...Charles B. Ragland; Lance Eliot Brouthers; Scott M. Widmier Purpose – The purpose of this paper is to use a theoretical framework (institutional theory) to predict international market selection (IMS) for the direct selling industry. Design/methodology/approach – The authors use independent...

...Patrick Poon; Gerald Albaum; Peter Shiu‐Fai Chan Purpose The purpose of this paper is to investigate trust in salespersons of direct selling companies. The major purpose of the study is to examine three alternative measures of trust and to assess the effects of consumer trust in the direct selling...

... of which would require the structure of the environment to remain unchanged. Based on this expanded knowledge, marketing strategies can be generated in a much more sound way. © MCB UP Limited 1995 Control Customer loyalty Customer satisfaction Direct selling Strategic planning Many...

... systems grow from within rather than arrive from without the enterprise. © MCB UP Limited 1991 Direct selling Marketing information Database marketing 2 CREATING A MARKETING INTELLIGENTSIA Abstract and Keywords Creating a Marketing Intelligentsia Gordon Wills, Bev Bruce and Timmie Duncan...