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An Overview Of The Direct Selling Industry

Author

Listed:
  • Alina-Maria Neatu

    (The Bucharest University of Economic Studies)

  • Cosmin-Ionut Imbrisca

    (The University of Bucharest)

Abstract

Trade is at the heart of any economic system and, as such, the method through which it is accomplished is of paramount importance. Easily one of the oldest, if not the oldest, method to accomplish this is through the means of direct selling. However, even if it hides behind and apparent simplicity, direct sales remains one of the most important methods of distribution used by companies even to this day. In this paper we attempt to provide an overview of this industry, as it stands at the moment. We accomplish this objective by first presenting the concept, as it has evolved in the past and the shape it has taken in the present. This is followed up by an overview of the industry, at the global level, which is achieved by focusing on the current level of sales achieved annually, the number of employees currently working in this industry and the year on year growth which has been achieved during the past years. A slightly more detailed approach was used when describing the direct selling industry in Germany, due to the fact that it is one of the largest and fastest developing markets in the whole of Europe. The data that we use for this study has been obtained from the annual report published by the World Federation of Direct Selling Associations.

Suggested Citation

  • Alina-Maria Neatu & Cosmin-Ionut Imbrisca, 2016. "An Overview Of The Direct Selling Industry," Annals of Faculty of Economics, University of Oradea, Faculty of Economics, vol. 1(1), pages 987-994, July.
    • Handle: RePEc:ora:journl:v:1:y:2016:i:1:p:987-994
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    File URL: http://anale.steconomiceuoradea.ro/volume/2016/n1/97.pdf
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    References listed on IDEAS

    as
    1. Crittenden, Victoria L. & Crittenden, William F., 2004. "Developing the sales force, growing the business: The direct selling experience," Business Horizons, Elsevier, vol. 47(5), pages 39-44.
    2. Merrilees, Bill & Miller, Dale, 1999. "Direct Selling in the West and East: The Relative Roles of Product and Relationship (Guanxi) Drivers," Journal of Business Research, Elsevier, vol. 45(3), pages 267-273, July.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    direct selling; statistic indicators; European market;
    All these keywords.

    JEL classification:

    • L81 - Industrial Organization - - Industry Studies: Services - - - Retail and Wholesale Trade; e-Commerce

    Statistics

    Access and download statistics

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