1. The Research Process

2. Management Dilemma (MD)
The process begins at the most general level with the MD. This is a symptom of an actual problem, such as
Increasing tenant move-outs from an apartment complex;
Declining sales or rising costs
Increasing employee turnover in a restaurant.
Erosion of BankChoice's profitability
Choose one dilemma on which to focus.

3. Management Question (MQ)
From the management dilemma to the management question, Restating the dilemma in question form:
What should be done to increase tenant residency and reduce move-outs?
What should be done to increase sales or reduce costs?
What should be done to reduce employee turn over?
How can the profit picture be improved?

4. Example
BankChoice is a leading bank. Its profitability erosion implies that the bank’s management faces the task of developing a strategy for increasing profits.
The management question as stated is too broad to guide a definitive research project. It does not indicate whether management should increase profits through increased deposits, downsizing of personnel, outsourcing of the payroll function, or some other means.

5. Example contd.
Thus BankChoice refines the management question into more specific two questions:
How can we improve deposits?
How can we reduce costs?
The Bank has done no formal research in the past. It has little specific information about competitors or customers and has not analyzed its internal operations. Here some exploratory information is needed such as:

6. Example contd.
What factors are contributing to the bank’s failure to achieve a stronger growth rate in deposits?
How well is the bank doing regarding work climate, efficiency of operation compared to industry norms, and financial condition compared to industry norms and competitors?

7. Example contd. A small focus group is conducted among employees.
Financial and operating statistics from company annual reports and end-of-year division reports are examined.
From the results of these two exploratory activities, it is found out that BankChoice’s operations are not as progressive as its competitors’.
So the revised management question becomes:
What should be done to make the bank more competitive?

8. MQ contd.
The process of exploration may surface within the research process in several locations.
An exploration typically begins with a search of published data.
In addition, researchers often seek out people who are well informed on the topic, especially those who have clearly stated positions on controversial aspects of the problem.
Once the researcher has a clear statement of the management question, he/she can translate it into a research question.

9. MQ contd.
The research question is considered as fact-finding, information gathering question.
This research question now has to be taken to a more specific level, that of investigative questions:
these questions reveal the specific pieces of information the manager and the researcher need to know to answer the research question.

10. MD contd.
The researcher working on the BankChoice project develops two major investigative questions for studying the market with several subsequent questions under each. The questions provide insight into the lack of deposit growth.

11. MD contd.
1. What is the public’s position regarding financial services and their use?
What specific financial services are used?
How attractive are various services
What bank-specific and environmental factors influence a person’s use of a particular service?

12. MD contd. 2. What is the bank’s competitive position?
What are the geographic patterns of our customers and of our competitors’ customers?
What demographic differences are revealed among our customers and those of our competitors?
What words or phrases do the public (both customers and noncustomers) associate with BankChoice? With BankChoice’s competitors?
How aware is the public of the bank’s promotional efforts?
What opinion does the public hold of the bank and its competitors?
How does growth in services compare among competing institutions?

13. MD contd. BankChoice conducts a survey of local residents.
The questionnaire contains many measurement questions seeking information that will provide answers to the investigative questions.
Two hundred residents have completed questionnaires and the information collected is used to guide a reorientation of the bank’s image.

14. The Research Proposal
A written proposal is often required when a study is being suggested. The length and complexity of research proposals range widely.
A research proposal also may be oral, where all aspects of the research are discussed but not codified in writing. This is more likely when a manager directs his or her own research or the research activities of subordinates.

15. Proposal Content
Every proposal, regardless of length, should include two basic sections:
Statement of the research question;
Brief description of research methodology.

16. Memo-type Proposal
In a brief memo-type proposal, the research question may be incorporated into a paragraph that also sets out the management dilemma, management question, and categories of investigative questions.
The following statement presents the management question facing the BankChoice manager and points out the nature of the research that will be undertaken:

17. MQ Facing the BankChoice Manager
BankChoice, currently the leading bank in the city, has not been growing as fast as its major competitors.
Before developing a long-range plan to enhance the bank’s competitive position, it is important to determine the bank’s present competitive status, its advantages and opportunities, and its major deficiencies.
The primary objective of this proposed research is to develop a body of benchmark information about BankChoice, its major competitors, and the market for banking services.