Course Syllabus

Week

Date   

  Topics 

1.

09/21 

 Introduce to Course and Syllabus  

2.

09/28 

 Case Study on Hua-Ching Corp. (Chinese)

3.

10/05

 Case Study on Nu Skin Corp  (Chinese)

4.

10/12 

 Case Study on Wei-Sing Corp  (Chinese)

5.

10/19 

 Case Study on Mei-Jaw Corp  (Chinese)

6.

  10/26   

 Case Study on G.H.K Corp.  (Chinese)

7.

  11/02    

 Case Study on Amway Corp. (Chinese)

8.

 11/09  

 Case Study on Excel Corp (Chinese)

9.

 11/16  

 Case Study on MDI Corp. (Chinese) 

10.

11/23 

 Case Study on PNIC Corp. (Chinese) 

11.

11/30 

 Case Study on Hsin-Ten Corp. (Chinese) 

12.

12/07

 Case Study on Melaleuca Corp.(Chinese)

13.

12/14

 Case Study on Baolian Corp (Chinese) 

14.

12/21

 Case Study on Mary Kay Corp. (Chinese) 

15.

12/28 

 Case Study on Double Crane Corp. (Chinese) 

16.

01/04

 Case Writing Skills、 Company Interviewing Skills  

17.

01/11

 Company Interview  

18.

01/18

 Term Paper  

89-01

Peterson, Robert A., Gerald Albaum, and Nancy M. Ridgway (1989) "Consumers Who Buy From Direct Sales Companies" Journal of Retailing, 65, Number 2 (Summer), 273-286.

90-01

Wotruba, Thomas R. (1990) "Full-time vs. Part-time Salespeople---A comparison on job satisfaction, performance, and turnover in direct selling", Intern. J. of Research in Marketing 7, 97-108.

92-01

Albaum, Gerald (1992) "Current Status and Future Directions for Research on Direct Selling Channels," Journal of Marketing Channels, 2 (No 2), 95-117.

92-02

Barnowe, J. Thad and David E. Mcnabb (1992) "Consumer Responses to Direct Selling Love, Hate…Buy?" Journal of Marketing Channels, 2 (2), 25-40.

92-03

Enis, Ben M. (1992) "Direct Selling Channels: An Appraisal of Key Strategic Issues" Journal of Marketing Channels (Winter), Journal of Marketing Channels, 2 (No 2), 3-23.

92-04

Ingram, Thomas N. (1992) "The Role of Personal Selling in Direct Sales Organization", Journal of Marketing Channels, 2 (No 2), 57-70.

92-05

Teer, Harold B., Jerome J. Tobacyk, and Lyndon E. Dawson, Jr. (1992) "Sex-Role Self-Concept and Direct Sales Success in Minority Saleswomen"

92-06

Schwartz, Martin L. (1992) "Directing Selling: A Multinational Strategy" Journal of Marketing Channels, 2 (No 2), 79-93.

    92-07

Wotruba, Thomas R. and Pradeep K. Tyagi (1992) "Motivation to Become a Direct Salesperson and Its Relationship with Work Outcomes" Journal of Marketing Channels (Winter), 41-56.

93-01

Brown, Steven P. and Robert A. Peterson (1993) "Antecedents and Consequences of Salesperson Job Satisfaction: Meta-Analysis and Assessment of Causal Effects", Journal of Marketing Research, Volume XXX (February), 63-77.

93-02

Gianotten, Jenk J. and Will J.M. Reijnders (1993) "Political and Economic Conditions Affecting Entrepreneurship in Non-Store Retailing in Europe". The International Academic Symposium on Non-Store Retailing, FEDSA.

93-03

Martenson, Rita (1993) " Cross-cultural Differences in Non-Store Retailing Consumer Behavior", Non-Store Retailing: The International Academic Symposium on Non-Store Retailing, FEDSA.

93-04

Peterson, Robert A. and Gerald Albaum (1993) "Non-Store Retailing in the United States", The International Academic Symposium on Non-Store Retailing, FEDSA.

93-05

Stewart, David W. (1993) "Integrating the Marketing Mix: Coordination of Non-Store Retailing Programs", The International Symposium on Non-store Retailing, Berlin FEDSA.

93-06

Tietz, Bruno (1993) "Non- Store Retailing in Europe," The International Academic Symposium on Non-Store Retailing, FEDSA.

93-07

Wotruba, Thomas R. (1993) "Self-Regulation and Ethics: At the Industry Level, from Domestic to Global, Applied to Direct Selling,", The International Symposium on Non-Store Retailing, Berlin FEDSA.

94-01

Brown, Steven P. and Robert A. Peterson (1994) "The Effect of Effort on Sales Performance and Job Satisfaction" Journal of Marketing vol.58 (April), 70-80.

95-01

Brown, Steven P., Robert A. Peterson and Michael P. Cannito (1995) "An Exploratory Investigation of Voice characteristics and Selling Effectiveness", Journal of Personal Selling & Sales Management, Volume XV Number 1 (Winter), 1-15.

95-02

Berglund Anders (1995) "Ethical and Regulatory Issues in a Swedish Perspective", An International Academic Symposium:143~188, 26-29 March 1995.

95-03

Bauer, Andras (1995) "Direct Selling and Marketing Education", An International Academic Symposium:233~238, 26-29 March 1995.

95-04

Futrell, Charles M. (1995) "The Relationship of Direct Selling to Teaching Personal Selling and Sales Management at the University Level", An International Academic Symposium:215~232, 26-29 March 1995.

95-05

Millar, Carla (1995) "Direct Selling and Consumers' Values in Central and Eastern Europe", An International Academic Symposium:33~62, 26-29 March 1995.

95-06

Peterson, Robert A. (1995) "What Is Direct Selling?", AN INTERNATIONAL ACADEMIC SYMPOSIUM:17~32, 26-29 March 1995.

95-07

Parker, Anthony J. (1995) "Direct Selling :Factors Influencing Consumer Purchase Decisions", An International Academic Symposium:63~86, 26-29 March 1995.

95-08

Roche, Imelda (1995) "Managing a Direct Selling Organization", An International Academic Symposium:105~128, 26-29 March 1995.

95-09

Rosenbloom, Bert (1995) "Direct Selling As A Channel of Distribution", An International Academic Symposium:129~142, 26-29 March 1995.

95-01

Wotruba, Thomas R. and Marie Pribova (1995) "Direct Selling in Central Europe: An International Academic Symposium:87~104, 26-29 March 1995.

95-10

Wotruba, Thomas R. (1995) "Directing Selling in the Year 2000" in The Future of U.S. Retailing, ed. R.A. Peterson, New York: Quorum Books, 187-211.

95-11

Xardel, Dominique (1995)"Direct Selling and Direct Marketing: Synergies or Pitfalls?", An International Academic Symposium: 189~214, 26-29 March 1995.

96-01

Dominique, Xardel and Pierre Desmet (1996) "Catalogs and Direct Selling Organizations: Fast Track or Slow?" DMA-DMEF 1996 - October New Orleans.

96-02

Peterson, Robert A. and Thomas R. Wotruba (1996) "What is Direct Selling? ---Definition, Perspectives, and Research Agenda" Journal of Personal Selling & Sales Management, Volume XVI, Number 4 (Fall), 1-16.

96-03

Wotruba, Thomas R. and Marie Pribova (1996) "Direct Selling in an Emerging Market Economy: A Comparison of Czecg/Slovak and US Market Characteristics and Buying Experiences," The International Review of Retail, Distribution and Consumer Research 6:4 (October).

97-01

Chen, Der-Fa Robert (1997) "The Comparison of Marketing Schemes between the Life Insurance Business and the Network Marketing Business in Taiwan" 1997 Academy of Marketing Conference . Manchester, UK.

98-01

Chen, Der-Fa Robert, Pei-Yi Chen & Shiuh-Tarng Cheng (1998)“The Common Product Traits among Popular Multi-level Marketing Products”, 1998 Joint International Conference on Contemporary Management and Comparative Management, Proceedings p.p. 264-272.

98-02

Chen, Der-Fa Robert, Shen-Shan Liou & Chien-Chih Chou (1998) "The Tax Consideration for the Operations of Network Marketing Distributors" , 1998 Joint International Conference on Contemporary Management and Comparative Management, Proceedings p.p. 146-155.

98-03

Chen, Der-Fa Robert, Lih-Jiuan Jeng & Chien-Chih Chou, (1998)“A Study of Consumers Who Buy from MLM Channel in Taiwan”, 1998 Asia Pacific Decision Sciences Institute Conference, Proceedings p.p. 205-211.

98-04

Chen, Der-Fa Robert, Shu-Yin Wang & Shiuh-Tarng Cheng (1998)“The Success Factors for Direct Selling Business”, 1998 Asia Pacific Decision Sciences Institute Conference, Proceedings p.p. 17-23.

00-01