1. What is business research? Why should there be any question about the definition of research?

2. What is the difference between applied research and basic or pure research? Use a decision about how a salesperson is to be paid, by commission or salary, and describe the question that would guide applied research versus the question that would guide pure research.

5. A sales force manager needs to have information in order to decide whether to create a custom motivation program or purchase one offered by a consulting firm. What are the dilemmas the manager faces in selecting either of these alternatives?"

6. You observe the following condition: "Our female sales representatives have lower customer defections than do our male sales representatives."

a Propose the concepts and constructs you might use to study this phenomenon.

b How might any of these concepts and/or constructs be related to explanatory hypotheses?"