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The influence of up line support on change success in Malaysian health care products direct selling industry


Md Isa, Filzah and Cheng, Wei Hin and Mohd Yunus, Jasmani (2012) The influence of up line support on change success in Malaysian health care products direct selling industry. International Journal of Business and Management Science, 5 (1). pp. 51-64. ISSN 1985-692X

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Abstract

The main purpose of this study is to explore the relationship between up line support and both change success proxies namely sales performance and job satisfaction, among salespersons in direct selling industry of Malaysia. Six hundred ninety structured questionnaires were distributed to salespersons throughout Malaysia and 244 were returned but only 238 were usable. The results illustrate that up line support has shown positive influence on job satisfaction but not on sales performance. This study contributes a significant knowledge to direct selling industry since there is still a lack of studies that have been done on the relationship between up line support influences on change success in this particular industry. This study adds to the literature by showing the importance of up line support on change success in direct selling industry. It also provides some theoretical contributions to sales management practices in the competitive environment of direct selling industry.

Item Type: Article
Subjects: H Social Sciences > HB Economic Theory
Divisions: School of Business Management
Depositing User: Dr. Filzah Md. Isa
Date Deposited: 13 Sep 2015 01:54
Last Modified: 20 Apr 2016 06:51
URI: http://repo.uum.edu.my/id/eprint/15460

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