Defining the Business Research Problem and Developing an

Approach

2-2Proper Definition of the Research Problem

Research Problem

Broad Statement

Specific Components

2-3Example: Department Store ProjectBroad statement:In the department store project, the

research problem is to determine the relative strengths and weaknesses of Sears, vis-à-vis other major competitors, with respect to factors that influence store patronage.

Research should provide information onthe following questions (specific

components, chosen out of the longer list identified in the literature):

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Specific components:1. What criteria do households use

when selecting department stores?2. How do households evaluate

Sears and competing stores in terms of the choice criteria identified in question 1?

3. Which stores are patronized when shopping for specific product categories?

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4. What is the market share of Sears and its competitors for specific product categories?

5. What is the demographic and psychological profile of the customers of Sears? Does it differ from the profile of customers of competing stores?

6. Can store patronage and preference be explained in terms of store evaluations and customer characteristics?

2-6Development of Research Questions and Hypotheses

Components of the

Research Questions

Hypotheses

Objective/TheoreticalFrameworkAnalytical

Model

Research Problem

2-7Research Questions and Hypotheses

Research questions (RQs) are refined statements of the specific components of the problem.

A hypothesis (H) is an unproven statement or proposition about a factor or phenomenon that is of interest to the researcher. Often, a hypothesis is a possible answer to the research question. Provides guidelines on what and how data should be collected and analyzed.

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Department Store Project

Example: (for Component 5: “Whatis the demographic and psychologicalprofile of the customers of Sears?”)Several research questions (RQs) wereasked about the customers of Sears:

Do they combine shopping with eatingout? Are they heavy users of credit?Do they exhibit store loyalty?

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How was, for example, use of credit measured? It could be measured in any of the following ways: Whether the customer holds a Sears

credit card Whether the customer uses a Sears

credit card The number of times the Sears credit

card was used in a specified time period The dollar amount charged to the Sears

credit card during a specified time period

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Example of a research question and resulting hypotheses for Component 5:

RQ1: Do the customers of Sears exhibitStore loyalty?

H1: Customers who are store loyal are less knowledgeable about the shopping environment.

H2: Store-loyal customers are more risk-averse than are non-loyal customers.

2-11 Specification of Information Needed

By focusing on each specific component, research questions, and hypotheses, the researcher can determine what information should be obtained in the research project

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Component 1: What criteria do households use when selecting department stores?

The researcher identified the following factors:

1. Quality of merchandise2. Variety and assortment of

merchandise3. Returns and adjustment policy4. Service of store personnel 

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5. Prices6. Convenience of location7. Layout of store8. Credit and billing policies

The respondents will be asked torate the importance of each factor

asit influences their store selection.

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Component 2: How do households evaluate

Sears and competing stores in terms of thechoice criteria identified in question 1? The researcher identified nine department

stores as competitors to Sears based on discussions with management.

The respondents should be asked to evaluate Sears and its nine competitors on the eight choice criteria factors. 

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Component 3: Which stores are patronized when shopping for specific product categories?

Sixteen different product categories were selected: women's dresses, women's sportswear, lingerie and body fashion, junior merchandise, men's apparel, cosmetics, jewelry, shoes, sheets and towels, furniture and bedding, and draperies.

The respondents should be asked whether they shop at each of the ten stores for each of the 16 product categories.

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Component 4: What is the market share of Sears and its competitors for specific product categories?

No additional information needs to be obtained from the respondents.

 

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Component 5: What is the demographic and psychological profile of the customers of Sears? Does it differ from the profile of customers of competing stores?

Information should be obtained on the standard demographic characteristics and the psychographic characteristics of store loyalty, credit use, combining shopping with eating, etc.

 

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Component 6: Can store patronage and preference be explained in terms of store evaluations and customer characteristics?

No additional information needs to be obtained from the respondents.