Business research methods: using questions and active listening

2. 303LON and 308LON Business research methods: using questions and active listening Unit: 4

3. Module Learning Outcomes On completion of this module you will be able to: • Work independently within an organisation, demonstrating initiative and commitment • Review the literature relating to a business issue • Analyse valid and reliable evidence to draw sound business conclusions • Write a coherent project report communicating a solution or response to the business issue • Reflect on your working practices in relation to your Personal Development Plan

4. Module Overview: 303LON and 308LON

5. Unit Learning Outcomes On completion of this unit you will be able to: • Assess how the use of questioning techniques can be used to gather primary and secondary data in support of a research question • Creatively use the keyword search in research databases to identify a broad range of secondary sources in relation to the goals of your research • Practice using questioning techniques to build rapport with participants to encourage an open and honest sharing of information

6. Business Skills: Project Stages Source: Cameron (2009: 378)

7. Stages of Research – Up to Unit 8

8. Research Topic: Progress Presentations

9. Problem Definition: Using Literature Literature Searches Can help you to: • Clarify your research question • Inform your own research design • Set your research in context of existing knowledge and practice – both academic and in practice

10. Problem Definition: Using Keywords • To identify suitable references in online databases, you need to work out keywords to enter into the search engine • Use Business dictionaries to define your area of research and identify changes in the language used to describe the subject • personnel management is now more commonly referred to as human resource management • Think of synonyms • performance management may be referred to in practitioner publications as ‘employee evaluation’ or ‘appraisal’ • Source: • Bryman and Bell (2007)

11. Problem Definition: Using Literature • What is already known about this area? • What concepts and theories are relevant to this area? • What research methods and research strategies have been employed in studying this area? • Are there any significant controversies? • Are there any inconsistencies in findings relating to this area? • Are there any unanswered research questions in this area? • Source: • Bryman and Bell (2007)

12. Business Skills: Types of Questions • OPEN: “Tell me about…” • PROBE: “Exactly what happened next? • CLOSED: “How old were you then?” • REFLECTIVE: “You feel upset about the move?” • LEADING:“I suppose you are sorry now, are you?” • HYPOTHETICAL: “What would you do if...?” • MULTIPLE: “What about… and what did you think… and could you tell me…?” • RHETORICAL: “After all, isn’t it the case that…?” • RELAY: “What do other people think?” • REVERSE: “What do you think we should do?”

13. Business Skills: Using Questions

14. Business Skills: Active Listening Active listening is a key business skill for managers because it can help you: • build relationships • learn from others • develop ideas • work well in a team • do well in interviews • sell ideas - and yourself – in the workplace Source: Cameron (2009: 216)

15. Business Skills: Active Listening Why don’t managers listen to other people? • lack of interest in the speaker • worrying about what you will say next • inability to concentrate • inability to understand • insensitivity to underlying emotions • active desire not to listen Source: Cameron (2009: 215)

16. Business Skills: Active Listening Active Listening requires you to listen at 3 levels

17. 4 Active Listening Techniques

18. Business Skills: Project Work Unit 4 Priority Actions: • Submit your final Learning Plan to employability@culc.coventry.ac.uk by Unit 5 • Submit your draft Research Proposal to employability@culc.coventry.ac.uk by Unit 5 • Complete the Good Listener Audit Be ready to present back in Unit 5

19. Knowledgecast Summary • Assess how the use of questioning techniques can be used to gather primary and secondary data in support of a research question • Practice using questioning techniques to build rapport with participants to encourage an open and honest sharing of information • Creatively use the keyword search in research databases to identify a broad range of secondary sources in relation to the goals of your research

21. Seminar: My Best Learning Experience

22. Business Skills: Project Work Unit 4 Priority Actions: • Submit your final Learning Plan to employability@culc.coventry.ac.uk by Unit 5 • Submit your draft Research Proposal to employability@culc.coventry.ac.uk by Unit 5 • Complete the Good Listener Audit Be ready to present back in Unit 5

23. What are we going to cover next? In our next Unit, we will: • Review our progress on developing your research strategy • Identify the key project management techniques to support the delivery of your project on time and with available resources • Produce an action plan to prepare for your workplace and workbased study