DYSFUNCTIONAL BEHAVIOR AMONG SALES REPRESENTATIVESAN EXAMPLE FROM TAIWAN MULTI-LEVEL MARKETING INDUSTRYDYSFUNCTIONAL BEHAVIOR AMONG SALES REPRESENTATIVESAN EXAMPLE FROM TAIWAN MULTI-LEVEL MARKETING INDUSTRYDYSFUNCTIONAL BEHAVIOR AMONG SALES REPRESENTA

• Main Authors: WANG YA LING, 汪雅玲
• Other Authors: 方文昌
• Format: Others
• Language: zh-TW
• Published: 2006
• Online Access: http://ndltd.ncl.edu.tw/handle/90148933310542789855

碩士 === 國立臺北大學 === 企業管理學系 === 94 === ABSTRACT DYSFUNCTIONAL BEHAVIOR AMONG SALES REPRESENTATIVES AN EXAMPLE FROM TAIWAN MULTI-LEVEL MARKETING INDUSTRY by WANG, YA-LING June 2006 ADVISOR： Dr. FANG, WEN-CHANG DEPARTMENT: DEPARTMENT OF BUSINESS ADMINISTRATION MAJOR： BUSINESS ADMINISTRATION DEGREE：MASTER OF BUSINESS ADMINISTRATION How can an enterprise achieve its lucrative goal relying on sales channels controlled by a group of sales representatives but not controlled by the enterprise？ What is the feasibility to manage the sales representatives in order to leverage accomplish norms from achieving goals set by the enterprise and building successful customer relationships？Furthermore, how can the enterprise succeed in preventing the sales representatives from the dysfunctional behaviors which may impact on profit of the enterprises in long run? The sales organization in multi-level marketing industry is extremely different from that in a traditional business. There is no formal employer-employee contract between the sales representatives and the enterprise. Every sales representative is an independent agent. They are not only consumers but also distributors of the enterprise. Leading sales representatives build business networks of their own and become managements of the sales organization. According to the literatures review, this study identified variables, i.e. information controlling system（output information control, activity information control, capability information control）、 participation in the supervisory process、 trust between the sales representative and his supervisor, may restrain the dysfunctional behavior caused by the sales representatives. Questionnaires were randomized to sales representatives of multi-level marketing industry and finally recruited 289 samples for LISREL analysis by SEM methodology. The results of the study are as follows: 1. The output information control, activity information control and capability information control can significantly decrease the dysfunctional behaviors. 2. The participation of the supervisory process decreases the dysfunctional behaviors. 3. Activity information controls, capability information control and the participation in the supervisory process can enhance trust between the sales representatives and the supervisors. 4. Trust between the sales representatives and the supervisors have inconspicuous influence on the dysfunctional behavior. Key words: Multi-Level Marketing, The Information Control System, Trust, Participation, Dysfunctional Behavior