課程大綱

◎課程宗旨：討論直銷通路的經營管理，以瞭解直銷的經營原理、特點、經營環境、經營狀

週次	課程主題 (點選主題可下載相關講義)
1	課程介紹直銷的緣起與發展
2	台灣壽險業與多層次傳銷業的比較 What is Direct Selling?---Definition, Perspectives, and Research Agenda
3	傳銷公司獎金制度之分析比較 The Effect of Goal-Setting on the Performance of Independent Sales Agents in Direct Selling
4	台灣直銷客戶的特性研究多層次傳銷商品之消費者滿意度調查研究
5	多層次傳銷組織網的經營管理之研究 Current Status and Future Directions for Research on Direct Selling Channels
6	春假
7	傳銷商所得課稅問題之探討 Direct Selling: A Multinational Strategy
8	直銷與其他通路的整合與衝突 The Role of Personal Selling in Direct Sales Organizations
9	多層次傳銷管理辦法 The World Codes of Conducts
10	直銷公司之服務品質 Direct Selling Channels: An Appraisal of Key Strategic Issues
11	企業座談
12	台灣地區專職與兼職直銷商特性差異之比較 Full-time vs. Part-time Salespeople-- A Comparison on Job Satisfaction, Performance, and Turnover in Direct Selling
13	直銷業採取多重通路之研究 Consumers Who Buy from Direct Sales Companies
14	直銷商年金制度之研議 Motivation to Become a Direct Salesperson and Its Relationship with Work Outcomes
15	直銷商離職原因之探討 Direct Selling in the Year 2000
16	直銷業經營績效之評估 Consumer Responses to Direct Selling: Love, Hate, Buy?
17	直銷商證照制度之研議 An Exploratory Investigation of Voice Characteristics and Selling Effectiveness

編號	參考文獻
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.