Study of the Determinants of the high performance Direct seller''s behaviors

• Main Authors: Chuang-Shian Chan, 詹昌憲
• Other Authors: 趙義隆
• Format: Others
• Language: zh-TW
• Published: 2006
• Online Access: http://ndltd.ncl.edu.tw/handle/58536681050524401039

碩士 === 國立臺灣大學 === 國際企業學研究所 === 94 === The direct sale is one of most popular trading tools in the existing business world because of its value created and merits possessed. Through this research, observation on individual’ motive and his/her own personal characteristic could conclude how a person engages and behaves in a direct sale activity, and what a person’s tendency is on the behavior of receiving and processing information. In addition, above discussion directly links to the reduction of the risk on the selection of the sales representatives is also included in this research. An organization that is dealing with the direct sale in order to develop a rapid, stable and constant growth must possess an ability to find the right person in the right place at the right moment rather than wasting the limited resources and time on the non-potential salespersons. The findings of this research showed that motivation of joining the direct sale does not differ between the beginning and medium-high level of direct salesperson but does differ in term of long term business operation. Furthermore, optimistic direct salesmen are comparatively tended to “obtain” more positive information disregarding the risk. However, pessimistic direct salesmen care more about “loses”. Beginning and medium-high level of direct salespersons tend to be more optimistic but beginning level possesses negative viewpoint focusing on the “loses” and medium-high level is emphatically more positive information-obtained. In addition, high uncertainty tolerance’s direct salesmen appear less negative management behavior. Medium-high level of direct salesmen is considered high uncertainty tolerance salespersons who may make less unreasonable managerial decision and possess less administrative mistake. Beginning level of direct salesmen, therefore, is less uncertainty tolerance group of persons with comparatively committing more administrative mistakes on the decision making.