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Outsourcing salesforces via self-employment: the case of direct selling in the UK

Stanworth, John and Brodie, Stewart and Wotruba, Thomas R. and Purdy, David (2004) Outsourcing salesforces via self-employment: the case of direct selling in the UK. Journal of Small Business and Enterprise Development, 11 (1). pp. 50-59. ISSN 1462-6004

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Official URL: http://dx.doi.org/10.1108/14626000410519092


The past two decades have witnessed little, if any, growth in the numbers of small firms with employees in the UK. At the same time, a substantial growth in the numbers of self-employed without employees as a component of the UK national labour force has been witnessed. The current article reports on a recent study into direct selling that accounts for around 500,000 "independent contractors" at any one time, albeit, in this case, operating often as part of an invisible economy, though linked with household-name direct selling companies. With the advent of more large companies, such as the recently privatised utilities, using direct selling as a distribution format, there is a strong case for achieving a wider understanding of the dynamics of this system.

Item Type:Article
Uncontrolled Keywords:Contract workers, direct selling, outsourcing, self-employed workers, small enterprises, United Kingdom
Research Community:University of Westminster > Westminster Business School
ID Code:2542
Deposited On:30 Oct 2006
Last Modified:11 Oct 2011 12:49

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