本文以台灣地區多層次傳銷公司之傳銷商為對象,探討傳銷組識上下線間的工作價值觀及關係品質對經營績效的影響,以及彼此間之關係,目的在使有志於傳銷事業者了解上下線間的工作價值觀及關係品質,對其在傳銷領域運作的重要性,以協助其提高經營績效,同時提出一套理論架構供管理理論與實務參考。本文採用問卷調查方法,整體共回收540位傳銷商所填答之有效問卷,並以迴歸分析進行資料分析,結果發現:1.傳銷組識上下線間的工作價值觀會正向影響彼此問的關係品質。2.傳銷組識上下線問的工作價值觀會正向影響傳銷商的經營績效。3.傳銷組識上下線間的關係品質會正向影響傳銷商的經營績效。4.傳銷組識上下線間的關係品質在工作價值觀與經營績效之間存在部份中介效果。
Our goal in this research is to understand the uplink and downlink interrelationship in order to improve their relationship in direct sales companies. We develop a framework for the research and practice of direct sales in multi-level marketing (MLM). This research adopts questionnaires to survey the direct sales in multi-level marketing. The quantitative data were collected from a total of 540 direct sales within Taiwan. Results are showed as follows: First, the concept of work value between the uplink and downlink has positive impact towards the relationship quality. Second, the concept of work value between the uplink and downlink has positive impact towards the performance. Third, the relationship quality between the uplink and downlink has positive impact towards the performance. And the fourth, the relationship quality has partial intervening effect between the concept of work value and the performance.