Managing Direct Selling Activities in China

Luk, Sherriff T.K.; Fullgrabe, Lorna; Li, Stephen C.Y.

doi:10.1016/s0148-2963(97)00237-3

Cited by 55 publications

(33 citation statements)

References 14 publications

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“…An individual is obliged to pay back the debt of gratitude to another person whom he/she owe Renqing to [30]. Ganqing stands for friendship, implying expectations and obligations of getting/granting favourable responses from/to one's friends [30,34].…”

Section: Methodsmentioning

confidence: 99%

E-Commerce in China: The case of travel

Buhalis

2006

International Journal of Information Management

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Section: Methodsmentioning

confidence: 99%

E-Commerce in China: The case of travel

Buhalis

2006

International Journal of Information Management

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“…The notion of ganqing implies that each party will confront disaster or share fortunes with one another (Luk, Fullgrabe, and Li 1999). The need to maintain social exchange, therefore, has never been as critical for Western firms as when dealing with Chinese firms.…”

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confidence: 99%

Interpersonal Factors as Drivers of Quality and Performance in Western–Hong Kong Interorganizational Business Relationships

Barnes¹,

Leonidou

Lai

et al. 2015

Journal of International Marketing

119

146

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The authors report the findings of a study conducted among a sample of 202 Hong Kongbased Chinese importing companies regarding their working relationships with Western export manufacturers. In particular, the study emphasizes the effect of interpersonal factors on financial performance through the intervening roles of intercompany trust and relationship quality. Using structural equation modeling, the authors confirm that (1)

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“…This study has shown that direct sellers in Malaysia are practicing similar actions as direct sellers in China (Luk et al, 1999) which they communicate competently to create trusted relationships with their counterparts. However, the relationship components that occurred in this study are different from guanxi concept that was found by Luk et al (1999) and Merrilees and Miller (1999). This study also found that once the informants develop good rapport and gain trust from the potential buyers, they change their strategy.…”

Section: Remain Calmmentioning

confidence: 94%

“…Limited studies have been done to understand the success and sales performance in the direct selling context (e.g., Kustin & Jones, 1995;Luk, Fullgrabe, & Yi, 1999;Merrilees & Miller, 1999). Those studies have found that success in direct selling has different contributing success factors in each country context.…”

Section: Research Background and Literature Reviewmentioning

confidence: 99%

E-ISSN: 2289-1528 https://doi.org/10.17576/JKMJC-2018-3401-03 The Relationship Components of Communication Competence in the Direct Selling Process in Malaysia

Omar¹

2018

JKMJC

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The key purpose of this paper is to explore the nature of communication competence in the direct selling context by investigating the case of direct sellers in Malaysia. The growth in direct selling worldwide has a large influence in Malaysia. In 2016, more than 3.9 million people were involved as direct sellers and 62% of these were women. This phenomenon requires a better understanding of direct selling as a communication process. For this study, eleven informants were selected from different environments of the direct selling business. This design can incorporate a diversity of direct selling context. This research employed observations and interviews to explore what constitutes communication competence in the Malaysian direct selling process by taking direct sellers conceptions of their work as the point of face-to-face interaction with potential buyers. This study found that the relationship components of communication competence play an important role in the direct selling process. Friendly attitude, similarities, and fairly calm were among the ten relationship components that have been identified in this study. Obviously, the relationship components emerged in the five direct selling communication phases namely as the preparation phase, initial meeting phase, meeting phase, closing phase, and the communication disruption. This study advocated that direct sellers should attain to communicate competently in order to develop new relationships with their potential buyers.

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Managing Direct Selling Activities in China

Cited by 55 publications

References 14 publications

E-Commerce in China: The case of travel

E-Commerce in China: The case of travel

Interpersonal Factors as Drivers of Quality and Performance in Western–Hong Kong Interorganizational Business Relationships

E-ISSN: 2289-1528 https://doi.org/10.17576/JKMJC-2018-3401-03 The Relationship Components of Communication Competence in the Direct Selling Process in Malaysia

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