By Robert A. Peterson, PhD Introduction Direct selling is a business model that offers entrepreneurial opportunities to individuals who, as […]
This paper uses a unique data set of over 13,000 individual direct selling distributors from dozens of companies at various stages in their direct selling experiences, to investigate the motivations to join, stay and leave a direct selling distributorship. The authors build on literature in salesforce management and compensation, economics, organizational behavior, psychology, and sociology to develop hypotheses about each of the key decisions a distributor makes, as well as the interlinkages among the join, stay, and leave junctures in the distributor’s life cycle.
This new study quantifies the full economic impact of direct selling in the United States, including retail sales, supply chain and household effects as well as tax revenue.
