The research methodology followed in this study is discussed in the contexts of research design, variables and their measurement, instrumentation, subjects and sampling procedures, and analytical procedures.
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 serving as the bases for differential effects on turnover ratio. The turnover ratio in such an instance would the number of employee terminations (for any cause) during a specified period divided by the total number of individuals employed during the period.
The survey questionnaire designed and approved for this study did not provide for an identification of variations in management style, nor did it provide for a comparison of such styles with variations in turnover ratios. Rather, the questionnaire simply aske...