This masters thesis aims to explore the possible implementation of the direct distribution model within the automotive industry. The goal is to outline the possible distribution strategy, using the direct distribution model, for an auto manufacturer. The theoretical background and cases that are used to describe the practical usage of the model are based on a secondary research. More specific aspects of the distribution model are then based on interviews conducted with professionals from the automotive industry. The proposed distribution strategy consists of combination of several direct distribution models. Different models are used due to the distinct nature of the products, considered in the process of new distribution model design. The implementation would allow the OEM to gain more control over the distribution process and create more efficient distribution system.

The problem considered was that many direct sales personnel do not recruit others into the sales force even though monetary rewards and recognition for achievement can be earned for successful recruitment. The purpose of this study was to identify attitudes that were characteristic of consultants who were successful recruiters within a direct sales organization.

The impact of information and communication technologies (ICTs) is a significant issue in today's tourism industry. The development of the internet has made information easily accessible to consumers, and has therefore established a direct link between consumers and suppliers. As a result, traditional travel distribution channels are changing rapidly. A major feature of this change is "disintermediation", with principals such as airlines, hotels and rental car chains bypassing intermediaries and sell directly to consumers. Travel agents (TAs) are considered to be particularly vulnerable to this process. ICTs have the potential to replace their core competencies, which include transaction processing (ticketing and settlement) and information provision (raw product information provided by suppliers).This thesis focuses on the impact of ICTs on the TA sector, and specifically on the New Zealand TA case. A theoretical approach based on regulation theory combined with a mixed method approach was used to investigate the main issues in New Zealand. The research included a case study to identify the principal issues and trends in the TA sector, in-depth interviews with TAs and industry specialists to refine the main issues and allow the formulation of some theoretical assumptions, in-depth interviews with consumers regarding the role of TAs in the internet era and the quality of service they provide, and a fully-structured, national on-line survey of TAs to verify the assumptions made in the earlier interviews and test the applicability of the post-Fordism model for the New Zealand TA sector.Based on the findings, it is argued that disintermediation is particularly pronounced in the relationship between airlines and travel agents. To minimise the risk of disintermediation and improve business performance, TAs need to reposition themselves and review their core strategies to compete efficiently in the changing business environment. The thesis reveals that consumers perceive TAs as mainly "transaction facilitators". Nevertheless the thesis show that process of "reintermediation" is a reality for some New Zealand TAs.An application of regulation theory to the New Zealand TA case reveals that in its traditional form, the regulation theory cannot explain the complexities found in the modern TA environment. The thesis reveals several distinct modes in TA perceptions of their business environment and their survival strategies, which indicates a heterogeneous, clustered population. A "formula for success" is developed for TAs in New Zealand. In this respect, TAs that perceive ICT as a strategic tool and are orientated towards consumers appear to have a business advantage.

The impact of information and communication technologies (ICTs) is a significant issue in today's tourism industry. The development of the internet has made information easily accessible to consumers, and has therefore established a direct link between consumers and suppliers. As a result, traditional travel distribution channels are changing rapidly. A major feature of this change is "disintermediation", with principals such as airlines, hotels and rental car chains bypassing intermediaries and sell directly to consumers. Travel agents (TAs) are considered to be particularly vulnerable to this process. ICTs have the potential to replace their core competencies, which include transaction processing (ticketing and settlement) and information provision (raw product information provided by suppliers).This thesis focuses on the impact of ICTs on the TA sector, and specifically on the New Zealand TA case. A theoretical approach based on regulation theory combined with a mixed method approach was used to investigate the main issues in New Zealand. The research included a case study to identify the principal issues and trends in the TA sector, in-depth interviews with TAs and industry specialists to refine the main issues and allow the formulation of some theoretical assumptions, in-depth interviews with consumers regarding the role of TAs in the internet era and the quality of service they provide, and a fully-structured, national on-line survey of TAs to verify the assumptions made in the earlier interviews and test the applicability of the post-Fordism model for the New Zealand TA sector.Based on the findings, it is argued that disintermediation is particularly pronounced in the relationship between airlines and travel agents. To minimise the risk of disintermediation and improve business performance, TAs need to reposition themselves and review their core strategies to compete efficiently in the changing business environment. The thesis reveals that consumers perceive TAs as mainly "transaction facilitators". Nevertheless the thesis show that process of "reintermediation" is a reality for some New Zealand TAs.An application of regulation theory to the New Zealand TA case reveals that in its traditional form, the regulation theory cannot explain the complexities found in the modern TA environment. The thesis reveals several distinct modes in TA perceptions of their business environment and their survival strategies, which indicates a heterogeneous, clustered population. A "formula for success" is developed for TAs in New Zealand. In this respect, TAs that perceive ICT as a strategic tool and are orientated towards consumers appear to have a business advantage.

abstract: This dissertation examines how direct selling organizations compel women to believe that direct selling is, among other things, centered on the needs of women. Drawing upon feminist interdisciplinary methodologies, this dissertation brings together qualitative, archival, and ethnographic materials to analyze direct selling through a technologies of gender framework. I argue that multi-level marketing direct selling companies (like Avon, Tupperware, Mary Kay, etc.) are able to turn belief into profits because they strategically tap into gender ideologies. I show that discursive technologies of gender coalesce with race and class discourses and are put to work by direct selling companies to construct a specific type of direct seller. This dissertation attempts to unpack the complex technologies of gender that direct selling women engage with while constructing their identities as workers and women. I argue that the companies in this study deliberately tap into women's anxieties and desires to blend their perceived gender roles with their need for income. I find that direct selling companies are exceptional at branding their businesses as uniquely suited for women and that this branding hinges upon the construction of a direct sales imaginary. I argue that the direct sales imaginary taps into powerful discourses of race, class, and gender to market the American dream to women who are seeking out a space that is empowering and inclusive. Because the direct selling industry tends to see an increase in profits and recruitment during economic recessions, it is likely that the current economic situation has channeled even more women toward direct sales as a fallback for uncertain economic futures. While some women may be inclined to view direct sales as an attractive employment alternative it is not a realistic means of supporting families during difficult economic times and this study might help some women make more informed decisions. Furthermore, this study brings to light how gender might be used to organize structural relationships between markets, people, and businesses. / Dissertation/Thesis / Ph.D. Gender Studies 2013

O setor de venda direta dispÃe de um forte aliado para a venda e entrega dos produtos, bem como para a valorizaÃÃo da sua marca: o trabalho realizado por seus revendedores. Esses profissionais, enquanto representantes das organizaÃÃes, sÃo responsÃveis por criar um elo entre as empresas e os clientes finais. Dessa forma, desenvolver um relacionamento mais estreito com esses revendedores pode se tornar um forte diferencial competitivo. A presente dissertaÃÃo procurou identificar, atravÃs de revisÃo bibliogrÃfica e de pesquisa exploratÃria, os principais incentivos e as ferramentas mais eficazes que as empresas de venda direta podem oferecer para tornar seus representantes fÃis à marca. O estudo foi embasado nas respostas dos revendedores que representam somente uma empresa, bem como aqueles que trabalham com diversas marcas, os chamados multimarcas, assim, foi traÃado o perfil desses representantes, o que possibilitou o desenvolvimento de pressupostos sobre os nÃveis de lealdade dos revendedores em relaÃÃo à marca que representam, bem como as ferramentas mais eficazes utilizadas pelas empresas de venda direta que influenciam para a fidelizaÃÃo. A conclusÃo desse trabalho apresenta duas eficazes ferramentas que influenciam essa retenÃÃo, sendo elas representadas pela forÃa da marca e os incentivos relacionados à valorizaÃÃo pessoal e profissional desses revendedores. / The direct selling industry has a strong ally for the sale and delivery of products and for the recovery of its brand: the work done by its dealers. These professionals are the representatives of these organizations, responsible for creating a link between businesses and end customers. Thus, developing a closer relationship with these resellers can become a strong competitive differential. This research sought to identify, through exploratory research method, the main incentives and the tools more effective than direct selling companies can offer to make their representatives loyalty to the brand. The study was based on responses from dealers who only represent one company and those working with various brands, the so-called multi thus was established the profile of representatives, which allowed the development of assumptions about the levels of loyalty from retailers in relation to the brand they represent, and the most effective tools used by companies selling direct influence for loyalty. The conclusion of this paper presents two effective tools that influence the retention, which are represented by the brand strength and incentives related to the enhancement of personal and professional dealers.

The main objective of this thesis is to explore the dependence between coaching and sales results of sales people during the Southwestern Company internship. In the theoretical part, I describe the concept of coaching and its history, on the basis of available literature and internet sources. Further, I devote to coaching models and tools that coaches use for improving the performance of coached people. At the end of the theoretical part, I define the specifics of direct sales and I depict the importance of direct sales nowadays. The practical part is devoted to the Southwestern Company, which uses direct sales to distribute educational products. I introduce the history of the company, its product portfolio and summer Southwestern Advantage Internship for university students. The centre of this thesis is the research, which I did during the summer 2012, when I applied coaching in communication with the sales people I worked with. The conclusion of this thesis is the link between theory and experience and also the following recommendations to apply coaching to increase the volume of production of the Southwestern sales people.

[pt] O mercado de venda direta tem apresentado forte crescimento no Brasil nos últimos anos, sendo um mercado com grande expressão global, tanto no que se refere à venda direta, quanto ao setor de Beleza e Cuidados Pessoais. Além disso, o forte crescimento da venda direta frente ao varejo de lojas tem despertado a atenção de novos entrantes. Considerando a venda direta como um sistema de comercialização de bens de consumo e serviços fora de um estabelecimento comercial fixo, baseado no contato direto entre vendedores e compradores, o relacionamento pessoal se mostra uma variável decisiva para a efetivação da compra. No entanto, as empresas que adotam este tipo de estratégia de vendas, possuem em sua maioria dificuldade na gestão e baixo controle sobre este relacionamento dos representantes com seus consumidores. Sendo assim, torna-se fundamental o maior conhecimento possível das características e atitudes desses representantes, que atuam de forma independente. Com base neste conceito, o estudo se constitui em uma pesquisa exploratória com o objetivo de conhecer o perfil e atitudes dos representantes de venda de uma empresa que utiliza o sistema de venda direta porta a porta e avaliar sua relação com o desempenho desses representantes. Para realizar a pesquisa foi selecionada uma amostra na cidade do Rio de Janeiro de representantes da empresa líder no segmento de venda direta e no setor de Beleza e Cuidados Pessoais no Brasil, a Natura. O estudo fornece alguns indicadores que podem ser úteis a futuros pesquisadores sobre o tema, particularmente no Brasil. / [en] Door to door sales – often called direct selling – has shown strong growth in recent years in Brazil, one of the largest global markets both in terms of direct selling and Beauty and Personal Care. Moreover, the strong growth in door to door sales compared with physical retail stores has caught the attention of new entrants. Considering direct selling as a commercialization system of consumer goods and services outside a physical shop, based on the direct contact between buyers and sellers, personal relationships appear to be a decisive aspect for the final purchase. However, companies that adopt this type of sales strategy, mostly have difficulty in the management and control of the relationship between representatives and consumers. Therefore, the knowledge of the characteristics and attitudes of these representatives, who act independently, is essential. Based on this concept, the study focuses on a exploratory research aiming to understand the profile of the sales representatives of a company that adopted a door to door sales system and to evaluate the relationship between representatives profile and attitudes and their performance. To conduct the survey a sample of representatives of the leading company in the direct selling market, as well as in the Beauty and Personal Care industry in Brazil, Natura, was selected. The study provides some indicators that may be useful to future researchers on the subject, particularly in Brazil.

In this diploma thesis is monitored the percentage of direct sales presentations. The implementation of marketing research analysis the individual influencing factors with the support of quantitative methods and appropriate computer system. The results are interpreted in order to formulate recommendations for the subvention of the business decisions.

The global marketplace today encompasses 6 billion people. Many companies are beginning to see themselves as international rather than national acting on a global arena. An essential aspect of going abroad is to know where to go and why to go there. In order to be able to analyze a foreign market a company needs to do market research in the foreign market as to gather essential information. A firm which is facing a quick internationalization process is the Swedish direct sales firm of cosmetics Oriflame. Oriflame has grown quickly in developing countries but is not present in one of the biggest market for direct sales in Europe: France. The purpose of this thesis is to develop a theoretical framework to analyze foreign markets and apply it to the French market of direct sales in cosmetics and Oriflame. A qualitative study based on the 5 Cs framework for analyzing foreign markets has been carried out. Seven focus groups have been conducted in France and Sweden in order to obtain information about and comparability in consumer attitudes towards Oriflame’s marketing mix. Interviews have been conducted in order to get information about Oriflame as a company. Secondary data has been gathered from different sources for the theoretical framework as well as for the empirical research on issues such as culture, competition and market. This thesis has developed a theoretical framework to analyze foreign markets called the 5 Cs. The 5 Cs are based on: Company, Constitution, Competition, Customers and Culture. The 5 Cs is a very general framework and can be applied to a wide range of foreign markets and firms and was in this case applied to analyze a real world case of Oriflame and France. The analysis of the empirical findings found that there is potential for Oriflame to enter the French market in terms of consumer preferences and general market characteristics. However, it also found that what will probably determine everything in the end is whether Oriflame can be strategically committed to enter a mature West European market like France.