Page 170 - 33-2
P. 170
How Entrepreneurial Marketing Facilitates Direct Sellers’ Entrepreneurial Process: A Dynamic Adjustment
Perspective
Management, 35 (9-10): 867-885.
Ferrell, L., Gonzalez-Padron, T. L., and Ferrell, O. C. 2010. An assessment of the use of
technology in the direct selling industry. Journal of Personal Selling & Sales
Management, 30 (2): 157-165.
Franke, G. R., and Park, J. E. 2006. Salesperson adaptive selling behavior and customer
orientation: A meta-analysis. Journal of Marketing Research, 43 (4): 693-702.
Gibbs, G. R. 2007. Analyzing Qualitative Data. London, UK: Sage Publications.
Goad, E. A., and Jaramillo, F. 2014. The good, the bad and the effective: A meta-
analytic examination of selling orientation and customer orientation on sales
performance. Journal of Personal Selling & Sales Management, 34 (4): 285-
301.
Groß, C., and Jung, N. 2009. Challenging the conventional wisdom on ‘enterprise’:
Control and autonomy in a direct selling organization. Management Revue, 20
(4): 348-372.
Groß, C., and Vriens, D. 2019. The role of the distributor network in the persistence of
legal and ethical problems of multi-level marketing companies. Journal of
Business Ethics, 156: 333-355.
Hills, G. E., Hultman, C. M., and Miles, M. P. 2008. The evolution and development of
entrepreneurial marketing. Journal of Small Business Management, 46 (1): 99-
112.
Holmén, M., Magnusson, M., and McKelvey, M. 2007. What are innovation
opportunities?. Industry and Innovation, 14 (1): 27-45.
Huang, M. H. 2015. The influence of relationship marketing investments on customer
gratitude in retailing. Journal of Business Research, 68 (6): 1318-1323.
Jap, S. D., and Ganesan, S. 2000. Control mechanisms and relationship lifecycle:
Implementation for safeguarding specific investments and developing
commitment. Journal of Marketing Research, 37 (2): 227-245.
Jaramillo, F., and Grisaffe, D. B. 2009. Does customer orientation impact objective sales
performance? Insights from a longitudinal model in direct selling. Journal of
Personal Selling & Sales Management, 29 (2): 167-178.
Jones, R., and Rowley, J. 2011. Entrepreneurial marketing in small businesses: A
conceptual exploration. International Small Business Journal, 29 (1): 25-36.
162