UNIT-I

LESSON

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FUNDAMENTALS OF RESEARCH

CONTENTS
1.0 Aims and Objectives
1.1 Introduction
1.2 Scope and Significance of Research
1.3 The Types of Research
1.3.1 Exploratory Research
1.3.2 Descriptive Research
1.3.3 Applied Research
1.3.4 Pure/Fundamental Research or Basic Research
1.3.5 Conceptual Research
1.3.6 Casual Research
1.3.7 Historical Research
1.3.8 Ex-post Facto Research
1.3.9 Action Research
1.3.10 Evaluation Research
1.3.11 Library Research
1.4 Let us Sum Up
1.5 Lesson-end Activity
1.6 Keywords
1.7 Questions for Discussion
1.8 Suggested Readings

1.0 AIMS AND OBJECTIVES

In this Lesson we will discuss the basic fundamentals of research. After going through
this lesson you will be able to:
(i) describe meaning and objectives of research.
(ii) differentiate between different types of research.
(iii) describe scope and significance of research.

1.1 INTRODUCTION
Research in common man's language refers to "search for Knowledge".
Research is an art of scientific investigation. It is also a systematic design, collection,
analysis and reporting the findings & solutions for the marketing problem of a company.
Research is required because of the following reasons:
l To identify and find solutions to the problems
Research Methods for l To help making decisions
Management
l To develop new concepts
l To find alternate strategies
To identify and find solutions to the problem:
To understand the problem in depth, Example: "Why is that demand for a product is
falling"? "Why is there a business fluctuation once in three years"? By identifying the
problem as above, it is easy to collect the relevant data to solve the problem.
To help making decisions:
Example: Should we maintain the advertising budget same as last year? Research will
answer this question.
To find alternative strategies:
Should we follow pull strategy or push strategy to promote the product.
To develop new concepts:
Example: CRM, Horizontal Marketing, MLM etc.

1.2 SCOPE AND SIGNIFICANCE OF RESEARCH

i. Decision-making tool: Whenever a decision is to be made, marketing research
becomes necessary in the corporate world. The degree of dependence on research
is based on the cost of decisions. If the cost of decision is high, the dependence on
research is high, and vice versa.
ii. Facilitates large- scale production: The MR helps large scale enterprises in the
areas of production to determine:
(a) What to produce?
(b) How much to produce?
(c) When to produce?
iii. To determine the pattern of consumption: The consumption patterns vary from
place to place and time to time. The MR helps in identifying the consumption
pattern and also the availability of consumer credit in that particular place.
MR helps the marketer to identify:
l Consumption pattern
l Brand loyalty
l Consumer behaviour
l Market trends, etc.
iv. Complex market: In a complex and dynamic environment, the role of MR is very
vital. MR acts as a bridge between the consumer and the purchaser. This is because
MR enables the management to know the need of the customer, the about demand
for the product and helps the producer to anticipate the changes in the market.
v. Problem-solving: The MR focuses on both short range and long range decisions
and helps in making decisions with respect to the 4p’s of marketing, namely, product,
price, place and promotion.
vi. Distribution: The MR helps the manufacturer to decide about the channel, media,
logistics planning so that its customers and distributors are benefited. Based on the
study of MR, suitable distributors, retailers, wholesalers and agents are selected by
the company for distributing their products.
vii. Sales promotion: The MR helps in effective sales promotion. It enlightens the
manufacturer with regard to the method of sales promotion to be undertaken,
8 such as advertising, personal selling, publicity etc. It also helps in understanding the
 attitude of the customers and helps how to design the advertisement in line with Fundamentals of Research
prevailing attitudes.

1.3 THE TYPES OF RESEARCH

There are different types of research.

1.3.1 Exploratory Research

This type of research is carried out at the very beginning when the problem is not clear
or is vague. In exploratory research, all possible reasons which are very obvious are
eliminated, thereby directing the research to proceed further with limited options.
Sales decline in a company may be due to:
(1) Inefficient service
(2) Improper price
(3) Inefficient sales force
(4) Ineffective promotion
(5) Improper quality
The research executives must examine such questions to identify the most useful avenues
for further research. Preliminary investigation of this type is called exploratory research.
Expert surveys, focus groups, case studies and observation methods are used to conduct
the exploratory survey.

1.3.2 Descriptive Research

The main purpose of descriptive research is to describe the state of view as it exists at
present. Simply stated, it is a fact finding investigation. In descriptive research, definite
conclusions can be arrived at, but it does not establish a cause and effect relationship.
This type of research tries to describe the characteristics of the respondent in relation to
a particular product.
l Descriptive research deals with demographic characteristics of the consumer. For
example, trends in the consumption of soft drink with respect to socio-economic
characteristics such as age, family, income, education level etc. Another example
can be the degree of viewing TV channels, its variation with age, income level,
profession of respondent as well as time of viewing. Hence, the degree of use of
TV to different types of respondents will be of importance to the researcher. There
are three types of players who will decide the usage of TV : (a) Television
manufacturers, (b) Broadcasting agency of the programme, (c) Viewers. Therefore,
research pertaining to any one of the following can be conducted:
l The manufacturer can come out with facilities which will make the television more
user-friendly. Some of the facilities are– (a) Remote control, (b) Child lock,
(c) Different models for different income groups, (d) Internet compatibility etc.,
(e) Wall mounting etc.
l Similarly, broadcasting agencies can come out with programmes, which can suit
different age groups and income.
l Ultimately, the viewers who use the TV must be aware of the programmes appearing
in different channels and can plan their viewing schedule accordingly.
l Descriptive research deals with specific predictions, for example, sales of a
company’s product during the next three years, i.e., forecasting.
l Descriptive research is also used to estimate the proportion of population who
behave in a certain way. Example: “Why do middle income groups go to Food
World to buy their products?” 9
Research Methods for A study can be commissioned by a manufacturing company to find out various facilities
Management
that can be provided in television sets based on the above discussion.
Similarly, studies can be conducted by broadcasting stations to find out the degree of
utility of TV programmes. Example: The following hypothesis may be formulated about
the programmes:
l The programmes in various channels are useful by way of entertainment to the
viewers.
l Viewers feel that TV is a boon for their children in improving their knowledge—
especially, fiction and cartoon programmes.

1.3.3 Applied Research

Applied research aims at finding a solution for an immediate problem faced by any business
organization. This research deals with real life situations. Example: “Why have sales
decreased during the last quarter”? Market research is an example of applied research.
Applied research has a practical problem-solving emphasis. It brings out many new facts.
Examples:
1. Use of fibre glass body for cars instead of metal.
2. To develop a new market for the product.

1.3.4 Pure/Fundamental Research or Basic Research

Gathering knowledge for knowledge’s sake is known as basic research. It is not directly
involved with practical problems. It does not have any commercial potential. There is no
intention to apply this research in practice. Tata Institute of Fundamental Research
conducts such studies. Example: Theory of Relativity (by Einstein).

1.3.5 Conceptual Research

This is generally used by philosophers. It is related to some abstract idea or theory. In
this type of research, the researcher should collect the data to prove or disapprove his
hypothesis. The various ideologies or ‘isms’ are examples of conceptual research.

1.3.6 Causal Research

Causal research is conducted to determine the cause and effect relationship between
the two variables.
Example: Effect of advertisement on sales.

1.3.7 Historical Research

The name itself indicates the meaning of the research. Historical study is a study of past
records and data in order to understand the future trends and development of the
organisation or market. There is no direct observation. The research has to depend on
the conclusions or inferences drawn in the past.
For example, investors in the share market study the past records or prices of shares
which he/she intends to buy. Studying the share prices of a particular company enables
the investor to take decision whether to invest in the shares of a company.
Crime branch police/CBI officers study the past records or the history of the criminals
and terrorists in order to arrive at some conclusions.
The main objective of this study is to derive explanation and generalization from the past
trends in order to understand the present and anticipate the future.
There are however, certain shortcomings of Historical Research:

10 1. Reliability and adequacy information is subjective and open to question

2. Accuracy of measurement of events is doubtful. Fundamentals of Research

3. Verification of records are difficult.

1.3.8 Ex-post Facto Research

In this type of research, an examination of relationship that exists between independent
and dependent variable is studied. We may call this empirical research. In this method,
the researcher has no control over an independent variable. Ex-post facto literally means
“from what is done afterwards”. In this research, a variable “A” is observed. Thereafter,
the researcher tries to find a causal variable “B” which caused “A”. It is quite possible
that “B” might not have been caused “A”. In this type of analysis, there is no scope for
the researcher to manipulate the variable. The researcher can only report “what has
happened” and “what is happening”.

1.3.9 Action Research

This type of research is undertaken by direct action. Action research is conducted to
solve a problem. Example: Test marketing a product is an example of action research.
Initially, the geographical location is identified. A target sample is selected from among
the population. Samples are distributed to selected samples and feedback is obtained
from the respondent. This method is most common for industrial products, where a trial
is a must before regular usage of the product.

1.3.10 Evaluation Research

This is an example of applied research. This research is conducted to find out how well
a planned programme is implemented. Therefore, evaluation research deals with
evaluating the performance or assessment of a project. Example: “Rural Employment
Programme Evaluation” or “Success of Midday Meal Programme”.

1.3.11 Library Research

This is done to gather secondary data. This includes notes from the past data or review
of the reports already conducted. This is a convenient method whereby both manpower
and time are saved.

Check Your Progress

1. What are the reasons for sales decline in a company?

2. What are different types of research?

1.4 LET US SUM UP

Research originates in a decision process. In research process, management problem is
converted into a research problem. Which is the major objective of the study. Research
question is further subdivided, covering various facets of the problem that need to be
solved. The role and scope of research has greatly increased in the field of business and
economy as a whole. The study of research methods provides you with knowledge and
skills you need to solve the problems and meet the challenges of today is modern pace of
development

1.5 LESSON-END ACTIVITY

An Indian company dealing in pesticides hires a qualified business management graduate
to expand its marketing activities. Most of the current employees of the company are
qualified chemists with science background. During their first review meeting the
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Research Methods for management graduate says that the “company should be involved in market research to
Management
get a better perspective of the problem on hand”. On hearing this, one of the science
graduate laughs and says “There is no such thing as marketing or business research,
research is combined to science alone.”
What would be your response?

1.6 KEYWORDS
Unambiguous
Blueprint
Research methodology
Action research
Ex-postfact research
Evaluation research
Applied research
Explorator research
Descriptive research

1.7 QUESTIONS FOR DISCUSSION

1. What is the importance of research?
2. What are the types of research?
3. What are the good criteria of research?
4. What is a research problem?

1.8 SUGGESTED READINGS

S. N. Murthy and U. Bhojanna, Business Research Methods, Excel Books, 2007
Abrams, M.A, Social Surveys and Social Action, London: Heinemann, 1951.
Arthur, Maurice, Philosophy of Scientific Investigation, Baltimore: John Hopkins
University Press, 1943.
Bernal, J.D., The Social Function of Science, London: George Routledge and Sons,
1939.
Chase, Stuart, The Proper Study of Mankind: An inquiry into the Science of Human
Relations, New York, Harper and Row Publishers, 1958.

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