Course Syllabus

Week

Topics

1

         Course Introduction

2

Comparison of Marketing Schemes between Life Insurance Business and Multi-level Business in Taiwan.

What is Direct Selling?---Definition, Perspectives, and Research Agenda

3

The Effect of Effort on Sales Performance and Job Satisfaction

Comparison of Reward Systems in Different Direct Selling Companies.

4

Characteristic of Taiwanese Direct Selling Customers.

Marketing Survey on Consumers’ Satisfaction with Multi-level Marketing Products.

5

The Study on the Management of Multi-level Marketing Network.

Current Status and Future Directions for Research on Direct Selling Channels

6

Chinese New Year (no class)

7

Direct Selling: A Multinational Strategy

Income Tax Concerns on Direct Selling Earnings.

8

The Role of Personal Selling in Direct Sales Organizations .

The Integration and Conflicts of Direct Selling with Other Marketing Channels.

Management Strategies of Multi-level Marketing.

The World Codes of Conducts

10

Service Quality of Direct Selling Companies.

Direct Selling Channels: An Appraisal of Key Strategic Issues

11

In-depth Discussion with Corporate Officers.

12

Full-time vs. Part-time Salespeople-- A Comparison on Job Satisfaction,  Performance, and Turnover in Direct Selling

Comparison of Full Time and Part Time Direct Selling Distributors’ 

13

Consumers Who Buy from Direct Sales Companies

Direct Selling Companies’ Utilization of Multiple Channels.

14

The Effects of Pension Plan on the Independent Distributors.

Motivation to Become a Direct Salesperson and Its Relationship with Work Outcomes

15

The Study on the Reasons of the Distributors’ Leaving from a Direct Selling Company.

Direct Selling in the Year 2000

16

The Performance Evaluation of MLM Companies.

Consumer Responses to Direct Selling: Love, Hate, Buy?

17

An Exploratory Investigation of Voice Characteristics and Selling   Effectiveness

The Possibility of Licensing among the Independent Distributors.

◎ Full-time vs. part-time salespeople-- A comparison on job satisfaction, performance, and

     turnover in direct selling

◎ The Effect of Goal-Setting on the Performance of Independent Sales Agents 

     in Direct Selling

◎ Current Status and Future Directions for Research on Direct Selling Channels

◎ Consumers who buy from direct sales companies ?

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