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About
Initiatives
Board of Directors
Committees
Partners
Staff
Get Involved
2024 Red Ribbon Contributors
2023 Donor Recognition
2024 Donor Recognition
Circle of Honor
Educator of the Year
DSEF 2019 Leadership Contributors
News
Blog
News
What We Do
Fellows Program
Teaching Ambassadors Program
Campus Events
Research
Teaching Content
Resources
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Ethics
Research & Case Study Archives
Guide to Academic Engagement
Ask the Experts Videos
Working Papers
2016 Annual Report
Moral Suasion (PDF)
Podcasts
Contact us
Articles
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Articles
Page 3
Articles
Technology and Business-to-Consumer Selling: Contemplating Research and Practice
Multilevel (Network) Marketing: An Objective View
Redirecting Direct Selling: High-Touch Embraces High-Tech
What Is Direct Selling? Definition, Perspectives, and Research Agenda
Trade Shows Mean Bigger Business
The Practice of Marketing Management: Analysis, Planning and Implementation
The Wheel of Retailing and Non-Store Evolution: An Alternative Hypothesis
The Role and Importance of the Salesperson in Creating a Competitive Advantage
The Relationship of Job Image, Performance, and Job Satisfaction to Inactivity-Proneness of Direct Salespeople
The Mature Consumer: How Successful are Direct Marketing and Direct Selling in This Segment of the Population?
The Impact of Ethics Code Familiarity on Manager Behavior
The Effect of Goal-Setting on the Performance of Independent Sales Agents in Direct Selling
The Effect of Effort on Sales Performance and Job Satisfaction
The Capabilities and Performance Advantages of Market-Driven Firms
Techniques That Reduce Salesforce Frustration
Students’ Perception of Personal Selling
Strategies for Successful Penetration of the Japanese Market or How to Beat Japan at Its Own Game
Stereotype of the Salesman
Shaklee Corporation: Sales Management
Sales Force Management: Planning, Implementation, and Control
Research Note: A Study of Direct Selling Perceptions in Australia
Reflections on Channels Research
Prospecting by Telephone Prenotification: An Application of the Foot-in-the-Door Technique
Potential Impact of ‘Cooling-Off’ Laws on Direct-to-Home Selling
Optimizing Rhenania’s Mail-Order Business Through Dynamic Multilevel Modeling (DMLM)
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