The separation of distributor networks in multilevel direct selling：The interpretation process to clinical research

• Main Authors: Li-Ching Cheng, 鄭麗卿
• Other Authors: Sy-Feng Wang
• Format: Others
• Language: zh-TW
• Published: 2006
• Online Access: http://ndltd.ncl.edu.tw/handle/74296751738353314193

碩士 === 東吳大學 === 企業管理學系 === 94 === In multilevel direct selling industry, the sales plan and the sales business are quit different from the general consumer product industry. Each distributors of multilevel direct selling company takes a lot of different roles at the same time, for example, the product-user, the goods- seller, and the business-owner. The distributors’ bonus systems are linked by the other distributors who sponsored to this company. Most of distributors choose to build a network to enhance the business better to earn more money. But in practice, some of them give up the cooperation relations to separate the networks individually. Use the view points of interpretation process and clinical research to realize the factors of separation through the theories of social interaction types and psychology contract.