多層次傳銷之雙向制獎金制度分析

Analysis of the Binary System on the Multi-Level Marketing

李桂春(Guey-Chuen Lee)

《直銷管理評論》 1卷3期 (2011/12) Pp. 23-44

https://doi.org/10.6201/DSMR.2011.1(3).02

摘要

多層次傳銷公司之獎金制度中有一種稱為雙向制獎金制度，此種制度下，越上層的人在獎金分配上越佔優勢，使得公司吸收會員的速度非常快。會員人數越多，公司的總營業額也會越多，然而有些雙向制獎金制度的傳銷公司卻因發出獎金比例過高而倒閉，引起了公平會的注意，這成為八十五年公平會處分十二家雙向制多層次傳銷公司的理由之一。所以雙向制獎金制度之傳銷公司特別小心獎金發爆的問題。在學術界研究此方面的論文非常少，有的也只是將制度詳加說明一遍或僅分析出一種簡單情況。深入討論各種可能的變化，推導出適用之數學通式，此部份國內未見有論文發表。本文將推導出多層次傳銷公司之雙向制獎金制度通用數學公式，並將人為操縱與時間變化等因素考慮進去，算出獎金最大可能發放百分比例。再從數學公式之參數中，判斷出重要影響之項目，進一步提出防止獎金發爆之控制方法。

關鍵字

多層次傳銷 ； 雙向制獎金制度

並列摘要

Binary compensation system is one of the schemes used in multi-level marketing company. Under this binary compensation scheme, the company may recruit members rapidly, because the higher level members could achieve, the greater advantage they could gain in the allocation of bonus. With the growing number of members, the company's sales volume will increase significantly. However, the binary compensation scheme may cause the bankruptcy of a firm due to the over-distributed bonus to the direct sellers. This situation has called the Fair Trade Commission's attention, and it became one of the reasons for the FTC to inflict a penalty upon twelve binary-compensation-scheme multi-level marketing companies in 1996. Therefore, the multi-level marketing company must pay more attention to the explosion of bonus distribution. In academia, related subject is seldom discussed in the research paper, and a few papers are only expatiate on the scheme or analyze only one simple situation. The research papers that discuss all possible variation deeply and infer the appropriate mathematic program are seldom given in the domestic. This research will infer a general mathematics formula for the binary compensation schemes, and put manipulation and time variation into consideration to count the possible maximum percentage of bonus distribution. In addition, we analyze the items that have essential influence from mathematics formula parameter, and devise a better method to control the bonus distribution.

並列關鍵字

Multi-level marketing ； Binary compensation system