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直銷通路管理報告
指導教授﹕陳得發教授
學生
:
王昭雄
學號
﹕
8941812
中華民國九十一年三月六日
What is direct selling ?— Definition, perspectives, andresearch agenda
Peterson, Robert AWotruba, Thomas R 
 
 
Content
1.A Definition of Direct Selling2.Operational Perspective3.Tactical Perspective4.Strategic Perspective5.A research Agenda for Direct Selling 
Scope of Direct SellingPractice of Direct Selling
6. Conclusions
 
 
A Definition of Direct Selling
A Method of distribution of consumer goodsand services through personal (sell to buyer)contract away from fixed business locations,primarily in a home
. ----
 
Industry TradeAssociation in Washington DC
A form of selling without retail outlets,distributors, wholesalers or any type of middlemen
.--
Baker
(1984)
The marketing of consumer goods andservices directly to consumers in their homesby way of explanation and/or demonstrationthrough a salesperson. The location can alsobe a friend’s home, the workplace of thecustomer during breaks or other places awayfrom shops
Federation of European Direct SellingAssociation (FEDSA)
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