| Academic Research Page Criteria |
To qualify for posting on this web site, research must be completed by an academician while meeting at least one of the following criteria:
- Is published or accepted for publication in a recognized, peer-reviewed academic journal;
- Is a final report of a research project funded by DSEF.
The materials referenced herein are subject to copyright restrictions as specified on the original materials. Reprint permission would need to be attained from the publisher as warranted.
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| 01/01/2004 |
A Market-Based Approach to Understanding Communication and Teamworking: A Multi-Disciplinary Literature Review |
Linda D. Peters
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| 01/01/2004 |
An Integrative Review of Material Possession Attachment |
Susan S. Kleine
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| 06/01/2003 |
Identifying the Determinants of Internal Marketing Orientation |
Pete Naudé
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| 06/01/2003 |
Measurement of Trust in Salesperson-Customer Relationships in Direct Selling |
Gerald Albaum
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| 03/01/2003 |
China's Consumer Revolution: Distribution Reform, Foreign Investment and the Impact of the WTO |
Robert Taylor
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| 02/01/2003 |
Ethics Code Familiarity and Usefulness: Views on Idealist and Revativist Managers Under Varying Conditions of Turbulence |
Thomas R. Wotruba
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| 02/01/2003 |
Channel Redistribution With Direct Selling |
Dong-Qing Yao
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| 01/01/2003 |
Optimizing Rhenania's Mail-Order Business Through Dynamic Multilevel Modeling (DMLM) |
Ralf Elsner
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| 04/01/2002 |
Marketing Fraud: An Approach for Differentiating Multilevel Marketing from Pyramid Schemes |
Peter J. Vander Nat
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| 04/01/2002 |
Comparisons of Salespeople in Multilevel vs. Single Level Direct Selling Organizations |
Stewart Brodie
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| 04/01/2002 |
Direct Selling Ethics at the Top: An Industry Audit and Status Report |
Thomas R. Wotruba
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| 02/01/2002 |
Direct Sales Franchises in the UK: A Self-employment Grey Area |
Stewart Brodie
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| 09/01/2001 |
The Impact of Ethics Code Familiarity on Manager Behavior |
Thomas R. Wotruba
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| 01/01/2001 |
Ethical Issues Connected with Multi-Level Marketing Schemes |
Daryl Koehn
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| 09/01/2000 |
Development of Market Orientation and Competitiveness of Ukrainian Firms |
Irina Akimova
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| 11/01/1999 |
Linking Perceived Service Quality and Service Loyalty: A Multi-dimensional Perspective |
Josee Bloemer
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| 11/01/1999 |
The Capabilities and Performance Advantages of Market-driven Firms |
Douglas W. Vorhies
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| 07/01/1999 |
Direct Selling in the West and East: The Relative Roles of Product and Relationship (Guanxi) Drivers |
Bill Merrilees
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| 06/01/1999 |
Managing Direct Selling Activities in China: A Cultural Explanation |
Sherriff T K Luk
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| 03/01/1999 |
Network Marketing in South Africa: An Exploratory Study of Consumer Perceptions |
Adrian Sargeant
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| 12/01/1998 |
Network Marketing Organizations: Compensation Plans, Retail Network Growth, and Profitability |
Anne T. Coughlan
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| 09/01/1998 |
Making the Market Work: Enhancing Consumer Sovereignty Through the Telemarketing Sales Rule and the Distance Selling Directive |
John Rothchild
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| 04/01/1998 |
Independent Contractors in Direct Selling: Self-employed But Missing From Official Records |
Stewart Brodie
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| 09/01/1997 |
Multilevel Marketing and Antifraud Statutes: Legal Enterprises of Pyramid Schemes? |
Craig B. Barkacs
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| 03/15/1997 |
From the Practitioner's Desk: A Comment on "What is Direct Selling? - Definition, Perspectives and Research Agenda" |
Denis Sanan
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| 09/01/1996 |
What Is Direct Selling? - Definition, Perspectives and Research Agenda |
Thomas R. Wotruba
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| 06/01/1995 |
Research note: A Study of Direct Selling Perceptions in Australia |
Richard A. Kustin
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| 10/01/1994 |
Maintaining Customer Relationships in Direct Sales: Stimulating Repeat Purchase Behavior |
Mary Anne Raymond
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| 07/01/1994 |
The Role and Importance of the Salesperson in Creating a Competitive Advantage |
John F. Tanner, Jr.
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| 04/01/1994 |
The Effect of Effort on Sales Performance and Job Satisfaction |
Steven P. Brown
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| 11/01/1992 |
Strategies For Successful Penetration of the Japanese Market or How to Beat Japan At Its Own Game |
James D. Goodnow
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| 10/01/1992 |
New Home-Shopping Technologies |
Erich Linke
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| 03/01/1992 |
Trade Shows Mean Bigger Business |
John F. Tanner, Jr.
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| 11/01/1991 |
Leaders in Sales Management: Dr. Blair Stephenson, Director |
Victoria A. Seitz
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| 07/01/1991 |
Met Expectations and Turnover in Direct Selling |
Thomas R. Wotruba
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| 01/01/1990 |
Non-Store Retailing in Japan: A Huge and Potentially Lucrative Market |
Nitin Sanghavi
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| 10/01/1989 |
The Mature Consumer: How Successful are Direct Marketing and Direct Selling in this Segment of the Population? |
Lawrence B. Chonko
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| 08/01/1989 |
A Survey of Sales Incentive Programs |
Russell Abratt
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| 06/01/1989 |
Consumers Who Buy From Direct Sales Companies |
Robert A. Peterson
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| 03/01/1989 |
The Effect of Goal-Setting on the Performance of Independent Sales Agents in Direct Selling |
Thomas R. Wotruba
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| 12/01/1988 |
Full-Time vs. Part-Time Salespeople: A Comparison on Job Satisfaction, Performance, and Turnover in Direct Selling |
Thomas R. Wotruba
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| 11/01/1988 |
Negotiating with a Customer You Can't Afford to Lose |
Thomas C. Keiser
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| 07/01/1988 |
Giving Ethics the Business |
Colin Grant
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| 06/01/1988 |
Extending the External Validity of the FITD Effect to the Industrial Marketplace |
Harrie Vredenburg
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| 04/01/1988 |
Reflections On Channels Research |
Louis W. Stern
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| 08/01/1987 |
Cognitive Selling Scripts and Sales Training |
Thomas W. Leigh
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| 05/01/1987 |
Students' Perceptions of Personal Selling |
William A. Weeks
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| 11/01/1986 |
Microcomputer Applications: An Electronic Bulletin Board System for the Sales |
Clarke L. Caywood
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| 08/01/1986 |
Prospecting by Telephone Prenotification: An Application of the Foot-in-the-Door Technique |
Marvin A. Jolson
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| 02/01/1986 |
The Wheel of Retailing and Non-Store Evolution: An Alternative Hypothesis |
Marvin A. Jolson
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| 10/01/1983 |
Electronic Marketing in the 1990s |
Richard L. Bencin
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| 05/01/1983 |
Leaders in Sales and Sales Management |
Anonymous No name
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| 04/01/1980 |
Techniques That Reduce Salesforce Frustration |
Alan J. Dubinsky
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| 04/01/1980 |
The Relationship of Job Image, Performance, and Job Satisfaction to Inactivity-Proneness |
Thomas R. Wotruba
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| 09/01/1979 |
Dimensions of Future Marketing |
Gene R. Laczniak
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| 10/01/1978 |
Fraudulent Behavior by Consumers |
Robert E. Wilkes
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| 11/01/1977 |
Evaluating the FTC Cooling-Off Rule |
William L. Shanklin
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| 04/01/1977 |
Direct Selling |
Wilford L. White
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| 04/01/1975 |
Economic and Marketing Aspects of the Direct Selling Industry |
Michael Granfield
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| 04/01/1975 |
Potential Impact of ‘Cooling-Off’ Laws on Direct-to-Home Selling |
Dennis H. Tootelian
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| 09/01/1974 |
An Appraisal of Computerized Life Insurance Estate Planning |
Ephram R. McLean
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| 10/01/1972 |
Direct Selling, Consumer Versus Salesman |
Marvin A. Jolson
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| 01/01/1972 |
Stereotype of the Salesman |
Donald L. Thompson
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| 01/01/1972 |
A Profile of Urban In-home Shoppers: The Other Half |
William H. Peters
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