Experience economy reinforces not only the correlation intensity between enterprise and its customers, but also the differentiations with competitors. Above all, it enhances value and price, and frees itself from price competition. The operation model and product / service are getting similar in the industry of direct selling, so consciousness of crisis urges those companies to keep close relationship with distributors. Except for reward system, the direct selling companies will seek for intensifying distributor¡¦s willingness and capabilities throughout training and marketing in the ¡§Meeting Place¡¨. The ¡§Meeting Place¡¨ can be regarded as the base where the potential distributors are nurtured. Hence, ¡§participating in every meeting¡¨ has become a key successful factor for direct selling.
This study adopts the method of qualitative research to study how the various experiential theories apply to direct selling. It attempts to define and to confer the above-stated terms based on authors¡¦ practical participation experience and analyzes the triple role, consumer-seller-operator; a distributor plays in the mean time. The conclusions of this study are summarized as follows:
¤@Experiential theories are broadly used in the industry of direct selling, but they lack of systematic planning and thinking.
¤@Experiential theories can fit the triple role of different stages.
¤@A model of the activities in the ¡§Meeting Place¡¨ is built as reference of future application for scholars and direct selling operators.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0912106-115015 |
| Date | 12 September 2006 |
| Creators | Lee, Hsin-Hsin |
| Contributors | Jun-Ying Huang, Huei-mei Liang, Der-Fa Robert Chen, Chin-Tarn Lee |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | Cholon |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0912106-115015 |
| Rights | unrestricted, Copyright information available at source archive |
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