Centre for Marketing
NETWORK MARKETING: EMBEDDED EXCHANGE?
Kent GraysonDawn IacobucciCentre for Marketing Working PaperNo. 98-502July 1998
Kent Grayson is Assistant Professor of Marketing at London Business School. DawnIacobucci is Professor of Marketing at Northwestern University, 2001 Sheridan Road,Evanston, IL 60201. The authors thank Stewart Brodie and Richard Berry for theirsuggestions regarding this research, the Direct Selling Association (UK) for itssupport, and Tom Robertson for comments on an earlier draft. The authors are alsograteful to the organizations that funded this research, including Amway, Herbalife,Mary Kay, Cabouchon, and the London Business School Research and Developmentfund.
London Business School, Regent's Park, London NW1 4SA, U.K.Tel: +44 (0)171 262-5050 Fax: +44 (0)171 724-1145KGRAYSON@lbs.ac.uk http://www.lbs.ac.uk Copyright
London Business School 1998