Determinants and outcomes of strategic orientations : empirical evidence from MultiLevel Marketing (MLM) industry of Malaysia / Leila Radmand and Shamsuddin Mukhtaram

Mukhtaram, Shamsuddin and Radmand, Leila (2013) Determinants and outcomes of strategic orientations : empirical evidence from MultiLevel Marketing (MLM) industry of Malaysia / Leila Radmand and Shamsuddin Mukhtaram. Business and Management Quarterly Review (BMQR), 4 (1). pp. 1-21. ISSN 2180-2777

Official URL: http://www.bmqruitm.com/

Abstract

The purpose of this study is primarily to examine the effects of the top management behaviour on the levels of pre-purchase satisfaction and the service profit chain of MLM companies. The sampling size was 453 independent distributors of 25 MLM companies. This study has provided empirical evidence to the argument that strategic orientations are crucial towards the pre-purchase satisfaction and the service profit chain of MLM companies. In particular, market orientation was found to have significant impacts on pre-purchase satisfaction, internal customer orientation, employee motivation and customer commitment. Additionally, pre-purchase satisfaction was found to have significant relationships with customer commitment.

Metadata

Item Type: Article
Creators:
Creators
Email / ID Num.
Mukhtaram, Shamsuddin
UNSPECIFIED
Radmand, Leila
UNSPECIFIED
Divisions: Universiti Teknologi MARA, Shah Alam > Faculty of Business and Management
Journal or Publication Title: Business and Management Quarterly Review (BMQR)
UiTM Journal Collections: Others > Business and Management Quarterly Review (BMQR)
ISSN: 2180-2777
Volume: 4
Number: 1
Page Range: pp. 1-21
Keywords: Top management behaviour, pre-purchase satisfaction; service profit chain, multilevel marketing, Malaysia
Date: 2013
URI: https://ir.uitm.edu.my/id/eprint/8728
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8728

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