Research Methodology & Design

This study attempted to develop answers to three research questions, and tested one research hypothesis. The research questions and hypothesis were stated as follows:

a. How could a dealership improve its relations with its sales employees?

b. What is the ideal environment for a sales person?

c. What are the basic elements which make a sales person move on to other places?

a. Standard form: There is a relation between style of management and turnover ratio.

b. Null form: There is not a relation between style of management and turnover ratio.

To develop answers to the research questions, and to develop the data required to test the hypothesis, a survey questionnaire was administered to sales persons and sales managers in selected

automobile dealerships in the Greater Phoenix area. The survey data were then analyzed quantitatively.

Two variables were included in the research hypothesis style of management and turnover ratio. In an analysis of variance or a chi square analysis to test a hypothesis concerning variations in management style, management style would also be the independent variable, with the different managerial styles tested ser

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number 4 asked: "Do you think long and/or irregular hours have an effect on turnover ratio?" Of the 40 respondents, 32 answered "yes," while eight answered "no." The goodness of fit chi square analysis indicated that the distribution of the responses to this questionnaire item was statistically significant at p<.05 (calculated chi square = 14.4; critical value of chi square with one degree of freedom at p<.05 = 3.841). The implication of this finding is that a dealership could improve its relations with its sales employees by rationalizing working hours. Survey questionnaire item number 5 asked: "Do you think with more training sessions, dealers would be able to control or minimize the turnover ratio?" Of the 40 respondents, 16 answered "yes," while 24 answered "no." The goodness of fit chi square analysis indicated that the distribution of the responses to this questionnaire item was not statistically significant at p<.05 (calculated chi square = 1.6; critical value of chi square with one degree of freedom at p<.05 = 3.841). The implication of this finding is that a dealership likely would not improve its relations with its sales employees by conducting additional sales force training.  Second Research Question The second
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Some common words found in the essay are:
Research Design, Procedures Five, Analytical Methods, Procedure Survey, , turnover ratio, style management, management style, survey questionnaire, research questions, chi square analysis, sales persons sales, style management turnover, persons sales managers, square analysis, chi square, management turnover, research hypothesis, management turnover ratio, sales persons,
Approximate Word count = 2285
Approximate Pages = 9 (250 words per page)

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