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  • January 2010 (Revised March 2010)
  • Background Note
  • HBS Case Collection

A Note on Direct Selling in Developing Economies

By: Michael Chu and Joel Emilio Bregman Segre
  • Format:Print
  • | Pages:16
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Abstract

Informal and formal direct selling play a particularly important role in developing countries characterized by markets with limited retail sectors. This note explores the practice of direct selling for the company, the sales person, and the consumer, as well as the potential of direct selling as a means of reaching the base of the pyramid for both commercial and social purposes.

Keywords

Customers; Developing Countries and Economies; Marketing Channels; Marketing Strategy; Emerging Markets; Sales

Citation

Chu, Michael, and Joel Emilio Bregman Segre. "A Note on Direct Selling in Developing Economies." Harvard Business School Background Note 310-068, January 2010. (Revised March 2010.)
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About The Author

Michael Chu

General Management
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More from the Authors
  • Ceibal: Sustaining and Scaling Educational Innovation in Uruguay By: John J-H Kim, Michael Chu and Mariana Cal
  • BancoSol: Financial Inclusion in the Perfect Storm By: Michael Chu and Carla Larangeira
  • Katitas: Home Ownership for the Majority of Japan By: Michael Chu, Akiko Kanno and Nobuo Sato
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