SLEEPLESS NIGHTS AT HOLIDAY INN

First scenario

a. Identify the problem

How “Differentiation” and “improvement in customer service” can help in gaining
revenue and “cooperative franchise owners” affect the differentiation and
“improvement in customer service”?
b. Develop theoretical framework

Differentiation
IV Gaining
DV revenue

Improvement in
customer service
IV
Cooperativ
e franchise
MV owners
1) Revenue is the total amount of money received by the company for selling the
goods or services to the clients.
2) Differentation is the process of differentiating a product from competitors or
from firm’s own product. This is used to make it more attractive to a
particular target market.
According to the above explanation, there will be a positive relationship
between differentiation and gaining revenue.
3) Customer service is all interactions between a customer and a seller of
product at the time of sale, and thereafter.
As companies give a good service to customers, customers would be
more satisfied and loyal to the company. Therefore, there is positive
relationship between improvement in customer service and gaining revenue.
4) Cooperative franchise owners. Tom Oliver needs a support from franchise
owners to make his strategy sucessfully and achieve its goals of gaining more
revenue. Cooperative franchise owners increase the positive effect of
differentiation on gaining revenue.

c) Develop at least four hypotheses

H1. Differentiation is positively related with gaining revenue.
H2. Improvement in customer service is positively related with gaining
revenue.
H3. Cooperative franchise owners will moderate the relationship between
differentiation and gaining more revenue.
H4. Cooperative franchise owners will moderate the relationship between
differentiation and gaining more revenue.

Second scenario

Perks Morale of
employee
IV s DV

Proper
explanation
MV
1). Perks boost the morale of employees;
of cuts in therefore, there is positive
perks
relationship between perks and morale; however, cuts in perks can lead
to low morale of employees.
2). If reasons for cuts in perks are explained to employees, they see logic
behind the cuts and their morale is not affected.

Third scenario
1. Define the problem.
How to elevate output levels of employees?
2. Theoretical framework.
IV
Skills required for
job IV DV

Job
performance
Rewards
IV
levels of
employees

Motivation
IV

Satisfaction Valent
rewards
 MV

3. Develop 6 hypotheses.
H1. If employees have more skills required for job, then their job
performance will increase.
H2. If employees are rewarded, then their job performance will increase.
H3. Employees who are more motivated will increase their job
performance.
H4. Employees who are more satisfied will increase their job
performance.
H5. Valent rewards increase the positive effect of motivation on job
performance.
H6. Valent rewards increase the positive effect of satisfaction on job
performance.

Fourth scenario
1. Define the problem.
How can minority women be retained in organizations?
2. Theoretical framework.

IV INT: V
Influential
mentors willing to
help Satisfaction Retention
IV DV of
minority
women
Informal
networking with
IV
influential
colleagues

IV

Role models

MV

High visibility
projects
3. Develop 6 hypotheses.
H1. Minority women are more satisfied at workplace where
Wherewitha
influential mentors are present to help them.
l to start
own
business
H2. Minority women are more satisfied at workplace where informal
network is there with influential colleagues.
H3. Minority women are more satisfied at workplace where role
models are there.
H4. Minority women are more satisfied at workplace where they
work on high visibility projects.
H5. Satisfied minority women are less likely to leave their
organization.
H6. Dissatisfied minority women are more likely to leave the
organization when they have resources and confidence to start their
own business.