thesummarizing the studies about the
topic. Often these summaries aretopic. Often these summaries are
research studies, but it may alsoresearch studies, but it may also
include conceptual articles or thoughtinclude conceptual articles or thought
pieces that provide frameworks forpieces that provide frameworks for
thinking about the topic.thinking about the topic.

81. Need and ImportanceNeed and Importance
 Knowledge doesn’t exist in a vacuum, andKnowledge doesn’t exist in a vacuum, and
your work only has value in relation to otheryour work only has value in relation to other
people’s work. Your work and your findingpeople’s work. Your work and your finding
will be significant only to the extent that theywill be significant only to the extent that they
are same as or different from others workare same as or different from others work
and findings. The items your read and writeand findings. The items your read and write
about will enhance your subject knowledgeabout will enhance your subject knowledge
and help you toand help you to clarify your researchclarify your research
question(s) furtherquestion(s) further. This process is called. This process is called
critically reviewing the literature.critically reviewing the literature.

82. Purpose of the LiteraturePurpose of the Literature
ReviewReview
 Literature reviews help researchers limit theLiterature reviews help researchers limit the
scope of their inquiry.scope of their inquiry.
 It convey the importance of the topic of studyIt convey the importance of the topic of study
to the readersto the readers
 It shares with the reader the results of otherIt shares with the reader the results of other
studies that are closely related to the studystudies that are closely related to the study
being reported.being reported.
 It relates a study to the larger ongoingIt relates a study to the larger ongoing
dialogue in the literature about a topic, maydialogue in the literature about a topic, may
be fill in gaps and extending prior studiesbe fill in gaps and extending prior studies

83. PurposePurpose
ItIt providesprovides
a framework for the study,a framework for the study,
to identify the important variables,to identify the important variables,
to frame hypotheses,to frame hypotheses,
source of data,source of data,
method of data collection,method of data collection,
measurement of subjective variables,measurement of subjective variables,
to develop questionnaire,to develop questionnaire,
to identify appropriate statisticalto identify appropriate statistical
technique for data analysis.technique for data analysis.

84. Purpose …Purpose …
 It serves as a benchmark for comparingIt serves as a benchmark for comparing
the results of a study with otherthe results of a study with other
findings.findings.

85. Forms of Literature ReviewForms of Literature Review
 Integrative:Integrative:
 The researcher summarizing broad themesThe researcher summarizing broad themes
in literature. This is useful, in proposalin literature. This is useful, in proposal
writing and to introduce the problem andwriting and to introduce the problem and
background of the research.background of the research.
 Theoretical:Theoretical:
 The researcher focuses on extant theoryThe researcher focuses on extant theory
that relates to the problem under study.that relates to the problem under study.
This form is useful for development ofThis form is useful for development of
theoretical frame work of the study,theoretical frame work of the study,
integration of theory in to the study.integration of theory in to the study.

86. FormsForms
 Methodological Review:Methodological Review:
 In which the researcher focuses onIn which the researcher focuses on
methods and definitions.methods and definitions.
 The reviewers may provide not onlyThe reviewers may provide not only
summary of studies but also an actualsummary of studies but also an actual
critique of the strength and weakness ofcritique of the strength and weakness of
the method sections.the method sections.
 Normally it is put into a separate section orNormally it is put into a separate section or
chapter, in dissertations and review ofchapter, in dissertations and review of
related literature.related literature.

87. SourcesSources
Documentation ServicesDocumentation Services
 JournalsJournals
 Government ReportsGovernment Reports
 Research AbstractsResearch Abstracts

88. States of Research andStates of Research and
Review of LiteratureReview of Literature
 Identification and SelectionIdentification and Selection
 Formulation of the SelectedFormulation of the Selected
problemproblem
 Operationalisation of ConceptsOperationalisation of Concepts
 Research MethodologyResearch Methodology
 Tools for collection of dataTools for collection of data
 Writing the reportWriting the report

89. Presentation of the ReviewPresentation of the Review
 By Chronological orderBy Chronological order
 By TopicBy Topic
 Problem - SolutionProblem - Solution
 Cause - effectCause - effect
 Argument and Counter argumentArgument and Counter argument
 Group on the basis of a particularGroup on the basis of a particular
VariableVariable

90. RESEARCH ETHICSRESEARCH ETHICS
1 - 90

91. ETHICAL ISSUES IN BUSINESSETHICAL ISSUES IN BUSINESS
RESEARCHRESEARCH
 Ethical Questions Are Philosophical Questions
 Business ethics is the application of morals to
behaviour related to the exchange environment.
 Moral standards are principles that reflect beliefs about
what is ethical and what is unethical (e.g., the Golden
Rule).
 Ethical dilemma refers to a situation in which one
chooses from alternative courses of actions, each with
different ethical implications.
 Relativism is a term that reflects the degree to which
one rejects moral standards in favor of the acceptability
of some action.
3–91

92. ETHICAL ISSUES IN BUSINESSETHICAL ISSUES IN BUSINESS
RESEARCHRESEARCH
 Idealism is a term that reflects
the degree to which one bases
their morality on moral
standards.
 Researchers and business
stakeholders face ethical
dilemmas practically every day
3–92

93. 5–93
General Rights and ObligationsGeneral Rights and Obligations
of Concerned Partiesof Concerned Parties
 Everyone involved in research can face
an ethical dilemma:
 The people actually performing the research
—the “doers.”
 The research client, sponsor, or the
management team requesting the research—
the “users.”
 The research participants—the actual
research respondents or subjects.
 Each party has certain rights and
obligations toward the other parties.

94. 5–94
EXHIBIT 5.EXHIBIT 5.77 Interaction of Rights and ObligationsInteraction of Rights and Obligations

95. 5–95
Rights and Obligations: Research ParticipantRights and Obligations: Research Participant
 Rights:
 Obligations:

96. Rights and Obligations: Research ParticipantRights and Obligations: Research Participant
(cont’d)(cont’d)
 Rights to be informed
 Most business research is conducted with the
research participant’s consent (i.e., the participant is
active).
 Informed consent means that the individual
understands what the researcher wants him/her to
do and agrees to in the research study.
 The obligation to be truthful
 In return for being truthful, the subject has the right
to expect confidentiality.
 Confidentiality means that information involved in
the research will not be shared with others.
3–96

97. Rights and Obligations: Research ParticipantRights and Obligations: Research Participant
(cont’d)(cont’d)
Participants’ Right to Privacy
 Active Research
 The issue involves the participant’s freedom to choose whether
to comply.
 Be considerate of participants’ time and identify yourself.
 Adhere to the principles of the “Do Not Call” policy and respect
consumers’ “Internet privacy.”
 Passive Research
 It is generally believed that unobtrusive observation of public
behavior is not an invasion of privacy.
 Recording behavior that is not conducted in public would be a
violation of privacy.
 Technology allows the passive collection of data based on
consumers’ on-line behavior, and researchers should gain
consent before harvesting information.
3–97

98. 5–98
Rights and Obligations: Research ParticipantRights and Obligations: Research Participant
(cont’d)(cont’d)Protection from Harm
 Questions to ask to help avoid harming a research
participant:
 Has the research subject provided consent to
participate in an experiment?
 Is the research subject subjected to
substantial physical or psychological
trauma?
 Can the research subject be easily returned
to his or her initial state?
 Human subjects review committee
 Reviews proposed research designs to
ensure that no harm can come to any
research participant.

99. 5–99
Rights and Obligations of theRights and Obligations of the
ResearcherResearcher
 The researcher should:
 Understand that the purpose of research is
research (no sales pitch to research
participants)
 Maintain objectivity
 Not misrepresent research
 Be honest in reporting errors
 Protect the confidentiality of both subjects
and clients

100. Rights and Obligations of theRights and Obligations of the
Researcher (cont’d)Researcher (cont’d)
 Researchers have rights, too:
 right to cooperation from the sponsoring
client
 right to be paid as long as the work is
done professionally
 right to be paid in full and in a timely
manner
3–100

101. 5–101
Rights and Obligations of the Client Sponsor (User)Rights and Obligations of the Client Sponsor (User)
 Ethical Behavior between Buyer and Seller
 The general business ethics expected
between a purchasing agent and a sales
representative should hold in a research
situation.
 An Open Relationship with Research Suppliers
 To encourage objectively, a full and open
statement of the decision situation, a full
disclosure of constraints in time and money,
and any other insights that assist the
researcher should be provided.
 Researcher should be provided adequate
access to key decision makers.

102. Rights and Obligations of the ClientRights and Obligations of the Client
Sponsor (User) (cont’d)Sponsor (User) (cont’d)
 An Open Relationship with Interested Parties
 Conclusions should be based on data –
not conjecture.
 Advocacy research – research undertaken
to support a specific claim in a legal action
or to represent some advocacy groups.
 Researchers often conduct advocacy
research in their role as an expert witness.
3–102

103. 1 - 103
Further ReadingFurther Reading
 COOPER, D.R. AND SCHINDLER, P.S. (2011)
BUSINESS RESEARCH METHODS, 11TH
EDN,
MCGRAW HILL
 ZIKMUND, W.G., BABIN, B.J., CARR, J.C. AND
GRIFFIN, M. (2010) BUSINESS RESEARCH
METHODS, 8TH
EDN, SOUTH-WESTERN
 SAUNDERS, M., LEWIS, P. AND THORNHILL, A.
(2012) RESEARCH METHODS FOR BUSINESS
STUDENTS, 6TH
EDN, PRENTICE HALL.
 SAUNDERS, M. AND LEWIS, P. (2012) DOING
RESEARCH IN BUSINESS & MANAGEMENT, FT
PRENTICE HALL.

104. 2 - 104
Maslow’s hierarchy of needs,Maslow’s hierarchy of needs, andand
social entrepreneurship potentialsocial entrepreneurship potential
physiological
safety and security
belongingess
self-esteem
cognitive
aesthetic
self-actualization
self-transcendence
Proper nutrition
School and neighborhood safety
Community programs
Empowerment programs
Academic programs
The arts
College scholarships
Programs to create mentors
Maslow’s hierarchy Example programs that meet
different needs
physiological
safety and security
belongingess
self-esteem
cognitive
aesthetic
self-actualization
self-transcendence
Proper nutrition
School and neighborhood safety
Community programs
Empowerment programs
Academic programs
The arts
College scholarships
Programs to create mentors
Maslow’s hierarchy Example programs that meet
different needs