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4 results on '"Bristow, Dennis N."'

1. The consumer resource exchange model theoretical development and empirical evaluation

Author

Bristow, Dennis N. and Mowen, John C.

Subjects
Consumer behavior -- Models, Marketing research -- Methods, Marketing -- Analysis, Advertising, marketing and public relations, Business, Economics
Abstract

An evaluation of the Consumer Research Exchange Model reveals that consumer attach to the resources identified in the model and that the scale developed featured a high level of internal reliability. The scale identifies significant factors as social resource needs, financial resource needs, physical resource needs and information resource needs. Marketing professionals could use the scale as an effective decision-making tool.

Published
1998

2. The Consumer Resource Exchange Model: an empirical investigation of construct and predictive validity

Author

Bristow, Dennis N. and Mowen, John C.

Subjects
Consumer behavior -- Analysis, Resource allocation -- Analysis, Advertising, marketing and public relations, Business, Economics
Abstract

An analysis examined the construct and predictive validity of the Consumer Resource Exchange Model (CREM). This model is based on the theory which posits that consumers manage resources for the purpose of participating in goal-oriented exchange activities. Findings showed significant support for the fundamental dimensions of the CREM. Moreover, results provided evidence of the reliability of the structure of the four factors of the related Consumer Resource Needs Scale.

Published
1998

3. An empirical look at professional selling from a student perspective

Author

Bristow, Dennis N., Gulati, Rajesh, Amyx, Douglas, and Slack, Jennifer

Subjects
Selling -- Research, Selling -- Methods, Sales management -- Study and teaching, Business students -- Education, Career development -- Research, Sales management, Business, Business, general, Retail industry
Abstract

[31] Bristow, Dennis N., Rajesh Gulati, Douglas Amyx, and Jennifer Slack (2006), 'An Empirical Look at Professional Selling from a Student Perspective,' Journal of Education far Business, 81 (5), 242-249. [Schetzsle] This paper examines the impact of sales courses on sales student and nonsales student perceptions of professional selling. The sample consisted of 271 junior- and senior-level undergraduate students at a Midwestern state university. Results suggest a significant difference in sales student and nonsales student perception of a personal selling career. In addition, sales students perceived sales courses to contribute to the skill set needed to be successful in a professional selling career.

Published
2007

4. The teaching of sales related courses at the university level: an empirical look from the sales manager's perspective. (Special abstract section: national conference in sales management)

Author

Bristow, Dennis N. and Gulati, Rajesh

Subjects
Universities and colleges -- Curricula, Selling -- Study and teaching, Sales management -- Study and teaching, Business, Business, general, Retail industry
Abstract

This study presents the results of a national survey of sales managers. The results show that, from the sales manager's perspective, university level course curriculums that feature coverage of both personal selling and sales management topics are most adequate in terms of preparing students for success in sales related careers. In addition, sales managers indicated that sales related courses provide students with better professional selling/sales management skills. Implications for university administrators are discussed, and future research ideas are presented.

Published
2002

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