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!ᎍϦљ௦Ҕჴᡏ೯ၡϐ،ϩޔDecision-MakingAnalysisofPhysicalChannelforDirectSellingCompanies!!!ഋளว!ߞᑫDer-FaRobertChen!Hsin-HsinLeeس୯ҥύξεᏢҾᆅ!س୯ҥύξεᏢҾᆅଯѱՋη804ጪੇၡ70ဦ!ଯѱѰᔼ813Ўৱၡ111ဦTel:(07)5252000#4621Tel:(07)3598515!E-mail:derfa@bm.nsysu.edu.twE-mail:bookstar_lee@yahoo.com.tw!!!!!!!!!!!!!!!!!ᄔा!!ᎍޔ՜Կჴᡏ۫⬏ǴӵԜ࣮՟ᆶۯᎍϦљഌុஒ೯ၡޔӜޕԃଆǴኧৎ3115ค۫⬏ᔼኳޑεኴϐϣܭيவǶᗦ܌բࣁǴਔϐ໔зΓคޑౢҁ፦ҟ࣯Ǵޑࢂढ़ғقᎍϦљԶޔܭჴᡏ۫⬏ჹޑǴՠΕᝡݾᐟਗ਼ޑዕ܌ᎍޔԄࢂ!ǶޑЬाҞޑزӢԜӵՖ،Εჴᡏ೯ၡࢂҁࣴޑᎍΕჴᡏ೯ၡޔǴၸᢀჸᆶుࡋೖፋวҞزਢࣴঁڗ௦زҁࣴᎍౢޔӝᏢೌЎᆶჴ୍ೖፋϐၗǴᘜયزࠠᄊᆶᔼኳԄ࣬ӭϡǴҁࣴᆶຝǵ࠼Њϐಔӝǵ॥܄Εჴᡏ೯ၡѸԵቾѤঁᄬय़ǴϩձࢂࠔϐਥᏵаѤঁᄬय़วр،ᛥزᓀϐᆅаϷ)៝࠼*ᜢ߯ϐቫભǶനࡕҁࣴ!୷ᘵǶޑᎍϦљբࣁჴᡏ೯ၡ،ޔշڐዬǴа!!!!!!!!!!!!ᎍǵჴᡏ೯ၡǵค۫⬏ǵ៝࠼ᜢ߯ǵ೯ၡ،ޔᜢᗖӷǺ117!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!ᎍᏢೌࣴޔԃಃΜۛ3117!AbstractSeveralfamousdirectsellingcompanieshavedevelopedphysicalchannelssince2004.Thephenomenoncontradictstheideaofthewell-knownnatureofdirectselling.Peoplearefamiliarwiththebusinessmodelofdirectsellingasbeingnon-store.Weareinterestedinknowingthedecisionprocessofdirect-sellingcompaniestobuildphysicalchannelsandhowitworksinthecompetitiveenvironment.Theresearchadoptedcasestudymethodbyobservationandin-depthinterview.Weconcludedthattherewerefourdimensionstoconsiderinbuildingthephysicalchannelforthedirectsellingbusiness.Thefourdimensionsincludethecharacteristicsandimagesofproductǵcustomerportfoliosǵriskcontrolandhierarchiesof(customer)relationship.Attheendwedevelopedthedecision-makingmodelforbuildingthephysicalchanneldecisionaccordingtothesaiddimensions.KeywordsǺdirectsellingǵphysicalchannelǵnon-storeǵcustomerrelationshipǵchanneldecision118!ᎍϦљ௦Ҕჴᡏ೯ၡϐ،ϩޔ!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!ᎍϦљ௦Ҕჴᡏ೯ၡϐ،ϩޔ൘ǵᆣፕ!ᎍǴഖฅᔍቃϯӦᆂီวჴᡏ۫⬏೯ၡ)аΠᙁᆀჴޔޑค۫⬏ᎍ୧ܭឦᡏ೯ၡ*Ǵ೭ᅿੋϷҁ፦ፂँᆶҟ࣯ޑբࣁǴςᡣӭჴ୍ࣚΓγค܌வǹᔼᡄᒠࢂεό࣬ӕޑϐ໔ޣٿჴᡏ۫⬏ᎍ୧ǴډΓᎍ୧Ǵวޑഖவค۫⬏ޑǴӢԜคፕჴ୍ࣚ܈ᏢೌࣚԖѸाှ໒೭იᜦǶ!!ङඳزǵࣴϖԃϣԋߏ2/9७ǴӧԜӕਔаค۫⬏ᎍ୧ࣁЬाܭᔼᚐӧѠޑᎍޔᎍ୧ኳԄޑޔᎍǴவ3115ԃଆँฅഌុวჴᡏ೯ၡǴԶЪ࠹ᆀᕇளόᒱޑԛӼ୍ܺύЈԋҥࡕǴᔼᚐᆶཥуԋᕮǶӼϦљᕴቅܴ߄ҢǺӼᡏᡍύЈኳޑᎍΓኧܴ֡ᡉԋߏǴ೭߄Ңঁ่ӝౢࠔǵჴΚǵᐕўޔΕԄǴࢂ҅ዴޑᒧ)ӼϦљᆛઠ*Ƕऍৎ߾ႣीӄѠ໒211ৎ଼நғࢲᓔǴԃ໔ǴऍৎԃࡋᕮΨٿ
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