Структурирани процеси за интегриране и развитие на нови дистрибутори в мрежовия маркетинг
Structured processes for integrating and developing new distributors in multi-level marketing (MLM)
Author(s): Petar Georgiev LazarovSubject(s): Politics / Political Sciences, Politics, Economy, Labor relations, Financial Markets, Human Resources in Economy, Socio-Economic Research
Published by: Висше училище по сигурност и икономика (ВУСИ)
Keywords: multi-level (network) marketing (MLM); structured onboarding; mentoring; coaching; retention
Summary/Abstract: The purpose of the article is to systematize and analyze the end-to-end processes of integrating and developing new distributors in multi-level (network) marketing (MLM) – from pre-boarding, orientation and training, through mentoring/coaching by the sponsor (upline), to development within 3, 6, and 12 months. The focus is on retention, ethical standards and regulations, productivity and network sustainability. An integrative model is proposed that links input factors (structure, training, back-office support, digital tools, leadership behavior) with mediators (role clarity, self-efficacy, trust, social integration) and outcomes (retention, sales activity, lower unethical pressure).
Journal: Годишник - Висше училище по сигурност и икономика
- Issue Year: XXII/2025
- Issue No: 1
- Page Range: 148-159
- Page Count: 12
- Language: English, Bulgarian
