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Thèses sur le sujet « Selling »

Auteur : Grafiati
Publié le 4 juin 2021
Mis à jour le 25 juillet 2025

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1

DeCormier, R. A. "Counselor Selling." Thesis, University of Bradford, 1988. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.233681.

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McKinley-Powell, Gregory S. "Selling Disbelief." CSUSB ScholarWorks, 2014. https://scholarworks.lib.csusb.edu/etd/101.

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This report outlines the methodology and findings used to create the book Selling Disbelief: A 20 Step Guide to Grow and Promote Atheist and Secular Groups (Appendix A). The book Selling Disbelief outlines a six-month marketing plan and best practices for groups that are part of the growing Secular Movement. This project is the first systematic academic study of marketing methods in regards to promoting Secular movements. A need for this research has been identified due to a lack of research in this particular field and the continued marginalization facing the non-religious. The objectives of
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3

Chen, Mei-Hua. "Selling body/selling pleasure : women negotiating poverty, work and sexuality." Thesis, University of York, 2003. http://etheses.whiterose.ac.uk/2531/.

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Espegren, Yanina, and Suresh Panicker. "Salesperson’s Personality, Motivation and Selling Performance : The Study of New Product Selling." Thesis, Högskolan Dalarna, Företagsekonomi, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:du-18417.

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In the highly competitive environment businesses invest big amounts of money into the new product development. New product success potentially depends on different factors among which salespeople play an important role. The aim of this paper is to explore the potential link between salespeople’s personality, motivation to sell new products and performance in selling new products. Based on the theoretical background of the Big Five personality dimensions, motivation and selling performance hypotheses were formulated and tested using statistical methods of correlation and regression analysis. Th
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5

Wittmann, Georg. "Cross-Selling von Finanzdienstleistungen." Regensburg Univ.-Verl. Regensburg, 2009. http://d-nb.info/1003055060/04.

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Clunie, James Bruce. "Indirect short-selling constraints." Thesis, University of Edinburgh, 2009. http://hdl.handle.net/1842/4467.

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In this thesis, I use two strategies of inquiry to further our understanding of indirect short-selling constraints. First, I interview a series of experienced market practitioners to identify their attitudes towards indirect constraints. I find little support for D’Avolio’s (2002) suggestions that short-selling is inhibited by managers’ fear of tracking error and by the cultural pressures of a society that can vilify short-sellers. However, I am able to introduce a new, social, indirect constraint to the literature – the perception that short-selling is a form of ‘trading’ as distinct from ‘in
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Knight, Susan M. "Selling Apples from Arizona." College of Agriculture, University of Arizona (Tucson, AZ), 1991. http://hdl.handle.net/10150/295693.

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Haegermark, Jakob, and Sara Andersson. "Internal Issue Selling : An individual perspective on the issue selling process within the subsidiary." Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-255965.

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The traditional issue selling process refers to strategic actions taken at a subsidiary in order to gain attention from the HQ. This study aims to broaden the theories on issue selling to also cover internal issue selling, which refers to the individual level of issue selling within a subsidiary. Further is attention and initiative taking worth investigating when studying issue selling, whereas these underlying constructs of issue selling are highlighted in the paper. For this specific study we have performed a case study with L’Oréal Sweden to investigate how the individuals are selling issu
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9

Wengler, Stefan. "Key account management in business-to-business markets an assessment of its economic value /." Wiesbaden : Deutscher Universitats-Verlag, 2006. http://www.springerlink.com/content/u0132h/.

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10

Romano, Cara L. "Gallery 66 selling the Southwest /." Ohio : Ohio University, 2007. http://www.ohiolink.edu/etd/view.cgi?ohiou1194999497.

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Tang, Yin-hang Phoebe, and 鄧彥姮. "Selling Skylab : dreams and challenges." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2013. http://hdl.handle.net/10722/198821.

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This thesis investigates the history of Skylab from political, social, and public relations perspectives. It focuses on the reasons to build Skylab, the difficulties Skylab met and most importantly how NASA overcame these difficulties by selling Skylab actively. The thesis argues that in order to maximize popular support and interest in Skylab to secure funding, NASA improved its public relations and sold Skylab according to public expectations. The first chapter explores how and why NASA selected Skylab as the program to succeed Apollo. Politically, NASA built Skylab for national prestige and
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12

Karim, Mohammed Samirul, and Alexander Strzelecki. "Selling Services : Marketing the Intangible." Thesis, KTH, Industriell ekonomi och organisation (Avd.) (stängd 20130101), 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-103572.

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The feature of service intangibility is one of the most prominent, albeit controversial, problems in service marketing. Service providing firms have been trying to find ways to ‘tangibilize’ their service offerings in order to assist the potential customers to better understand the benefits and qualities of their services. A review of past literature revealed that most of the studies have been carried out on a theoretical level, but with an insufficient empirical back-up. The authors propose that Marketing based tangibilization (MBT), which has largely remained outside the focus of empirical r
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13

Fazio, Dimas Mateus. "Short selling and inside information." Universidade de São Paulo, 2014. http://www.teses.usp.br/teses/disponiveis/12/12138/tde-28082014-163356/.

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Using data on all lending deals in the Brazilian stock market from 2009 to 2011, we provide answers to the following questions: i) are short-sellers informed in Brazil?, ii) which short sellers are informed?, and iii) how are they informed? The answer to the first question is positive, the average Brazilian short-seller is informed. Among these short-sellers, individual investors appear to be as informed as investment funds. To provide an answer to the third question, the approach is to observe how short-selling behaves around days when relevant corporate news is disclosed. This paper shows th
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14

Mohamad, Azhar. "Empirical essays on short selling." Thesis, Bangor University, 2012. https://research.bangor.ac.uk/portal/en/theses/empirical-essays-on-short-selling(4a88aa2e-ec69-44da-bac0-bac47326fa55).html.

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This thesis sets out to analyse empirically the impact of: i) short selling on stock returns; ii) the UK Financial Services Authority's (FSA) short selling ban on stock prices, market quality as well as contagion, and iii) short selling on Exchange Traded Fund's (ETF) returns. A distinction is made between two types of shorts: valuation and dividend arbitrage shorts. Employing an event-study methodology, the empirical results indicate that, whilst large increases in short interest in valuation shorts are associated with significant negative abnormal returns, large increases in dividend arbitra
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15

Hamilton, Suzanne. "Selling skills or selling out? : manufacturing educational need for semi-skilled and un-skilled work." Thesis, University of Canterbury. School of Educational Studies and Human Development, 2002. http://hdl.handle.net/10092/2252.

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This thesis uses interviews, personal experience and documentary evidence to explore the day to day reality of a call centre enviromnent, and uses this to examine: surveillance issues with reference to five theories, and concluding that Braverman's control theories are alive and thriving in the call centre environment; discuss skill; and address the question of who benefits from the provision of basic qualifications. It argues that although benefits have moved in favour of industry, in the call centre sector which already provides inhouse training, it is the institutions offering call centre q
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16

Eriksson, Oscar, and Olle Sahlman. "Short Selling: Domestic and Foreign Performance Differences : A study of the Swedish Short Selling Market." Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-355497.

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The purpose and intent of this study is to conduct comparative research between domestic and foreign investors in regard to short selling positions on the Swedish financial market. The performance differences are measured by compounding short selling positions by the investors between 2015-2018. Two comparative methods were utilized to conduct this research: The cumulative abnormal return (CAR) and the buy-and-hold abnormal return, with each calculation being utilized in accordance with Barber & Lyon (1997). The produced results have been scrutinized via univariate descriptive statistics (
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17

Howell, Elizabeth. "Is the European short selling regulation a justifiable response to the concerns posed by short selling?" Thesis, University of Oxford, 2015. http://ora.ox.ac.uk/objects/uuid:17262955-4bab-43ff-b6f3-5386a99f3681.

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Short selling came onto the centre stage during the recent financial crisis when the collapse in price of financial listed securities after the demise of Lehman Brothers led to the introduction of a number of temporary short selling bans. In Europe however it was the commencement of the recent European sovereign debt crisis that was the true stimulus for proposing new short selling rules, the culmination of which was the introduction of the European Short Selling Regulation (the 'Regulation'). The thesis asks whether the Regulation is a justifiable response to the concerns posed by short selli
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18

Sherry, Samuel Accounting Australian School of Business UNSW. "Tax-loss selling and managerial discretion." Publisher:University of New South Wales. Accounting, 2009. http://handle.unsw.edu.au/1959.4/43727.

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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 th
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19

Nel, Joe. "Trends in higher education : selling out?" Journal for New Generation Sciences, Vol 3, Issue 2: Central University of Technology, Free State, Bloemfontein, 2005. http://hdl.handle.net/11462/481.

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Published Article<br>Although changes to the Higher Education system are inevitable and, indeed, welcome, the steady drift towards assuming corporate identities and corporate practices is a lamentable and destructive feature of the changing educational landscape. Making a profit - the commodification of knowledge - necessarily becomes the driving force of an institution, instead of the production of knowledge for its own sake. The consequence is that higher educational institutions are now in the service of industry and business, undertaking projects and research on behalf of external "funders
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20

Macdonald, Anne. "Informal selling in central Cape Town." Master's thesis, University of Cape Town, 1989. http://hdl.handle.net/11427/14232.

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Bibliography: leaves 158-177.<br>The aim of the thesis is to use a particular set of informal sellers in central Cape Town to focus study on aspects of informal sellers that have not previously been given high priority in analysis of the informal economic sector. In so doing, insight into the perceptions of informal sellers (in terms of their work or informal selling situation) and an evaluation of the relationships between informal sellers, the formal sector and government authorities will be gleaned. The work is based on, and extends, data provided by an in-depth Cape Town City Council surve
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21

Moskalenko, Taras. "Solution Selling in Contemporary Business Practice." Master's thesis, Vysoká škola ekonomická v Praze, 2013. http://www.nusl.cz/ntk/nusl-165966.

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This master thesis focuses on the issue of practical implementation of Solution Selling philosophy in general and of its principles in particular. It also covers topics of the sales function in a company, sales workforce and related problems with hiring and differentiating between sales positions, theoretical background of Solution Selling and discussion about its topicality and ability to address needs of modern economic environment. Empirical part is based on three case studies of such companies as VMware, Cisco and DuPont and example of business model of IBM Corporation, which successfully
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22

Berentzen, Johannes. "Handelsmarkenmanagement solution selling in vertikalen Wertschöpfungsnetzwerken." Wiesbaden Gabler, 2009. http://d-nb.info/994879059/04.

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Sidhu, Ravinder K. "Selling futures : globalisation and international education /." St. Lucia, Qld, 2003. http://www.library.uq.edu.au/pdfserve.php?image=thesisabs/absthe16685.pdf.

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24

Adojutelegan, Nat. "Vote-Selling: Infrastructure and Public Services." ScholarWorks, 2018. https://scholarworks.waldenu.edu/dissertations/4829.

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Vote-selling in Nigeria pervades and permeates the electoral space, where it has become the primary instrument of electoral fraud. Previous research has indicated a strong correlation between vote-buying and underinvestment and poor delivery of public services. There remains, however, a significant gap in the current literature regarding the nature of the relationship between vote-selling and the delivery of public services. The purpose of this study was to uncover voters' behaviors by investigating their common and lived experiences with respect to the provision of infrastructure, delivery of
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25

ROSSI, FILIPPO. "Mathematical models for selling process optimization." Doctoral thesis, Università degli studi di Genova, 2021. http://hdl.handle.net/11567/1050078.

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The work of the Thesis has been pursued in collaboration with an important company operating in the tourist sector. The followed projects in the work can be seen as belonging to the Destination Management branch, that is the study and the implementation of actions aimed at better managing the company offer related to touristic experiences broadly. In particular, the first project has been related to Revenue Forecasting and has dealt with the definition of a methodology, based on mathematical and statistical techniques, aimed at forecasting the revenue streams linked to specific items of a com
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Åge, Lars-Johan. "Business manoeuvring : a grounded theory of complex selling processes." Doctoral thesis, Handelshögskolan i Stockholm, Marknadsföring, Distributionsekonomi och Industriell Dynamik (D), 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hhs:diva-926.

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Industrial selling processes are complex phenomena. The involvement of diverse persons and the prevalence of service elements in integrated sales offerings have meant that collaboration and dialogue are now essential aspects of any successful selling process. The present study is based on the premise that these essential aspects of contemporary industrial selling processes have not been sufficiently conceptualised in the extant literature and that new concepts are therefore required. In particular, relevant new concepts that are based on the personal experiences of the actors involved in the s
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27

Zhang, Yi. "Inventory and pricing management in probabilistic selling." Doctoral thesis, Universitat Politècnica de Catalunya, 2019. http://hdl.handle.net/10803/665359.

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Context: Probabilistic selling is the strategy that the seller creates an additional probabilistic product using existing products. The exact information is unknown to customers until they receive the probabilistic products. This strategy is still a relatively new area for both researchers and practitioners. Many of the corresponding operations problems need to be solved to take full advantage of the opportunity of this innovative marketing strategy. However, limited attention has been paid to examining the inventory management of probabilistic selling from the perspective of Operations Manag
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Lehto, I. (Irene). "Narratives of international opportunities in entrepreneurial selling." Doctoral thesis, Oulun yliopisto, 2016. http://urn.fi/urn:isbn:9789526212135.

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Abstract With this study, I provide insights into international opportunities in the context of early internationalising firms and entrepreneurial selling. I study the changing meanings of international opportunities and the mechanisms of international opportunity construction that entrepreneurs narrate when making sense of these opportunities. I contribute to the international entrepreneurship literature that takes an integrative and processual approach to entrepreneuring and international opportunity. I view international opportunities as socially, temporally and spatially situated. By drawi
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Rennen, Ward. "CityEvents place selling in a media age /." [Amsterdam] : Amsterdam : Vossiuspers UvA - Amsterdam University Press ; Universiteit van Amsterdam [Host], 2007. http://dare.uva.nl/document/50899.

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Kildea, Paul Francis. "Selling Britten : a social and economic history." Thesis, University of Oxford, 1996. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.243275.

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31

Lu, Xiaolong, and 盧曉瓏. "Analysts, options trading and equity short selling." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2014. http://hdl.handle.net/10722/206666.

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This dissertation consists of two empirical essays on the interactions among three financial markets, namely, the stock market, the options market, and the equity lending market. In the first essay, we study the role of analysts and options traders in the information transmission between options and stock markets. We first show that the predictive power of option-implied volatilities (IVs) on stock returns is more than doubled around analyst-related events, indicating a significant proportion of the options predictability on stock returns comes from informed options traders’ information about
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32

OLIVEIRA, MANOELA BRANDAO DE. "RELATIONSHIP MARKETING: CROSS-SELLING ON MOBILE TELECOM." PONTIFÍCIA UNIVERSIDADE CATÓLICA DO RIO DE JANEIRO, 2014. http://www.maxwell.vrac.puc-rio.br/Busca_etds.php?strSecao=resultado&nrSeq=24474@1.

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PONTIFÍCIA UNIVERSIDADE CATÓLICA DO RIO DE JANEIRO<br>Com rápido crescimento nos últimos anos, o mercado de telecomunicações está ficando cada vez mais saturado. Como a comunicação tradicional por meio de serviços de voz já é amplamente utilizada, as operadoras têm enfrentado dificuldades em atrair novos usuários. Neste cenário, as operadoras têm direcionado cada vez mais esforços nas ações de cross-selling para rentabilizar sua base de clientes, oferecendo e estimulando o uso de novos serviços. Nesta pesquisa, serão utilizados dados existentes no banco de dados de uma operadora de telefonia m
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33

Gahre, Connor J. "SELLING AUTHORITARIANISM: SINGAPORE AND CHINA’S BRANDING PROCESSES." Miami University / OhioLINK, 2019. http://rave.ohiolink.edu/etdc/view?acc_num=miami1561577957887846.

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Khezr, Peyman. "Selling Mechanisms and The Australian Housing Market." Thesis, The University of Sydney, 2013. http://hdl.handle.net/2123/10149.

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This thesis examines selling mechanisms relevant mainly to auctions and applicable in the context of the housing market. In the first two chapters a context is described in which the seller of an object has private information about its value that is important to potential buyers. If the seller is unable to reveal this information to the buyers at no cost, the problem of adverse selection arises. Among other examples, auctions of arts, wines, and residential properties are most relevant to the current study. The sellers in these markets observe some private characteristics of their objects tha
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Dehqan, Agri. "Podcast Social Marketing: : “Selling Integration like soap”." Thesis, KTH, Skolan för datavetenskap och kommunikation (CSC), 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-210751.

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To identify key issues concerning the use of Swedish Radio’s podcasts as a vehicle for social marketing to promote integration, a thematic analysis was conducted on podcasts published by the Kurdish department of Swedish Radio (SR) during one week. From a total of 37 published podcasts which were analyzed during the chosen time frame, three central themes were identified: (a) crime and criminality, (b) incidents and events related to different municipalities and at state level in Sweden at the time, and (c) issues related to refugees and immigration in Sweden. Each of these central themes comp
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36

Jesperson, Sara. "Defining and predicting fast-selling clothing options." Thesis, Linköpings universitet, Statistik och maskininlärning, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-158190.

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This thesis aims to find a definition of fast-selling clothing options and to find a way to predict them using only a few weeks of sale data as input. The data used for this project contain daily sales and intake quantity for seasonal options, with sale start 2016-2018, provided by the department store chain Åhléns. A definition is found to describe fast-selling clothing options as those having sold a certain percentage of their intake after a fixed number of days. An alternative definition based on cluster affiliation is proven less effective. Two predictive models are tested, the first one b
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37

Ragnewall, Andreas. "Cross-selling i ett mindre företag : Hur kan ett mindre företag påverka en säljkår att implementera cross-selling strategier?" Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-340438.

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Denna studie undersöker hur ett mindre företag kan implementera cross-selling strategier. Studien har genomförts genom en fallstudie på ett mindre företag där två djupgående intervjuer med försäljningschef och VD genomförts samt en fokusgrupp med säljkåren. Det empiriska resultatet jämförs och analyseras sedan med hjälp av Rochfords och Wotruba (1996) Sales Management Mix-modell som beskriver hur företag kan påverka en säljkår. För att analysera om storleken på ett företag kan ha betydelse för en implementerings tillvägagångssätt av cross-selling produkter har även
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Henry, Tyler R. "Constrained short selling and the probability of informed trade /." Thesis, Connect to this title online; UW restricted, 2005. http://hdl.handle.net/1773/8716.

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Beck, Duane P. "Technical skills for packaging sales /." Online version of thesis, 1992. http://hdl.handle.net/1850/11075.

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40

Camacho, Michael. "Creating an indicator for effective sales people on new entry level vehicle sales." Diss., University of Pretoria, 2008. http://hdl.handle.net/2263/24094.

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The efficiency of motor industry sales people has not changed over the past 20 years, despite a R23.8 billion injection over the past 7 years. Making use of personality traits to identify a suitable employee limits the true nature and potential of an employee candidate. Given that the working environment has evolved into a predominantly teamwork based environment, emphasis has now been placed on the ability individuals have to work within groups, and the dynamics thereof. Three of the main elements that need to be considered are contextual performance, job fit and supervisor fit. There is anot
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41

Squire, Philip. "How can a 'client-centric values' approach to selling lead to the 'co-creation' of a new global selling mindset?" Thesis, Middlesex University, 2009. http://eprints.mdx.ac.uk/9548/.

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This dissertation explores the extent to which a values-based approach to developing relationships between sales people and their customers enhances sales performance. Traditional approaches to selling have outlived their usefulness – whilst they purport to be based on models that are customer-centric, they are based on perspectives of sellers and are not, therefore, aligned to the needs of customers. Empirical Research with 83 customers and key account managers provides the basis for an emerging values construct based on four differentiating values for outstanding sales performance and four n
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42

Kouzoubasis, Thomas, and Sakka Homam Al. "The Impact of Short Selling on Stock Returns - An Event Study in Sweden." Thesis, Mälardalens högskola, Akademin för ekonomi, samhälle och teknik, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-54600.

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Short selling, and its informational role in the formation of stock prices have been the epicenter of prior literature. Is there a relationship between short selling and abnormal returns? While numerous studies found a negative relationship, researchers do not unanimously agree on the existence, nor the strength, of this relationship. Using net short positions extracted from the registry of the FI for stocks listed in the OMX Stockholm 30 Exchange from January 2017 to December 2020, we examine this relationship exclusively in Sweden. The results have been scrutinized via regression analysis to
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Sudbury, Wendy. "Direct selling : a decision frame approach in marketing." Thesis, Cranfield University, 1991. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.305387.

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44

Moura, Marcelo Gamieiro de. "Selling the state : privatisation and regulation in Brazil." Thesis, University of Essex, 2004. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.410240.

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45

Somervuo, Timo J. (Timo Juhani). "Factors affecting the selling prices of small firms." Thesis, Massachusetts Institute of Technology, 2008. http://hdl.handle.net/1721.1/46490.

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Thesis (M. Eng.)--Massachusetts Institute of Technology, Dept. of Electrical Engineering and Computer Science, 2008.<br>Includes bibliographical references (p. 36-37).<br>58 percent of the jobs in the United Stated are created by firms with fewer than 500 employees (Davis, et al. [1998]). Yet, there is only limited research done on the industry trends and conditions affecting small company sale transactions. The small business industry has very different dynamics compared to the large public companies. Based on my findings, small businesses have significantly lower price-to-earning ratios comp
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Kalibjian, Jeffrey R. "Selling Telemetry Data Over the Internet Using SET." International Foundation for Telemetering, 1998. http://hdl.handle.net/10150/609173.

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International Telemetering Conference Proceedings / October 26-29, 1998 / Town & Country Resort Hotel and Convention Center, San Diego, California<br>Over the past two years the design and implementation of secure Internet based data sharing tools which could enable geographically remote contractor teams to access flight and test telemetry data securely over the Internet were presented [1] [2]. Key technologies facilitating these capabilities were the Hypertext Transfer (HTTP) protocol , the Secure Sockets Layer (SSL) protocol, and the Secure Multipurpose Internet Mail Extension (S/MIME) speci
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"Solution selling." Chinese University of Hong Kong, 1985. http://library.cuhk.edu.hk/record=b5885534.

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Rodrigues, Ana Sofia Faustino. "Selling happiness." Master's thesis, 2013. http://hdl.handle.net/10071/13633.

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A thesis uncovering the conditions associated to the happiness seeking need. It starts with a scientific screening and characterization of happiness as a human condition, happiness as a need and formulates the evidences supporting the happiness seeking market. From here after, exploratory research tools are manipulated, to understand the Portuguese Happiness Seeker, its characteristics and potential, and best strategies are presented to be considered in the pursuit of happiness.<br>Esta é uma tese que explora as condições associadas à necessidade de procura de felicidade. Começa com uma tri
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LAI, MING-MEI, and 賴鳴美. "Selling Price and Selling Time：The Influences of Pricing Strategies." Thesis, 2005. http://ndltd.ncl.edu.tw/handle/08175697208838577122.

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碩士<br>國立臺北大學<br>不動產與城鄉環境學系<br>93<br>A residential property is the most expensive of consumption and investment goods, and the important factor of affecting its revenue and risk is selling price and selling time. A seller hopes applying pricing strategies maximizes selling price and minimizes selling time, and real estate participants care how to examine selling price and selling time. Past researches have shown DOP and price concession influencing selling price and selling time, but ignored the different pricing strategies owing to DOP and price concession. This paper proves the effects of dif
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Lin, Chieh-Hao, and 林介浩. "Discussing Direct-Selling Dealers'' Reaction to Direct-Selling Companies'' Virtual Channel." Thesis, 2003. http://ndltd.ncl.edu.tw/handle/14497239864664118033.

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碩士<br>國立成功大學<br>國際企業研究所碩博士班<br>91<br>The development of internet has encouraged physical channel operators to establish additional virtual channels. According to past research findings, although multi-channel may bring more sales, it may also cause the disorder of relationships between suppliers and dealers, especially for the direct-selling industry. So it has become an important issue for both parties to manage the influence caused by adding virtual channels. Currently some direct-selling companies have already established websites for their dealers and customers to search related informat
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