Beruflich Dokumente
Kultur Dokumente
(PVT) LTD
MBA (RE) 2Y
PREFACE
CONTENTS
(Page numbers labeled as per pdf count)
[
Preface
The Problem .
Hypothesizing ...
...
..
Type of Investigation
Data Collection .
Data
Analysis
and
Interpretation
research, Scientific and engineering education sectors. Thus, Technology Links is perhaps
the only company in Pakistan, which provides meaningful links, under one roof, to the
educationist, doctor, scientist, Industrialist and engineer alike. As well as this, the company
also supplies equipment and machinery related to industry and infrastructure development.
The company is the exclusive distributor within Pakistan for a number of international
suppliers and manufacturers. It also handles projects, funded on a bilateral basis
through
outright
grants
or
state
credits
The company philosophy is to maintain the highest possible standards while responding to
customers needs. The company therefore, demands of itself and its employees, the highest
levels of integrity, performance and quality, and continuously seeks to improve its position as
one of the best companies of its kind in Pakistan. It is perhaps for these self assigned
goals and objectives, that the Company was registered as ISO Certified Company.
The Problem
The gap between the desired (ideal) state and the actual state is the problem. At Technology
Links, the gap between desired sales and actual sales is applicable. That is, for 2015:
Target sales: 830 million
Actual sales: 240 million
Gap: 590 million (thats the problem)
Hypothesizing
From the problem statement, following (tentative) hypotheses are developed:
Null:
H0 : Product range, brand and training have no impact on / association with the sales
Alternative:
HA : Complete Product Range would boost sales
HA : Japanese Brand would boost sales
HA : Specialized Training of Sales staff would boost sales
Alternative hypothesis # 3, however, is further affected and influenced by top management
willingness and support for the proper training initiative. Hence, the final model will include
a moderating variable as well.
Variables Description
Dependent:
Sales Volume refers to the sales of medical equipment mentioned earlier in the previous
section(s) of the report.
Independent:
1. Product Range companies like Toshiba and Siemens being the major competitors (of
Technology Links) provide complete range which includes MRI, Gamma Camera and CT
scanner, whereas Technology Links does not have MRI and CT scan in their product
range.
2. Brand Japanese brand outweighs the Korean one in the market; Technology Links suffers
low sales by offering Korean brand.
3. Staff Training poorly trained sales staff also influences the sales volume.
Moderating:
Top Management willingness and support staff training programs cant be launched
without top management support and willingness.
Type of Investigation
The investigation is correlational how variables are associated with the problem. In case
of Technology Links, it follows that how the product range, brand and training variables are
associated with the sales volume.
Data Collection
Data on sales, product range, brand (Japanese vs. Korean) and training would be collected
internally from the company. Sample size as in this case is selected from the department
represented by four members of the company. We interviewed a single individual to
investigate the case in the generalized approach.