Joseph A. Bellizzi

Student Expectations Regarding Collegiate Internship Programs in Marketing

The importance of collegiate internship programs for students, business firms, and universities has been well documented. This study examined student expectations with regard to internship programs in marketing. The results may aid marketing faculty in the development and management of a marketing internship program.

A content analysis of ethical policy statements regarding marketing activities

Many large corporations now have written codes of ethics to guide the business/marketing activities of employees. The purpose of this study was to determine the frequency and types of topics which are covered in the ethics policy statements of large U.S. corporations. The results indicated that the topics covered most often (respectively) were: misuse of funds/improper accounting, conflicts of interest, political contributions, and confidential information. It is concluded that in addition to written ethics policy statements, top management should communicate ethical values and demonstrate by example.

Convenience Consumption and Role Overload Convenience

This study expanded the operational definition of convenience consumption to include not only convenience product use but also convenient shopping style. This study has also linked more convenient consumption and less convenient consumption to price trade-offs. Two dependent variables were produced via a factor analysis of various convenient and less convenient consumption behaviors. Factor one represents a less convenient shopping style, while factor two represents convenience product usage. Seven independent variables were tested in an analysis of covariance model. The results indicate that role-overloaded consumers are convenience product users, but may also engage in less convenient styles of shopping. Additional factors are identified as mediator variables to help explain why role overload may encourage one aspect of convenience consumption but not another. A profile of the convenience-oriented and less convenience-oriented shopper is attempted. A description of the role-overloaded shopper is also provided.

A preferred style of sales management

Abstract The purpose of this study was to test a previously published theoretical model concerning four basic styles of sales management behavior. The results provided empirical support for the dominant-warm sales management style.

Technical or nontechnical salesmen

Abstract This paper examines the pros and cons of using technical and nontechnical sales representatives in the industrial market. The authors offer a solution to the question of whether the sales force should possess technical or nontechnical backgrounds. The answer is tied to both the level and the frequency of technical information exchange.

Test-Expectancy Influence on Student Learning and Evaluations of Guest Speakers

The practice of using guest speakers in marketing courses is a common method of enriching the learning experience. The purpose of this study was to determine the effect of test expectancy with regard to student learning and evaluations of guest speakers. Although the students indicated that they do not want to be tested over material presented by guest speakers, the results indicate that a more positive overall experience took place when they do expect to be tested. The test-expectant group reported paying closer attention and taking more notes during the presentation, and evaluated the guest speaker more favorably than did the group who did not expect a test.

Improving Response Rates in Marketing Research Course Projects

This article presents results from a study of two methods of increasing the response rate to student marketing research projects. The two methods are sponsorship and type of appeal used.