Direct Selling Channels

Direct Selling Channels PDF

Author: Bert Rosenbloom

Publisher: Routledge

Published: 2013-04-03

Total Pages: 114

ISBN-13: 113658613X

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Here is the first book to examine direct selling--the distribution of consumer products and services through personal, face-to-face sales away from fixed business locations. Direct selling has long been a major marketing channel for companies around the world. In the U.S. alone, by the start of the present decade, direct selling accounted for $12 billion in sales volume produced by almost five million independent direct salespeople. In this fundamental resource, leading authorities who have spent years studying direct selling channels provide in-depth insights, analyses, and research findings on such key topics as customer response patterns, sales motivation, personal selling methods, minority participation, multinational direct selling, and directions for future research in direct selling. This marketing channel continues to thrive and grow and Direct Selling Channels prepares readers for the challenges of the twenty-first century by providing the latest and most in-depth thought, analysis, and research on direct selling that is not available from any other source. The breadth and depth of coverage of direct selling found in this volume will help readers gain knowledge, insight, and practical wisdom about an area of marketing where superficial, stereotypical myths have so often been passed off as truth. The material presented is directly relevant to both long-range strategic planning and day-to-day management issues so it can be put to immediate use for managing direct selling channels more effectively. Direct Selling Channels represents the state-of-the-art thought and research in this area. Reader’s understanding of direct selling channels will be enriched by chapters that explore: the salient issues facing direct selling today research findings on consumers’attitudes toward direct selling methods the reasons why people become direct salespeople innovative concepts such as trust-based relationship selling the relationship between sex-role self concept and sales performance how to identify international markets for new products sold through direct selling channels

Family Business Studies

Family Business Studies PDF

Author: Alfredo De Massis

Publisher: Edward Elgar Publishing

Published: 2012-01-01

Total Pages: 369

ISBN-13: 1781002983

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ÔThis book provides a thorough review and compendium of important family business research. It should be in the personal library of every family business scholar and graduate student involved in this vital field of study.Õ Ð Michael A. Hitt, Texas A&M University, US ÔA systematic review of the field and an incredibly useful reference book for anyone involved in studying or teaching family business.Õ Ð Sara Carter OBE FRSE, Strathclyde Business School, UK ÔThis book offers a succinct but thorough overview of how our understanding of significant issues in family business has evolved through rigorous research. This annotated bibliography of the 215 top-cited family business studies provides the empirical evidence and the basis for insightful comments from the authors on topics which will benefit from further scholarly debate and research. The authors are to be congratulated for making accessible those research contributions which have the potential to make a meaningful difference to the practice of family business.Õ Ð Jill Thomas, The University of Adelaide Business School, Australia ÔI highly recommend the annoted bibliography by De Massis, Sharma, Chua, and Chrisman to experienced scholars as well as to incoming researchers. The authors selected carefully (and in a transparent manner) relevant papers and summarized them in a way that provides a helpful basis for future research. Well done!Õ Ð Sabine B. Rau, WHUÐOtto Beisheim School of Management, Germany ÔA welcome addition to the field of family business studies! Offers an update and thorough compendium of relevant research conducted within the last 15 years. A most useful reference for doctoral students, established scholars and thoughtful practitioners. Importantly, the first three chapters offer critical commentary and synthesis that go well beyond what one typically finds in an annotated bibliography. Overall, this book offers a solid foundation for moving the study of family business forward.Õ Ð Lloyd Steier, University of Alberta, Canada ÔIf I had been asked to suggest the currently most-needed editorial endeavor for advancing family business studies, I would have answered with no hesitation: an up-to-date annotated bibliography. The fieldÕs growth over the past 15 years has been so intense, that even experts who devote most of their research efforts to family business Ð not to mention younger scholars approaching the field Ð will significantly benefit from De Massis, Sharma, Chua, and ChrismanÕs indispensable work.Õ Ð Carlo Salvato, Bocconi University, Italy and Associate Editor, Family Business Review This book catalogues the 215 most-cited empirical, theoretical, and practical articles on family business published in 33 journals since 1996. Researchers, students, and practicing managers will find it indispensable as a quick reference and guide to what we have learned about family firms. Annotations for the articles consist of: summary of key findings, research questions, contributions, and research implications. They also include a detailed description of the methodologies, empirical data, definitions, and conceptual models used. In addition, the book features chapters that review the literature, discuss how family businesses have been defined, present recent trends in family business empirical research, and provide an agenda for future research. Scholars, researchers and PhD students in the fields of family business, entrepreneurship, organization theory, management, economics, finance, anthropology, sociology and business history will find this compendium insightful. The topics covered in the book will also prove to be essential to practitioners Ð both advisors and operators of family enterprises Ð as it will provide evidence-based knowledge on the issues and dilemmas faced by them in everyday life.