Business Research Methods

The Role of Business Research

Business research is defined as the systematic process of generating information for business decisions making.

Business Research Defined

Business Research

Research information is neither intuitive nor haphazardly gathered. Literally, research (re-search) -“search again”Business research must be objectiveDetached and impersonal rather than biasedIt facilitates the managerial decision process for all aspects of a business.

Basic research

Applied research

Business Research Types

Basic Research

Attempts to expand the limits of knowledge.Not directly involved in the solution to a pragmatic problem.

Basic Research Example

Is executive success correlated with high need for achievement?

Are members of highly cohesive work groups more satisfied than members of less cohesive work groups?

Applied Research

Conducted when a decision must be made about a specific real-life problem

Applied Research Examples

Should McDonalds add Italian pasta dinners to its menu?Should Procter & Gamble add a high-priced home teeth bleaching kit to its product line?

Scientific Method

The analysis and interpretation of empirical evidence (facts from observation or experimentation) to confirm or disprove prior conceptions.

The Decision-making Process Associated with the Development and Implementation of a Strategy

Identifying problems and opportunitiesDiagnosis and assessmentSelecting and implementing a course of actionEvaluating the course of action

Major Topics for Research in Business

General Business Conditions and Corporate ResearchFinancial and Accounting ResearchManagement and Organizational Behavior ResearchSales and Marketing ResearchInformation Systems ResearchCorporate Responsibility Research

Global Business ResearchGeneral information about country - economic conditions and political climateCultural and consumer factorsMarket and competitive conditions - demand estimation

Research Design: Definition

A research design is a framework or blueprint for conducting the research project. It details the procedures necessary for obtaining the information needed to structure or solve research problems.

Components of a Research Design

Define the information needed Design the exploratory, descriptive, and/or causal phases of the research Specify the measurement and scaling procedures Pretest a questionnaire (interviewing form) or an appropriate form for data collection Specify the sampling process and sample size Develop a plan of data analysis

Exploratory Research

Initial research conducted to clarify and define the nature of a problemDoes not provide conclusive evidenceSubsequent research expected

Descriptive Research

Describes characteristics of a population or phenomenonSome understanding of the nature of the problem

Causal Research

Conducted to identify cause and effect relationships

A Classification of Research Designs

Single Cross- Sectional Design

Multiple Cross- Sectional Design

Research Design

Conclusive Research Design

Exploratory Research Design

Descriptive Research

Causal Research

Cross-Sectional Design

Longitudinal Design

Exploratory & Conclusive Research Differences

Objective:

Character- istics:

Findings /Results:

Outcome:

To provide insights and understanding.

Information needed is defined only loosely. Research process is flexible and unstructured. Sample is small and non- representative. Analysis of primary data is qualitative.

Tentative.

Generally followed by further exploratory or conclusive research.

To test specific hypotheses and examine relationships.

Information needed is clearly defined. Research process is formal and structured. Sample is large and representative. Data analysis is quantitative.

Conclusive.

Findings used as input into decision making.

Exploratory Conclusive

Objective:

Characteristics:

Methods:

A Comparison of Research Designs

Discovery of ideas and insights

Flexible, versatile

Often the front end of total research design

Expert surveysPilot surveysSecondary dataQualitative research

Describe market characteristics or functions

Marked by the prior formulation of specific hypotheses

Preplanned and structured design

Secondary dataSurveysPanelsObservation and other data

Determine cause and effect relationships

Manipulation of one or more independent variables

Control of other mediating variables

Experiments

Exploratory Descriptive Causal

Uses of Exploratory Research

Formulate a problem or define a problem more preciselyIdentify alternative courses of actionDevelop hypothesesIsolate key variables and relationships for further examinationGain insights for developing an approach to the problemEstablish priorities for further research

Methods of Exploratory Research

Survey of expertsPilot surveys Secondary data analyzed in a qualitative wayQualitative research

Use of Descriptive ResearchTo describe the characteristics of relevant groups, such as consumers, salespeople, organizations, or market areas.To estimate the percentage of units in a specified population exhibiting a certain behavior. To determine the perceptions of product characteristics.To determine the degree to which marketing variables are associated.To make specific predictions

Methods of Descriptive Research

Secondary data analyzed in a quantitative as opposed to a qualitative manner Surveys Panels Observational and other data

Cross-sectional Designs

Involve the collection of information from any given sample of population elements only once. In single cross-sectional designs, there is only one sample of respondents and information is obtained from this sample only once.In multiple cross-sectional designs, there are two or more samples of respondents, and information from each sample is obtained only once. Often, information from different samples is obtained at different times.

Longitudinal Designs

A fixed sample (or samples) of population elements is measured repeatedly on the same variablesA longitudinal design differs from a cross-sectional design in that the sample or samples remain the same over time

Uses of Casual Research

To understand which variables are the cause (independent variables) and which variables are the effect (dependent variables) of a phenomenonTo determine the nature of the relationship between the causal variables and the effect to be predictedMETHOD: Experiments

Potential Sources of Error in Research Designs

Surrogate Information ErrorMeasurement ErrorPopulation Definition ErrorSampling Frame ErrorData Analysis Error

Respondent Selection ErrorQuestioning ErrorRecording ErrorCheating Error

Inability ErrorUnwillingness Error

Total Error

Non-sampling Error

Random Sampling Error

Non-response Error

Response Error

Interviewer Error

Respondent Error

Researcher Error

Errors in ResearchThe total error is the variation between the true mean value in the population of the variable of interest and the observed meanvalue obtained in the marketing research project. Random sampling error is the variation between the true mean value for the population and the true mean value for the original sample. Non-sampling errors can be attributed to sources other than sampling, and they may be random or nonrandom: including errors in problem definition, approach, scales, questionnaire design, interviewing methods, and data preparation and analysis. Non-sampling errors consist of non-response errors and response errors.

Errors in Marketing ResearchNon-response error arises when some of the respondents included in the sample do not respond. Response error arises when respondents give inaccurate answers or their answers are misrecorded or misanalyzed.

Marketing Research at Citicorp is typical in that it is used to measure consumer awareness of products, monitor their satisfaction and attitudes associated with the product, track product usage and diagnose problems as they occur. To accomplish these tasks Citicorp makes extensive use of exploratory, descriptive, and causal research. Often it is advantageous to offer special financial packages to specific groups of customers. In this case, a financial package is being designed for senior citizens.

The following seven-step process was taken by marketing research to help in the design.

Citicorp Banks on Exploratory, Descriptive, and Causal Research

Citicorp Banks on Exploratory, Descriptive, and Causal Research

1) A taskforce was created to better define the market parameters to include all the needs of the many Citicorp branches. A final decision was made to include Americans 55 years of age or older, retired, and in the upper half of the financial strata of that market.

2) Exploratory research in the form of secondary data analysis of the mature or older market was then performed and a study of competitive products was conducted. Exploratory qualitative research involving focus groups was also carried out in order to determine the needs and desires of the market and the level of satisfaction with the current products.

In the case of senior citizens, a great deal of diversity was found in the market. This was determined to be due to such factors as affluence, relative age, and the absence or presence of a spouse.

Citicorp Banks on Exploratory, Descriptive, and Causal Research

3) The next stage of research was brainstorming. This involved the formation of many different financial packages aimed at the target market. In this case, a total of 10 ideas were generated.

Citicorp Banks on Exploratory, Descriptive, and Causal Research

4) The feasibility of the 10 ideas generated in step 3 was then tested. The ideas were tested on the basis of whether they were possible in relation to the business. The following list of questions was used as a series of hurdles that the ideas had to pass to continue on to the next step.

• Can the idea be explained in a manner that the target market will easily understand?

• Does the idea fit into the overall strategy of Citicorp?

Citicorp Banks on Exploratory, Descriptive, and Causal Research

Is there an available description of a specific target market for the proposed product?

Does the research conducted so far indicate a potential match for target market needs, and is the idea perceived to have appeal to this market?

Is there a feasible outline of the tactics and strategies for implementing the program?

Have the financial impact and cost of the program been thoroughly evaluated and determined to be in line with company practices?

In this study, only one idea generated from the brainstorming session made it past all the listed hurdles and on to step 5.

Citicorp Banks on Exploratory, Descriptive, and Causal Research

5) A creative work-plan was then generated. This plan was to emphasize the competitive advantage of the proposed product as well as better delineate the specific features of the product.

6) The previous exploratory research was now followed up with descriptive research in the form of mall intercept surveys of people in the target market range. The survey showed that the list of special features was too long and it was decided to drop the features more commonly offered by competitors.

Citicorp Banks on Exploratory, Descriptive, and Causal Research

7) Finally, the product was test marketed in six of the Citicorp branches within the target market. Test marketing is a form of causal research. Given successful test marketing results, the product is introduced nationally.

Citicorp Banks on Exploratory, Descriptive, and Causal Research