| Summary: | 碩士 === 元智大學 === 管理研究所 === 97 === Most studies about commitment in Multi-level Marketing(MLM) industry were focus on dis-tributors and consumers, but among those researches about distributors, few researches diffe-rentiates the roles among them and investigate the relationship between each roles; in fact not every distributors have the same effect on the development of a MLM company, most of those MLM companies’ profit were produced by some key distributors. According to the statistical da-ta of FAIR TRADE COMMISSION, Most MLM companies’ profit growth were relate to the amount of total distributors, thus those senior distributors who early join a MLM companies must play a important role in finding new distributors and sale products, The main purpose of this research is to find out what factors might effect the decision procedure when those key distributors facing the situation when they have to choose between entrepreneurship and commitment. That is , what factor might let them stay or leave the company. Through this research I hope we can let the MLM company motivate those distributors with entrepreneurship, and at the same time they still can devote to the MLM company they participate in .
After in depth interviews with few senior distributors, we find out that the factors balancing the entrepreneurship and commitment are as followed： Partnership, Role clarity, Indepen-dence ,Guanxi, Moneymaking. That means that the relationship those senior distributors looking for is partnership and independence, and they want this relationship remain, without any change, in the procedure of developing the MLM network, the role of MLM companies must stay neutral, do not try to interfere or change the relationship. I hope this research would have contribution in this field and improve the management quality of MLM companies.
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