AI SearchAnalysis of the direct selling environment in China (Record no. 5096)
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| 005 - DATE AND TIME OF LATEST TRANSACTION | |
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| fixed length control field | 061209s2005 th uu|m rtt 0| a1eng d |
| 035 ## - SYSTEM CONTROL NUMBER | |
| System control number | .b12002021 |
| 099 #9 - LOCAL FREE-TEXT CALL NUMBER (OCLC) | |
| Classification number | AIT RSPR no.SM-05-94 |
| 100 0# - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Lu, Jinghua |
| 245 10 - TITLE STATEMENT | |
| Title | Analysis of the direct selling environment in China |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Pathum Thani, Thailand : |
| Name of publisher, distributor, etc. | Asian Institute of Technology, |
| Date of publication, distribution, etc. | 2005 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 68 leaves |
| 490 1# - SERIES STATEMENT | |
| Series statement | Research studies project report ; |
| Volume/sequential designation | no. SM-05-94 |
| 500 ## - GENERAL NOTE | |
| General note | A research study submitted in partial fulfillment of the requirements for the degree of Master of Business Administration, School of Management |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Direct selling was first introduced to China by Avon Products Inc. in late 80s. Since then, this new business model prevailed quickly in the Chinese market and China attracted more and more direct sellers, with its fast growing economy, increasing purchasing power and huge market demand. However, unlike in the other markets, the business didn't go well in China, the trickiest market called by many direct selling companies. Because of the widespread emergence of fraudulent sales schemes, direct selling started to arouse many arguments and wide public attention in China since late 90s. In order to prevent further social disorder and consumer losses, the Chinese government banned all the direct selling activities in 1998. Only licensed direct selling companies were allowed to continue their business in China, but they had to change their direct models to retail outlets plus salespersons model. Many people expected there would he a continuing decline in the business primarily focused on the direct distribution model after the ban, however, the reality is different. Many companies successfully converted their business models to adapt to the external business environment in China. This research paper aims to analyze the direct selling environment in China and provide recommendations for foreign companies entering the Chinese market. Firstly, the paper gives related definitions of direct selling, and then presents the overview of direct selling business in both global and Chinese market. This paper also reviews the different stages of direct selling's development in China and discusses the reasons of 1998's ban on the industry. Then it reviews the experience of two leading foreign companies Amway and Avon in the transformation process of their business models. Their experience is related to China's cultural, demographic, economic and political environment. The discussion of findings and recommendations will help foreign direct selling companies enter the emerging Chinese market and improve their marketing performancc for the longtern growth. |
| 502 ## - DISSERTATION NOTE | |
| Dissertation note | Research report (M.Sc.) - Asian Institute of Technology, 2005 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name entry element | Direct selling |
| Geographic subdivision | China |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Tang, John C.S., |
| Relator term | Chairperson |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Swierczek, F.W., |
| Relator term | Examination Committee |
| 700 0# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Sununta Siengthai, |
| Relator term | Examination Committee |
| 710 2# - ADDED ENTRY--CORPORATE NAME | |
| Corporate name or jurisdiction name as entry element | China Scholarship Council, People's Republic of China, |
| Relator term | Scholarship donor |
| 710 2# - ADDED ENTRY--CORPORATE NAME | |
| Corporate name or jurisdiction name as entry element | AIT Fellowship, |
| Relator term | Scholarship donor |
| 810 2# - SERIES ADDED ENTRY--CORPORATE NAME | |
| Corporate name or jurisdiction name as entry element | Asian Institute of Technology. |
| Title of a work | Research studies project report ; |
| Volume/sequential designation | no. SM-05-94 |
| 856 ## - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Full-Text |
| Uniform Resource Identifier | <a href="http://203.159.5.9/ait-thesis/detail.php?q=B09636">http://203.159.5.9/ait-thesis/detail.php?q=B09636</a> |
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| Koha item type | 20-AIT Publication |
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| Withdrawn status | Lost status | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Cost, normal purchase price | Total checkouts | Full call number | Barcode | Date last seen | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Available for Loans | Asian Institute of Technology Library | Asian Institute of Technology Library | AIT Publications | 17/08/2026 | 50.00 | AIT RSPR no.SM-05-94 | 30050120910178 | 17/08/2026 | 1 | 17/08/2026 | 20-AIT Publication | ||||
| Available for Loans | Asian Institute of Technology Library | Asian Institute of Technology Library | AIT Publications | 17/08/2026 | 50.00 | AIT RSPR no.SM-05-94 | 30050120993745 | 17/08/2026 | 2 | 17/08/2026 | 20-AIT Publication | ||||
| Available for Loans | Asian Institute of Technology Library | Asian Institute of Technology Library | Archives | 17/08/2026 | AIT RSPR no.SM-05-94 | 30050120662431 | 17/08/2026 | 3 | 17/08/2026 | 22-AIT Thesis (Replacement) | |||||
| Available for Loans | Asian Institute of Technology Library | Asian Institute of Technology Library | Archives | 17/08/2026 | AIT RSPR no.SM-05-94 | 30050120376891 | 17/08/2026 | 1 | 17/08/2026 | 40-Archives |