課程大綱

NO	Reference Papers
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.
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.
99-02	Lawrence B. Chonko (1999) "Case Study : Alliance formation With Direct Selling companies : Avon and Mattel", Journal of Personal Selling & Sales Management, Volume XIX Number 1 (Winter), 51-62.
99-03	Ricky Y. K. Chan (1999) "At the Crossroads of Distribution Reform: China's recent Ban on Direct Selling", Business horizons/September-October.
99-04	Sherriff T. K. Luk and Lorna Fullgrabe (1999) "Managing Direct Selling Activities in China: A Cultural Explanation", Journal of Business Research 45, 257-266.
00-01	Micheal G. Pratt (2000) "The Good, the Bad, and the Ambivalent: management Identification among Amway Distributors" Administrative Science Quarterly, 45 ,456-493.

◎ Course Objectives: To help students realize the spirit and operation of direct selling in order to

◎ Instructor: Prof. Chen Der-Fa Robert Web: http:// ww.DSRC.nsysu.edu.tw

◎ Course Materials: Relevant thesis and reference materials of direct selling.

2.Class discussions (contribution of relevant information and questions) 20%

Week	Subjects	Date
1	Course Introduction Definition of Direct Selling, The Origin and Development of Direct Selling	02-14
2	The Operations of Direct Selling	02-21
3	Holiday	02-28
4	The Analysis and Comparison of Direct Selling	03-07
5	The Codes of Ethic, The Regulations of Direct Selling	03-14
6	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. 　 Brodie, Stewart, John Stanworth and Thomas R. Wotruba (2002) “Comparisons of Salespeople in Multilevel vs. Single Level Direct Selling Organizations” Journal of Personal Selling & Sales Management, Volume XXII – No. 2 (Spring) 67-75	03-21
7	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. 　 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.	03-28
8	Spring Break	04-04
9	Case Study-Amway Corp.	04-11
11	Ingram, Thomas N. (1992) "The Role of Personal Selling in Direct Sales Organization", Journal of Marketing Channels, 2 (No 2), 57-70. 　 Pratt, Michael G. (2000) ”The Good, the Bad, and the Ambivalent: Managing Identification among Amway Distributors”, Administrative Science Quarterly, 45, 456-493.	04-25
12	Seminar with company manager	05-02
13	Chen, Der-Fa Robert and Cheng, Shiuh-Tarng, (2000) “The Management of MLM Companies in Taiwan”, Proceedings of AM2000 Academy of Marketing Annual Conference, Derby UK. 　 Muncie, James A. (2004) “Ethical Issues in Multilevel Marketing:Is It a Legitimate Business or Just Another Pyramid Scheme?”	05-09
14	Case Study-Melaleuca Corp.	05-16
15	Poon, Antony K.Y. (2003) Network Marketing – Recruitment and Training and the Industrial Ban in China: A Review of Literature. 　 Brodie, Stewart, John Stanworth and Thomas R. Wotruba (2002) “Direct Sales Franchises In The UK: A Self-Employment Grey Area”, International Small Business Journal	05-23
16	Taiwan Social-Economic Impact Study-2005	05-30
17	Case Study-NuSkin Corp.	06-06
18	Term paper subject report	06-13

1. Amway Corporation	8. The management of MLM business in Taiwan
2. Comparisons of Salespeople in ML vs. SL Direct Selling Organizations	9. Nuskin Corporation
3. Consumers who buy from direct sales Companies	10. Recruitment and Training and the Industrial Ban in China
4. Direct sales franchises in the UK: A self- employment grey area	11. Managing Identification among Amway Distributors
5. Ethical issues in Multi-level Marketing	12. The role of Personal Selling in Direct Sales Organizations
6. Full-time vs. Part-time salespeople	13. Taiwan DS Social Impact Study
7. Melaleuca: The Wellness Company	14. What is Direct Selling

Muncie, James A. (2004) “Ethical Issues in Multilevel Marketing:Is It a Legitimate Business or Just Another Pyramid Scheme?”