2. 6–2
GOOD DECISIONS START WITH A GOOD
PROBLEM DEFINITION
Decision Statement
A written expression of the key question(s) that the research
user wishes to answer.
Problem Definition
The process of defining and developing a decision statement
and the steps involved in translating it into more precise
research terminology, including a set of research objectives.
3. Decision problem Research problem
What should be done to increase the
customer base of organic products in the
domestic market
What is the awareness and purchase
intention of health conscious consumers
for organic products
How to reduce turnover What is the impact of shift duties on
turnover intentions
Can the housing and real estate growth
be accelerated
What is the current investment in real
estate and housing
How to improve the supply chain
performance
How does industry leader manages its
supply chain
MANAGEMENT DECISION PROBLEM RESEARCH
PROBLEM
4. 6–4
THE PROBLEM-DEFINITION PROCESS
Problem
• When there is a difference between the current conditions and a
more preferable set of conditions.
Problems Mean Gaps
• Business performance is worse than expected business performance.
• Actual business performance is less than possible business
performance.
• Expected business performance is greater than possible business
performance.
5. PROBLEM IDENTIFICATION PROCESS
Management Decision Problem
Discussions
with subject
experts
Review of
existing
literature
Organization
Analysis
Qualitative
analysis
Management Research Problem / Question
Research framework / Analytical model
Statement of Research Objectives
Formulation of Research Hypothesis
6. PROBLEM IDENTIFICATION PROCESS
Management decision problem: the issue/decision that needs
to be resolved through research
Discussion with experts: to get the right perspective on the
issue, discussion/dialogue is held with subject/industry
expert.
Review of literature: the most valuable source of framing the
research question is to review the past work done on related
topic(s).
Qualitative surveys: primary exploratory loosely structured
surveys to attain the environmental context.
8. 6–8
UNDERSTAND THE BUSINESS DECISION
Situation Analysis
The gathering of background information to familiarize researchers
and managers with the decision-making environment.
Interview Process
Develop many alternative problem statements
Think about possible solutions to the problem
Make lists
Be open-minded
9. 6–9
UNDERSTAND THE BUSINESS DECISION
Identifying Symptoms
Interrogative techniques
Asking multiple what, where, who, when, why, and how questions about
what has changed.
Probing
An interview technique that tries to draw deeper and more elaborate
explanations from the discussion.
10. 6–10
WRITING MANAGERIAL DECISION STATEMENTS INTO
CORRESPONDING RESEARCH OBJECTIVES
Decision statements must be translated into research
objectives.
Once the decision statement is written, the research essentially
answers the question, “What information is needed to address
this situation?”
Research objectives are the deliverables of the research
project.
11. 6–11
DETERMINE THE UNIT OF ANALYSIS
Unit of Analysis
• Indicates what or who should provide the data and at what level of
aggregation.
Individuals (such as customers, employees, and owners)
Households (families, extended families, and so forth)
Organizations (businesses and business units)
Departments (sales, finance, and so forth)
Geographical areas
Objects (products, advertisements, and so forth).
• Multi-level analysis studies variables measured at more than one unit
of analysis.
12. 6–12
DETERMINE THE RELEVANT VARIABLE
What is a Variable?
Anything that varies or changes from one instance to another; can
exhibit differences in value, usually in magnitude or strength, or in
direction.
13. The research problem also requires identification of the key
variables under the particular study
Research variables: To carry out an investigation, it becomes
necessary to convert the concepts to be studied into
empirically testable and observable variables
Dependent variable – variable to be analysed /variable gets
influenced by other variables
Independent variable – variable that can be stated as
influencing or impacting the dependent variable
TYPES OF RESEARCH VARIABLES
14. A moderator is a variable that affects the strength of the
relation between the predictor and criterion variable
Moderator variable is a third party variable that modify the
relationship between an independent variable (IV) and a
dependent variable (DV). Objective of the moderator variable
is to measure the strength of the relationship between the IV
& DV.
They have the potential to modify the direction and magnitude
of the above stated association.
MODERATING VARIABLE
15. A mediating variable explains the relation between the
independent (predictor) and the dependent (criterion)
variable. It explains how or why there is a relation between
two variables.
Intervening variables are the temporal occurrence which
follows the independent variable and precedes the dependent
variable
INTERVENING/MEDIATING VARIABLE
17. Research objectives are to be formulated according to the
basic thrust areas of the research which are crucial to the
study being conducted
This section makes active use of verbs such as
1. To find out
2. To determine
3. To establish
4. To measure
STATEMENT OF RESEARCH OBJECTIVES
18. Any assumption that the researcher makes on the probable
direction of the results that might be obtained on completion
of the research process is termed as a hypothesis
A hypotheses is any assumption/presupposition that the
researcher makes about the probable direction of the results
that might be obtained on the completion of the research
process
Types
Descriptive
Relational
FORMULATION OF RESEARCH HYPOTHESIS
19. 6–19
THE RESEARCH PROPOSAL
Research Proposal
• A written statement of the research design.
Uses for the Proposal
• As a planning tool
• As a contract
Funded Business Research
• Basic research usually performed by academic researchers that is
financially supported by some public or private institution as in
federal government grants.
