Purpose To describe the concept of control & coordination mechanisms among HQs-subsidiary-distributor of MNC in direct selling business. Method Qualitative studies with two company case studies which are selected from direct selling business are implemented in this research. Data are collected from primary sources through semi-structure interview while secondary sources via company’s web sites, annual reports, news, and academic researches. Most collected data are related to control and coordination mechanisms within MNC and especially emphasize on distributor‘s aspects.   Conclusion To control and coordinate HQs-subsidiary-distributor’s relation in a direct selling business, companies need to implement not only the vertical control over their people but also the lateral way and as well as the price control mechanisms. All these three main mechanisms need to be blended together as the appropriate combination of them will help assist companies to achieve their goals successfully.

For increasing competitions of department stores, how to reinforce the extent of selling skills of salespeople will affect individual or organizational achievement performance strongly. This study was intended to explore the relationships between selling skills and achievement performance of the salespeople. In this study, work experience, training and locus of control are independent variables, achievement performance is dependent variables, and the selling skills are as a mediator. This study examined the mediator effect of the salespeople¡¦s selling skills among of the work experience, training and locus of control. Besides, we defined the product type and reward as a moderator between the job experience, training as well as locos of control. The subject of this study is 316 salespeople of a department store in Kaohsiung. This research used the method of questionnaire. The results indicated that: 1. Training was positive significant to selling skills. 2. Training was positive significant to achievement performance. 3. Selling skills were positive significant to achievement performance. 4. Selling skills were found that play a part of mediating effect between training and assigned sales quota achieved. 5. Selling skills were found to have significant mediating effect between training and customer relationship operation. 6. Mutual effect between the product type and selling skills were positive significant to customer relationship operation. Those are some suggestions to the department stores, retailer, salespeople that have been working in this field; and also the directions were given in the future research in this study.

Thesis (M.S.)--West Virginia University, 2002. / Title from document title page. Document formatted into pages; contains vii, 64 p. Vita. Includes abstract. Includes bibliographical references (p. 33).

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This thesis examines how consumers value promotions for delayed consumption depending on the time of redemption, the types of benefits offered, and the scope of the offering. The specific focus is on promotions that are redeemed in the future at the time of consumption, which we label "advance promotions". In the first essay, results from three studies demonstrate that consumers value hedonic advance promotions differently from delayed consumption of stand-alone goods or delayed incentives (rebates). Hedonic advance promotions are consistently overvalued, unless they are incongruent with consumers' consumption goals (e.g., when consumers regulate their consumption of the hedonic benefits). In contrast, advance utilitarian promotions are overvalued only when they are congruent with the consumption context of the target product (e.g., when the target consumption is also utilitarian). In general, we find that valuation of future utilitarian promotions depends on the consumption context but valuation of future hedonic promotions depends on when the target product is consumed. These findings are explained by the focalism bias that was originally suggested by affective forecasting and Construal Level Theory and are further expanded in this dissertation. / The second essay explores the shape of the value function for hedonic advance promotions. It addresses the issue of what is the optimal depth of a promotion in an advance consumption setting. Drawing from the focalism framework presented in the first essay and on recent research on the valuation of hedonic goods, we argue that the shape of the function is more convex or step-like for advance promotions than for immediate ones. We then demonstrate that this finding has implications for the common variety-seeking behaviour that is generally associated with delayed consumption.

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This thesis examines the relationship between tax-loss selling (TLS), where investors with taxable gains sell stocks that have declined in value just before the fiscal year-end to generate offsetting tax losses, and managers?? incentives to influence stock prices, either through increased disclosure or by engaging in upwards earnings management. Firms whose stock prices represent greater potential tax losses in investors?? portfolios at year-end are predicted to increase their disclosure level in June to prevent further share price falls due to TLS, and have higher levels of accruals. Using the number of discretionary, market-sensitive news releases in the Signal G announcement database to measure disclosure frequency, this thesis finds that, for a sample of 14,713 firm-year observations drawn from all ASX firms for the years 1994 to 2007, stocks with larger negative returns have higher disclosure in June, after controlling for size, performance, risk and external financing dependence. This is particularly true of small mining and exploration companies that are more reliant on voluntary disclosure as a vehicle for lowering information asymmetry. This increased disclosure does not appear to contribute to the higher July returns earned by stocks that experienced significant TLS in June. Disclosure frequency is negatively associated with the magnitude of operating and total accruals, suggesting that earnings management is less likely for firms with higher disclosure. There is also evidence that smaller firms with poor stock price performance have higher levels of operating accruals and thus may be more likely to engage in earnings management.

Thesis (M.A. in apparel merchandising, and textiles)--Washington State University, August 2008. / Includes bibliographical references (p. 103-113).

Thesis (Ph.D.)--University of Texas at Dallas, 2008. / Includes vita. Includes bibliographical references (leaves 81-84)

Thesis (M.S.)--Rochester Institute of Technology, 1992. / Typescript. Includes bibliographical references (leaves 61-64).