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Definition, perspectives, and
research agenda
直銷通路管理報告
1. Face-to-face selling
2. Away from a fixed retail location
Issues:
1.Are there some principles regarding direct selling that
have universal application?
2.Is there a relationship between a country’s extent of
economic development and the relative success of direct
selling vis-à-vis other distribution method ?
3.Direct selling firms are expanding internationally at an
increasing place.
4.Success in such operations would be aided by research in
the macro conditions (i.e., infrastructure, economic,
political, cultural) that foster or inhibit direct selling
success at both the industry and business unit level.
Conclusions