Comparisons of Salespeople in Multilevel vs. Single Level Direct Selling Organizations

Brodie, Stewart; Stanworth, John; Wotruba, Thomas R.
March 2002
Journal of Personal Selling & Sales Management;Spring2002, Vol. 22 Issue 2, p67
Academic Journal
This study is the first to explore the differences in demographic, behavioral, and attitudinal characteristics of direct selling salespersons in multilevel (ML) versus single-level (SL) types of direct selling organizations. A study with 469 ML and 204 SL direct salespersons in the UK showed numerous differences between these two groups that are reported and discussed. Implications for managers and members of direct selling organizations are provided.


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