Please use this identifier to cite or link to this item:
http://hdl.handle.net/10071/1166
Author(s): | Alturas, Bráulio Santos, Maria da Conceição Pereira, Ivo |
Date: | 2005 |
Title: | Determinants Of Consumers’ Satisfaction and Acceptance of Direct Selling |
Pages: | 91 |
Event title: | Academy of Marketing Annual Conference 2005 - Marketing: Building Business, Shaping Society |
Keywords: | Direct selling Customer satisfaction Consumer behaviour Distribution channels |
Abstract: | This paper studies the factors that influence the consumers’ satisfaction and acceptance of direct selling. Direct selling has been exhibiting in the last decade substantial growth in sales revenues and number of salespeople involved. Also the acceptance on the part of the consumers has been increasing; in spite of they show more and more demanding and informed. The literature reveals that the relationship between customer satisfaction and direct selling has not been sufficiently studied, yet. This paper, applying a quantitative approach attempts to provide some data on this relation. Results indicate that the consumer former experience is the major factor that leads to direct selling acceptance and satisfaction. |
Peerreviewed: | Sim |
Access type: | Open Access |
Appears in Collections: | ISTAR-CRI - Comunicações a conferências internacionais |
Files in This Item:
File | Description | Size | Format | |
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Paper AM2005.pdf | 128,06 kB | Adobe PDF | View/Open |
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