Overview

The Power of Direct Selling. Direct selling is not an industry per se nor is it merely a go-to-market business model and channel to reach consumers. It is bigger than any of this–direct selling is people. The ability for people with entrepreneurial spirit to build a successful business, whether it be from the ground up or by representing a company's product, is at the heart of direct selling and it is people who made (and continue to make) direct selling the successful marketplace that it is today. The direct selling marketplace is comprised of mission-driven and socially responsible companies offering a wide variety of product and services, and the list of direct selling companies is abundant with entrepreneurs who built their businesses by utilizing an independent salesforce channel to market and sell their products or services directly to consumers. Possibly one of the most prominent of these entrepreneurs is Mary Kay Ash, a legend as a glass-ceiling breaker and a woman who built a very successful business with a go-to-market strategy of direct selling. Unlike Mary Kay Ash, however, not all aspiring business owners are willing/able to invest their savings and time on a start-up business. These micro-entrepreneurs desire to have the economic and social benefits of managing their own businesses but do not want the startup costs and demands associated with traditional business planning. As such, becoming a direct selling distributor offers a low-risk, low-cost pathway to micro-entrepreneurship. The traditional barriers to small business ownership are removed when a micro-entrepreneur builds a direct selling business that is backed by established brands. These established brands, several of which are featured in this book, offer the micro-entrepreneurs quality products, business training, and technological resources to achieve a self-determined metric of success. Framed within the context of entrepreneurship and an historical overview of the long-term sustainability of this business model, this book is intended for practitioners who want to read about the breadth and depth of direct selling. Importantly, this book provides considerable depth in terms of three particular issues associated with direct selling: Compensation , Ethics & compliance, and Global reach. For scholars, this book is built on a strong foundation of valid and reliable research endeavors. The authors have published research on direct selling in high quality, reputable and peer-reviewed academic and practitioner journals. Thus, this book can add foundationally to the research efforts of academics who are conducting research in a wide variety of topics (such as sales, women empowerment, business strategy, ethics, distribution models, gig economy, and global entry – to name a few), as well as to members of the press who want reliable and valid content upon which to build their stories. The book's content is also particularly informative for policymakers at the local, state, national, and international levels. For students, reading this book will offer a variety of insights, particularly related to the intricacies of channel selection and design. Direct Selling: A Global and Social Business Model is a collective project from eight academics and practitioners who have dedicated much of their careers to understanding direct selling as both a go-to-market strategy and a channel of distribution and to capturing the people who are the foundation of direct selling. The pages of this book bring together a wealth of research and knowledge that can inform a broad spectrum of constituents about the economic and social benefits of direct selling, while also providing detail and clarity on key issues related to direct selling as a sustainable business model.

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9781637421130

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Reviews

'Direct Selling: A Global and Social Business Model' is not your typical attempt at a template/process manual to build a business with direct selling as a go-to-market strategy or to become an independent contractor. Rather, this valuable resource brings the reader into the direct selling landscape by bridging the science, art, and heart of the business model. With data, examples, and insights to detail the why, what, and how, you will walk away with great clarity and relational context for engaging in this dynamic marketplace. You will discover why relationships matter and how you, whether the company founder or an independent contractor, have the power to create opportunity and purpose that galvanizes others for measurable social, economic, and global impact.--Connie Tang, Founder and CEO, Gritty Executive Consulting, LLC; Author--Fearless Living: 8 Life-Changing Values for Breakthrough Success Given its importance, the direct selling industry has received relatively little research attention. Worse, the industry is often underappreciated and misunderstood! Consequently, this book is long overdue! Top experts in the field have come together to offer different perspectives, ranging from the historic roots to the effects of e-commerce on direct selling. The knowledge, insights, and very accessible style of the authors make this book a true gem and an absolute must read for everyone with an interest in direct selling.-- Prof. Bodo B. Schlegelmilch, WU Vienna This book is a must read for anyone curious about, interested in, or involved with the direct selling channel. The topics are covered thoroughly, and the material is easy to understand. As a lawyer with 30 years of experience in the direct selling marketplace and a former board member of the Direct Selling Education Foundation, I have relied on a variety of materials to explain the ins and outs of direct selling. This excellent book--written by experienced and knowledgeable academics and business leaders--is exactly what I have sought all these years!--Kerry Tassopoulos, The Tassopoulos Law Firm PLLC

'Direct Selling: A Global and Social Business Model' is not your typical attempt at a template/process manual to build a business with direct selling as a go-to-market strategy or to become an independent contractor. Rather, this valuable resource brings the reader into the direct selling landscape by bridging the science, art, and heart of the business model. With data, examples, and insights to detail the why, what, and how, you will walk away with great clarity and relational context for engaging in this dynamic marketplace. You will discover why relationships matter and how you, whether the company founder or an independent contractor, have the power to create opportunity and purpose that galvanizes others for measurable social, economic, and global impact.--Connie Tang, Founder and CEO, Gritty Executive Consulting, LLC; Author--Fearless Living: 8 Life-Changing Values for Breakthrough Success Given its importance, the direct selling industry has received relatively little research attention. Worse, the industry is often underappreciated and misunderstood! Consequently, this book is long overdue! Top experts in the field have come together to offer different perspectives, ranging from the historic roots to the effects of e-commerce on direct selling. The knowledge, insights, and very accessible style of the authors make this book a true gem and an absolute ""must read"" for everyone with an interest in direct selling.-- Prof. Bodo B. Schlegelmilch, WU Vienna This book is a must read for anyone curious about, interested in, or involved with the direct selling channel. The topics are covered thoroughly, and the material is easy to understand. As a lawyer with 30 years of experience in the direct selling marketplace and a former board member of the Direct Selling Education Foundation, I have relied on a variety of materials to explain the ins and outs of direct selling. This excellent book--written by experienced and knowledgeable academics and business leaders--is exactly what I have sought all these years!--Kerry Tassopoulos, The Tassopoulos Law Firm PLLC

Author Information

Sara Cochran is the clinical assistant professor of management and entrepreneurship, Kelley School of Business, Indiana University Anne Coughlan, Polk Bros. Chair in Retailing and Professor of Marketing, Emerita, Kellogg School of Management, Northwestern University Vicky Crittenden, Professor of Marketing, Babson College

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