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Direct Selling News  > Perspectives  > New Perspectives

History repeats itself. Just as Yogi Berra famously said, “It’s déjà vu all over again.” The 2012 billion-dollar short seller attack on Herbalife is a replay of the seminal challenge to the Direct Selling model won by Amway in 1979.

The Critical Importance of Industry Research

by The USDSA and WFDSA Research Committee Leaders

August 01, 2013

Why Is Research So Important? Industry Research is a topic most people don’t think much about, but in reality it is critically important to our everyday business. In fact, research provides a great many benefits.

A Changing Marketplace Impacts Direct Sellers

by Larry Chonko, Ph.D.

November 01, 2011

As the marketplace changes, so must the role of the direct sales person. Direct sales people cannot rely solely on “what worked in the past.” As customers change how they behave in the marketplace, direct sales people must continually balance timeless competencies with timely touch points in order to deliver the highest level of quality and service to their customers.

Making Academic Research Practical for Direct Sellers

by Greg W. Marshall

February 01, 2009

No Stereotypical Academics Here
OK, I know all the stereotypes about academicians. We’re eggheads, detached from the “real word,” focused only on theory, incapable of communicating effectively ...

Gas Prices and Other Economic Woes

by Professors Larry Chonko and Buddy LaForge

September 02, 2008

Call for Creativity or Signal of Desperation?

Driving growth through Innovation

by Professors Larry Chonko and Buddy LaForge

August 15, 2008

In 2000 Procter & Gamble (P&G) was struggling. Profits were down and the company’s stock price had dropped more than 50 percent resulting in a loss of more than $50 billion in market capitalization.

Customer Service Revisited

by Professors Larry Chonko and Buddy LaForge

May 15, 2008

Our May 2007 Direct Selling News article titled “Championship Customer Service” presented key findings from the first-ever BusinessWeek rankings of the best customer service companies.

Cognitive Fitness for Direct Selling Executives

by Professors Larry Chonko and Buddy LaForge

December 10, 2007

Roderick Gilkey and Clint Kilts translate the results from recent neuroscience research...

Salesperson Communications and Customer Value

by Professors Larry Chonko and Buddy LaForge

November 12, 2007

CARING thoughtware and customer value was the focus of our last article.

CARING Thoughtware and Customer Value

by Professors Larry Chonko and Buddy LaForge

October 12, 2007

Most people are familiar with Lewis Carroll’s classic Alice in Wonderland.

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