Pumela Msweli
Modelling distributor retention in network marketing organisations
Msweli, Pumela; Sargeant, Adrian
Authors
Adrian Sargeant
Abstract
This paper proposes a model of distributor retention in network marketing (NWM) organisations based on a review of the existing literature from salesforce management, turnover and marketing perspectives. It is hypothesised that a number of the characteristics of NWM organisations, and those of the individual distributors themselves, could offer considerable utility in allowing NWM organisations to predict the duration of the relationship that they might expect to develop with a particular distributor. © 2001, MCB UP Limited
| Journal Article Type | Article |
|---|---|
| Publication Date | Dec 1, 2001 |
| Journal | Marketing Intelligence & Planning |
| Print ISSN | 0263-4503 |
| Publisher | Emerald |
| Peer Reviewed | Peer Reviewed |
| Volume | 19 |
| Issue | 7 |
| Pages | 507-514 |
| DOI | https://doi.org/10.1108/EUM0000000006215 |
| Keywords | distributors, multi-level marketing, retention, South Africa |
| Public URL | https://uwe-repository.worktribe.com/output/1091618 |
| Publisher URL | http://dx.doi.org/10.1108/EUM0000000006215 |