The most scientifically valid research is experimental
research, designed to capture cause-and-effect relationships by eliminating competing
explanations of the observed findings. If the experiment is well designed and executed, research
and marketing managers can have confidence in the conclusions. Experiments call for selecting
matched groups of subjects, subjecting them to different treatments, controlling extraneous
variables, and checking whether observed response differences are statistically significant. If we can eliminate or control extraneous factors, we can relate the observed effects to the variations in
the treatments or stimuli.
American Airlines might introduce in-flight Internet service on one of its regular flights from
Chicago to Tokyo and charge $25 one week and $15 the next week. If the plane carried approximately
the same number of first-class passengers each week and the particular weeks made no difference,
the airline could relate any significant difference in the number of passengers using the
service to the different prices charged.
The most scientifically valid research is experimentalresearch, designed to capture cause-and-effect relationships by eliminating competingexplanations of the observed findings. If the experiment is well designed and executed, researchand marketing managers can have confidence in the conclusions. Experiments call for selectingmatched groups of subjects, subjecting them to different treatments, controlling extraneousvariables, and checking whether observed response differences are statistically significant. If we can eliminate or control extraneous factors, we can relate the observed effects to the variations inthe treatments or stimuli.American Airlines might introduce in-flight Internet service on one of its regular flights fromChicago to Tokyo and charge $25 one week and $15 the next week. If the plane carried approximatelythe same number of first-class passengers each week and the particular weeks made no difference,the airline could relate any significant difference in the number of passengers using theservice to the different prices charged.
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