课程大纲

◎课程宗旨：讨论直销通路的经营管理，以了解直销的经营原理、特点、经营环境、经营状

周次	课程主题 (点选主题可下载相关讲义)
1	课程介绍直销的缘起与发展
2	台湾寿险业与多层次传销业的比较 What is Direct Selling?---Definition, Perspectives, and Research Agenda
3	传销公司奖金制度之分析比较 The Effect of Goal-Setting on the Performance of Independent Sales Agents in Direct Selling
4	台湾直销客户的特性研究多层次传销商品之消费者满意度调查研究
5	多层次传销组织网的经营管理之研究 Current Status and Future Directions for Research on Direct Selling Channels
6	春假
7	传销商所得课税问题之探讨 Direct Selling: A Multinational Strategy
8	直销与其它通路的整合与冲突 The Role of Personal Selling in Direct Sales Organizations
9	多层次传销管理办法 The World Codes of Conducts
10	直销公司之服务质量 Direct Selling Channels: An Appraisal of Key Strategic Issues
11	企业座谈
12	台湾地区专职与兼职直销商特性差异之比较 Full-time vs. Part-time Salespeople-- A Comparison on Job Satisfaction, Performance, and Turnover in Direct Selling
13	直销业采取多重通路之研究 Consumers Who Buy from Direct Sales Companies
14	直销商年金制度之研议 Motivation to Become a Direct Salesperson and Its Relationship with Work Outcomes
15	直销商离职原因之探讨 Direct Selling in the Year 2000
16	直销业经营绩效之评估 Consumer Responses to Direct Selling: Love, Hate, Buy?
17	直销商证照制度之研议 An Exploratory Investigation of Voice Characteristics and Selling Effectiveness

编号	参考文献
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99-01	Bill Merrilees and Dale Miller (1999) "Direct Selling in the West and East: The Relative Roles of product and Relationship (Guanxi) Drivers", Journal of Business Research 45, 267-273.
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