The new study quantifying the annual impact of direct selling activity on the US economy. Conducted by Dr. Robert Peterson of The University of Texas for DSEF, the study demonstrates that the direct selling industry continues to play a significant role in the national economy.
For scholars, this book is built on a strong foundation of valid and reliable research endeavors. The authors have published research on direct selling in high quality, reputable and peer-reviewed academic and practitioner journals. Thus, this book can add foundationally to the research efforts of academics who are conducting research in a wide variety of topics (such as sales, women empowerment, business strategy, ethics, distribution models, gig economy, and global entry – to name a few), as well as to members of the press who want reliable and valid content upon which to build their stories.
The book’s content is also particularly informative for policymakers at the local, state, national, and international levels. For students, reading this book will offer a variety of insights, particularly related to the intricacies of channel selection and design. Direct Selling: A Global and Social Business Model is a collective project from eight academics and practitioners who have dedicated much of their careers to understanding direct selling as both a go-to-market strategy and a channel of distribution and to capturing the people who are the foundation of direct selling. The pages of this book bring together a wealth of research and knowledge that can inform a broad spectrum of constituents about the economic and social benefits of direct selling, while also providing detail and clarity on key issues related to direct selling as a sustainable business model.
Dr. Anne Coughlan, Polk Brothers Chair in Retailing and Professor of Marketing at Northwestern University, details the specifics of consumption and compensation plans in direct selling companies.
Dr. Anne Coughlan, Polk Brothers Chair in Retailing and Professor of Marketing at Northwestern University, explains the unique position of direct selling companies in regards to turnover rates.
Dr. Anne Coughlan, Polk Brothers Chair in Retailing and Professor of Marketing at Northwestern University, on the offer to distributors to begin their own business with almost all their infrastructure already assembled.
