Marketing Distribution Channels Research Articles

Structural trends of international marketing in the conditions of globalization changes

As a result of rapid technological progress and the emergence of new markets and competitors, companies must adapt their marketing strategies to remain competitive. The primary determinant of international marketing has shifted towards benchmarking, where companies seek to improve their methods and optimize their operations to increase profits, which is a pressing issue. The purpose of the article was to conduct a theoretical analysis of the concept of benchmarking and its meaning in the context of international marketing, as well as to identify new trends in global marketing that have arisen due to globalization. The theoretical and methodological basis of the article was the works of Ukrainian and foreign scientists. Methods of scientific abstraction, critical analysis, and abstract-logical methods were used during the research. The paper investigated how globalization affected the international marketing strategies of companies. It has been proven that companies must adapt to these changes using new approaches and strategies. The article identifies benchmarking as a significant trend for a company’s success in international marketing, which allows for identifying areas for improvement and applying best practices. Other factors influencing international marketing success include market research, product adaptation, branding, distribution channels, and pricing strategies. The article also analyses the challenges and opportunities of international marketing, such as cultural differences and access to new markets. The study highlights the importance of structural trends, such as benchmarking, in determining a company’s success in international marketing. This methodology also provides insight into the factors that influence international marketing success, the challenges and opportunities companies face, and the strategies they can employ to succeed in the global marketplace. The results of this research can be used to develop an international marketing strategy that considers the specifics of different markets and countries, expand the company’s international markets and develop the company’s international cooperation with other enterprises, and also to increase the effectiveness of international marketing campaigns and quick adaptation to changes in the international market

Features of formation of distribution marketing channels of agricultural production of personal peasant economy (PF)

The article considers the peculiarities of the formation of marketing channels for the distribution of agricultural products PF and identifies strategic directions for their development. The urgency of studying this issue is due to ambiguity in the development of sales activities of PF, on the one hand, their role in shaping the supply of agricultural products, and on the other - complicated sales process and lack of appropriate distribution infrastructure, which does not contribute to their effective development. It is proved that the absence of a single conceptual apparatus for the definition of the distribution channel and the composition of its functions significantly complicates the interaction of scientific developments and practical approaches to the organization of distribution of agricultural products. It is reasonable to consider under the marketing channel an orderly sequence of organizations that perform one or more functions necessary to ensure the ability to purchase products by the end consumer in a convenient place, time, in the required quantity and quality at minimal cost. The main difficulties in organizing the supply of agricultural products PF on the basis of a survey of rural households, including the following: lack of planning in production and marketing activities, episodic and spontaneous trade, its toning, lack of long-term cooperation with processing enterprises, lack of civilized infrastructure and distribution. The peculiarities of the functioning of the main channels of distribution of agricultural products of PF - trade and intermediary structures, retail and food markets, places of spontaneous trade, dairy and meat processing enterprises, procurement organizations are highlighted. The main difficulties in the development of economic relations of farms with processing enterprises and procurement organizations are substantiated: low prices, lack of partnerships that would provide "supplier development", not an objective definition of quality, and so on. In order to support targeted sales activities by peasant households, tools have been proposed to stimulate the development of sales marketing cooperatives, local wholesale and distribution centers with units for the organization of agricultural products from PF and to establish scientific and advisory support for business-type sales activities. higher agricultural education and a network of regional research centers. Key words: marketing distribution channels, personal peasant economy, agricultural products, elements of distribution infrastructure.

Market Innovation and Competitive Advantage of Telecommunication Companies in Kenya

Research question. To survive, organizations must have a competitive advantage in order to stay ahead of the competition. Market innovation has remained the driving force behind most market expansions and stability in the turbulent nature of global economies. The research question for the study thus was, “do market innovations influence the competitive advantage of telecommunication companies in Kenya?”
 Design/Method/Approach. Using the philosophy of positivism, the study adopted an explanatory research design in testing the hypothesis. The main data collection instrument was a structured questionnaire using both physical conduct and online interactions to return 247 responses from mid and top-level managers in a total of 26 active telecommunications companies in Kenya. The study used both descriptive and inferential statistics using SPSS computer application to analyze the data.
 Findings. The study findings established that innovative distribution channels significantly influenced the competitive advantage of telecommunication companies in Kenya, while advertising and promotions did not have a significant influence. This led to the conclusion that market innovation has a significant influence on the competitive advantage of telecommunication companies in Kenya.
 Practical implications. The study recommends that telecommunication companies need to form collaborations and partnerships for establishing market distribution channels that have indicated to bring influence onto the competitive advantage of the companies. Other recommendations include a wider coverage of the East African market for the telecommunications sector. The study provides insights into new companies with an interest in the region.
 Originality/Value. From the results, marketing and promotions are not the only major contributing factors in the competitive advantage of telecommunication companies in Kenya; one must consider distribution channels too.
 Research limitations/Future Research. The study faced limitations on visiting the field during the COVID-19 pandemic period, thus encountering entry restrictions into various premises. All protocols were observed to overcome that obstacle. Some of the telecommunications companies were facing difficulties in operations and hence could not participate.
 Paper type. Empirical.

PENGARUH ORIENTASI PASAR, KELENGKAPAN PRODUK DAN SALURAN DISTRIBUSI TERHADAP KINERJA PEMASARAN PRODUK CUSSONS BABY PADA PT.MATAKAR KENDARI

This study aims to determine the effect of market orientation, product completeness and distribution channels on the enlargement performance of Cussons Baby products at PT. Matakar Kendari. The sample in this study is 72 outlets that have been registered as customers of PT. Kendari Matakar using multiple linear regression analysis method. Based on the results of statistical calculations, it shows that there is a positive and partially significant influence between the variables of market orientation, product completeness, and distribution channels on the marketing performance of cussons baby products at PT. Matakar Kendari. With the meaning that the better the market orientation, product completeness and distribution channels, the better the marketing performance of cussons baby products at PT Matakar Kendari.

Proposed Customer-based Brand Equity (CBBE) Strategy for Railway Courier Service – Case Study: Rail Express of PT Kereta Api Indonesia

PT Kereta Api Indonesia (KAI) is a railway transportation service provider in Indonesia. In 2019, KAI launched railway courier service to support logistic sector, called Rail Express. Despite the advantages of railway courier service in providing low-cost fee and minimum risk of time delay and accident, low market penetration indicates brand awareness in the market is still very low. The main objective of this study is to develop customer-based brand equity strategy for railway courier service, by using Rail Express as the case to carry out the research. This study used a series of qualitative method research to fully comprehend the business situation and propose the solution to the business problem. First, in-depth interviews were conducted to the management and staff of KAI to assess external and internal environments of railway courier service. Second, focus group discussions were conducted to gain consumers’ insight related to brand awareness and brand image of Rail Express. The discussion was attended by 16 participants that represent Rail Express target market of e-commerce buyer and seller. Third, this study used TOWS matrix to generate business solution alternatives based on previous analysis findings. As the result, this study formulated three main strategies to build customer-based brand equity: first, integrated marketing communication to establish brand awareness by increasing brand recall and brand recognition; second, brand repositioning to establish brand image by developing brand associations related to positive image and technology; and third, improvement on existing marketing mix, i.e., product, distribution channel, and price strategies.

POTENSI, PENGEMASAN DAN MODEL SALURAN DISTRIBUSI PEMASARAN PAKET WISATA PEDESAAN DI DESA BATUBULAN KANGIN

Rural tourism development is very important to do because it is in line with the trend of sustainable tourism and the needs of new tourists. Batubulan Kangin Village has tourism potentials to develop as a rural tourism destination through a rural package tour. Mapping the village potential is very important to do to form a tour package. Marketing distribution channels need to be designed to reach the tourists as the consumer. The data were collected through observation, interviews, literature studies, and documentation. The informants were determined by purposive sampling and used descriptive qualitative technique to analysed the data. The result of this research shows that the natural attraction of Batubulan Kangin Village is rice fields scenery. The cultural attraction consists of authentic Balinese Cooking Class, offerings making class, and the village’s structure. Artificial attractions consist of a rice skin peeling process, wood carving gallery, Balinese Dance Studio, elementary school, Jaje Sirat House Production, Dug-Dug Mong Statue, and Balinese house. The amenities consist of food and beverage provision by Tumang Cooking Class. The accessibility is very adequate, and the ancillary service is potentially provided by the local communities. That potential can be packaged into a Half-day Cultural Cycling Tour Around Batuyang Village and 3 Days 2 Nights Tour Exploring the Authentic Way of Batuyang Village’s Life. The tour packages are managed and marketed directly via the internet, as well as collaborating with tourism drivers, tour guides, Five Pillar Experiences, GODEVI, and market places as the indirect marketing distribution channel.

Analysis of Distribution and Marketing Margin of Topo Local Shallots in North Tidore District, Tidore Islands City

The purpose of this research was to analyze the form of topo local shallot marketing distribution channels and marketing margins of topo local shallots in North Tidore District, Tidore Islands City. Respondents which will be researched include producers, collectors, retailers and consumers who are directly involved in the distribution of topo local shallots. The data collection techniques used in this research included farmers, collector traders, retailers involved in developing topo local shallot commodities in North Tidore District, Tidore Islands City, by filling out a questionnaire followed by interviews. The data analysis used consisted of descriptive analysis and quantitative analysis (marketing margin analysis). Through the research results that the marketing channels carried out by local shallot farmers Topo in North Tidore District have 3 marketing distribution channels (1) Farmer-Trader, Collector-Trader, Retailer and consumer. (2) Farmers, Retailers and Consumers. (3) Farmers directly to the final consumer. The marketing margin in channel I is Rp. 17,500 and channel II is Rp. 10,000. The highest margin is obtained in the marketing channel I, they are farmer-trader-gatherer-retailer-consumer, so that causes part received by farmers is less than the traders. Channel III has no margin because the farmers sell their products directly to consumers. So that the most profitable channel for producers is the marketing channel III.

THE CONCEPT OF BUSINESS COOPERATION IN THE FORMATION OF LOGISTICS DISTRIBUTION CHANNELS

Introduction. The article is devoted to the formation of a theoretical concept about the loyalty of consumers in the distribution channels of finished products as some complex economic phenomenon. The article addresses the problem of distribution channels and their effective formation which is one of the utmost importance at present time. The results showed that distribution channels are an important link in the value chain, which contribute to achieving a balance of interests of functionally related businesses that ensure the delivery of goods from producer to consumer. It is determined that the recent changes in the activities of wholesale and retail intermediaries are associated with changes in purchasing behavior, the development of network retail, the emergence of new forms and methods of selling goods, the active use of information technology and online interaction. Goal. Development of conceptual provisions for business cooperation in marketing distribution channels. Results. It is substantiated that the traditional market space, dominated by the manufacturer, is evolving and is now taking the form of what is called a market space focused on distribution. It is proved that within this space there is a shift of emphasis from competitive relations between participants of distribution channels to relations of cooperation and partnership. This requires the development of new mechanisms of interaction in such distribution channels, taking into account the economic interests of their participants and ensuring consistency of action based on the concept of business cooperation. It is noted in the article that the need to expand the boundaries of interaction arises due to the need to increase the efficiency of enterprises through the possibility of using the skills, resources and assets of business partners. It is proved that cooperation in modern conditions becomes the basis for ideas generation, innovations development, and a source of sustainable competitive advantages that contribute to the formation of a unique strategic asset – a partnership network based on a long-term mutually beneficial relationships of business partners in the chain of created value. At the same time, the refusal to cooperate leads to differences in the interests, goals and functions of participants in marketing distribution channels, which entails conflicts and increases costs in the process of delivery of goods from producer to final consumer.

ПЛАНУВАННЯ Й ОРГАНІЗАЦІЯ ДІЯЛЬНОСТІ МАРКЕТИНГОВИХ КАНАЛІВ ПІДПРИЄМСТВА


 
 
 The article substantiates the need for domestic enterprises to plan and organize the activities of marketing distribution channels. The most important problems related to the aspects of distribution channels functioning, which hinder the development of marketing policy in Ukraine, are highlighted. The ways to solve these problems are suggested.
 
 

Distribusi Serapan Sayur Paprika pada Rantai Pasok di Kecamatan Baturiti

This study aimed to determine the marketing distribution channel to analyze the absorption of paprika from the farmer in Baturiti district to the last costumers to calculate the marketing margins obtained in each distribution channel. This research was conducted in July-August 2018. This study used purposive sampling survey. There are five distribution channels of paprika from the farmer in Baturiti regency to the last costumers namely: 1st line (Farmer ? Traditional Market Trader ? costumers), 2nd line (Farmer ? Local Collector ? City Collector? Consumer), 3rd line (Farmer ? Local Collector ? City Collector? Costumer), 4th line (Farmer ? City Collector? Consumer), 5th line (Farmer ? City Collector? Consumer). The distribution shows that the rate market of paprika and farmer produce 2.655 monthly. Absorption of paprika rate that is distributed by farmer to local collector, city collector, and traditional market are 25,6 percent, 38,8 percent, 35,6 percent. Paprika that is distributed by local collector to city collector and traditional market are 19,6 percent them 6 percent. City collector obtain 58,4 percent paprika from farmer and local collector then later distribute 29,8 percent, 21,5 percent, 7,1 percent the paprika to each hotel or restaurant, supermarket, and traditional market. City collect obtain 58,4 percent paprika for faram and local collect then later distribution the to hotel or restaurant, supermarket and traditional market by the percentage of 29,8 percent, 21,5 percent, 7,1 percent respectively. Based on the five lanes determined in this study, lane III is the longest distribution, but the lane has the highest marketing margin and profit margin, lane III and V. Line I is the shortest distribution path of the five lanes, and has a marketing margin and lowest profit because the marketing costs incurred are small and the selling price at the final consumer level is also the lowest among the other five lines.
 
 

Marketing koncept u društvima za osiguranje

The aim of the research in this paper is the process of selling insurance services, as the most important business area of every insurance company. This process is viewed from the marketing and distribution angle in classic insurance sales through traditional sales channels. The insured must be at the center of all future insurance activities of the insurance company. Satisfying the needs of the insured is a basic precondition for the successful sale of insurance services, so for every insurance company it is necessary to implement this in its strategy through business policy and business culture. The insurance service can be distributed by different sales channels. It is important that these sales channels ensure the availability of the insurance service at the right time, in the right place and in the appropriate quantities. The paper deals with classical marketing and traditional distribution channels in the function of insurance sales.

Analisis Distribusi Pemasaran Udang Windu (Penaeus monodon) di Kelurahan Margomulyo, Kecamatan Balikpapan Barat Kota Balikpapan

Margomulyo area is a protected area that provides various benefits to support life for the community. This study aims to determine: (i) the number of marketing institutions in the distribution of marketing of tiger shrimp, (ii) the marketing channels available in the marketing of tiger shrimp by pond farmers in Margomulyo Village, Balikpapan Barat District, Balikpapan City, (iii) marketing margins in the distribution of black shrimp marketing. This research was carried out in Margomulyo area in September-December 2016. The research method used a field survey method by interviewing fishing communities and literature. To analyze marketing functions, it is analyzed based on the functions of each marketing agency, while the analysis of margin distribution is done by calculating marketing costs both at the consumer and producer level. The results of the study of marketing patterns of freckle shrimp in the Margomulyo Region indicate that there are four patterns of marketing distribution channels, namely: I (producer-consumer), II (consumer-retailer), III (producer-retailer-consumer) and IV (producer-gatherer) -customer-sellers-retailers). The marketing distribution of tiger shrimp on pattern channel II (Producers-Retailers-Consumers) is more dominantly used because the marketing distribution channel is relatively shorter so it cuts the marketing distribution flow to the final consumer level, so it can suppress other additional costs. This can be seen based on the value of the share obtained at 75.05%, the selling price of tiger shrimp in the final consumer is 37,000, while the average selling price is Rp. 27,767, - Marketing margin of Rp. 9,233, - with a profit of 5,881. This value shows the advantages for the promising shrimp producer (producer) farmers as the main business actors of tiger shrimp cultivation

Gender-equitable pathways to achieve fish marketing in Cameroon : A case study of Mbalmayo Markets

Fish like most seafood is a very rich source of protein and plays an important role in food security as a source of food for millions of people Worldwide. In many developing countries like Cameroon, fish is mainly for direct human consumption. This paper shows case lessons learnt from the field and generates discussion to further highlight existing challenges and opportunities to reach scale and impact of fish marketing in Mbalmayo, Cameroon. As key findings, the study determined the typology of Fish market which varied from Smoked, dried, fresh life and dead fish, the sources of fish Sold in Mbalmayo markets which come from the river Nyong, the market actors (both men and women), the cost and price of fish sold in the markets and finaly the fish marketing chain and distribution channel.

ANALISIS MARGIN PEMASARAN BERAS KECAMATAN SIBULUE KABUPATEN BONE

This study aims was to determine the rice marketing channel, the magnitude of marketing margins earned any marketing agencies in each of the rice marketing channel at 3 villages in Subdistrict of Sibulue-Bone Regency, namely Kalibong, Polewali, and Massenrengpulu village. Respondent in research are farmers, traders, wholesalers and retailers. The results found that rice marketing in this area there are three forms of marketing distribution channel that is marketing channel I, farmer → consumer. Marketing channel II, farmers → wholesalers → retailers → consumer. Marketing channel III, farmers → wholesalers → consumers. In channel I does not have the amount of marketing margin because it does not go through intermediaries, on channel II the amount of margin earned by Rp.1.000 consists of margin traders of Rp.500, 00, retailers of Rp. 500.00. As for channel III the amount of margin obtained is Rp.500.00. So a profitable marketing channel that is channel I.

EXPORT OPPORTUNITY AND CONSTRAINTS FOR FRUIT AND VEGETABLE PRODUCERS IN ALBANIA

Albania has considerable potential for growth in the fruit and vegetable market. Its climate-arable conditions are very adequate for the successful growth of a wide range of fruits and vegetables. Albania has an interior market in development and a non structured exporting market. The study is aimed at estimating and identifying export growth opportunities and constraints for fruit and vegetable exporters. The paper investigates the opinions of producers and exporters in south-west Albania. A face-to-face interview survey method was conducted. Database elaboration was made through the SPSS program. An ordinary probit regression was used to evaluate the constraints of fruit and vegetable producers in Albania. We conclude that there are several problems that hamper exportation growth in Albania. Albanian producers are usually not able to penetrate into foreign markets because they are not part of consolidated marketing distribution channels.

The Effect of Quality, Communication and Outputs of Marketing Channel of Cianjur Pandanwangi Rice on Consumer Trust in Java West Marketing Area

The objectives of this study are to examine: 1) the influence of product quality, marketing communications and marketing distribution outlet or output channel on consumer trust; 2) dominant factors that influence consumer trust in Cianjur Pandanwangi rice. A descriptive verification method was conducted in order to get an idea of the four dimensions of product quality, the four dimensions of marketing communications and the three dimensions of the marketing distribution channel in building consumer trust in Cianjur Pandanwangi rice. Consumer trust is reflected in transparency, incentives and partnerships. Semantic Differential with numerical rating scale was used to measure 300 responses collected by cross sectional survey. Data processing was conducted by SEM AMOS 22. The result of analysis shows that product quality and distribution channel have significant effects on consumer trust, while marketing communication channel does not give significant influences on consumer trust. Successive dimensions of quality that have significant influences on consumer trust include the rice glutinious texture, purity, color grain of rice and aroma while the output of distribution channel influential to consumer trust includes the diversity of sales volume and easiness to get Pandanwangi rice. These conditions indicate that consumer confidence is not only built from good product quality and ease of availability but also from appropriate communication media reaching the right target. Consumers will trust Pandanwangi rice is purely from Cianjur if it is communicated clearly and transparently.Keywords: marketing mix, consumer value, cianjur pandanwangi rice

Right Information at the Right Time: Time Value of Information Characteristics for Environmental Technology Adoption

We examine empirically how different information types and information channels affect both the intention and the decision to adopt photovoltaic (PV) technology as affected by adoption stage. Analyzing data on a large European utility’s current and potential clients reveals how the effects of various drivers of adoption can change across phases of the adoption process. Our results challenge the common wisdom that information necessarily and homogeneously supports innovation adoption; instead, they strongly support the hypothesis that information types and channels have distinct effects on adoption rates. These results also highlight that, throughout the adoption process, the value of information changes. In addition, we clarify the effects of economic incentives on both the intention to adopt PV technology and actual adoption behavior. Our findings have critical implications for policy makers and for any technology manufacturing company that must optimize its marketing strategy and distribution channels to promote renewable energy systems.

PERBANDINGAN MARGIN PEMASARAN BERAS BERDASARKAN MUSIM PANEN DI KECAMATAN KAKAS BARAT

This research aimed to compare the marketing margin on farmers, traders, and retailers in the harvest of last season and the season now and see rice marketing distribution channels. As a very important sector, rice is still facing many problems, especially with regard to the welfare of peasant producers. Rice marketing issues, including low selling price at the level of farmers marketing channel pattern, margin and marketing efficiency. This research was conducted in the district of West Kakas in four villages namely Tountimomor, Passo, Panasen, Kalawiran, as the biggest producer in West Kakas and this research during the month of July until completed. The data obtained are primary and secondary data. Primary data sourced from the opinions and interviews with related parties are the subject of research. Secondary data is data obtained by researchers who comes from a document from the relevant authorities, such as: internet, literature sources or literature books and the Central Bureau of Statistics. This study uses a snowball to the rice marketing channel. Based on research conducted showed that the cost and the marketing margin level channel 1 at harvest 1 lower than the cost and the marketing margin level channel 1 for the season 2, also the cost and marketing margin on channel 2 at harvest level 1 is still lower than the cost and the marketing margin at the channel level 2 for the season 2. The greater the marketing margin, the more inefficient the marketing system.

EXPLORING ACTOR-NETWORK IN THE TICKET DISTRIBUTION CHANNEL: AN APPLICATION OF SOCIAL NETWORK ANALYSIS (A STUDY ON THE BUS TRANSPORTATION INDUSTRY IN EAST JAVA, INDONESIA)

This study aims to investigate actor-network of marketing distribution channel specifically in the distribution channel for ticketing in the otobus industry. This industry is rarely being discussed as opposed to the airline industry. The purpose of this study is to provide actor-network relationship that may determine the effectiveness of e-ticketing implementation for the otobus industry, which had been regulated by the Indonesian Ministry of Transportation. The social actor network analysis was employed due to its significance in providing a systematic information identifying, examining and supporting the process of knowledge transformation in the social network. The result indicated that informal actors had been in function as the intermediary of the ticket distribution. Understanding this important information is valuable for policy makers in the context of identifying the actor-network relationship of informal actors that may determine the effectiveness of policy innovation in the implementation of e-ticketing in the otobus industry.

Multi-Level Marketing Business Opportunities: Analyzing Net Economic Return and Avoidable Economic Loss to Distributors

This paper analyzes the operation of multi-level marketing (MLM) distribution channels, with an eye toward analyzing Net Economic Return (NER), and the possibility of Avoidable Economic Losses (AEL), to individuals from joining as MLM distributors. The analysis takes account of possible ex ante and ex post information sets of distributor prospects and the MLM firm. Protecting prospective and incumbent distributors has been an issue of policy importance in the many cases brought by the FTC against firms accused of operating illegal pyramid schemes and/or misleading prospective and current distributors. Accordingly, the current work posits a definition of AEL that is based on both the elements of the NER from participating, and avoidable and unavoidable informational limitations on the parts of the distributor and the firm. The paper’s model allows investigation of distributors’ joining decisions, work behaviors, income, and MLM profitability under these various scenarios, and informs the question of when and whether an AEL can be argued to have occurred. The paper first examines one of the only other academic analytic modeling articles evaluating the MLM distribution channel and highlights an implicit, but crucial, assumption in this model that creates an unnecessarily aggressive criterion for distinguishing between a legitimate MLM and a suspected illegal pyramid scheme. It then develops a definition of distributor AEL that may be caused by participation as a distributor in an MLM enterprise, specifying that an AEL occurs when the MLM firm or an upline sponsor possesses information of use in evaluating the quality of the business opportunity that would cause prospects not to join the MLM, and purposefully conceals this information when it could have effectively revealed it to prospects, thus leading some to join who would otherwise not join, and resulting in their NER less than the opportunity cost of participating. An emended modeling structure is next presented, which examines MLM business opportunities when the implicit assumption of the prior article is relaxed. The model focuses on non-business-building distributors who are likely to be the most at risk to suffer an AEL. Analysis of several sub-models of the emended model structure provides a characterization of the difference between misapprehension or imperfect information (which need not imply an AEL) and purposeful misrepresentation of the nature of the MLM business opportunity to prospective distributors (which may, but does not always, imply an AEL). Among the results of the model are that it is economically rational for a person to join the MLM as a personal-consumption-only distributor; that distributors with full information do not suffer an AEL by joining an MLM, regardless of their type; that the MLM firm may reasonably target both low and high achieving distributors in a “pooling” strategy, or only high achievers in a “separating” strategy; that a pooling strategy generally grants high-achieving distributors economic rents relative to low-achievers but that an AEL does not universally accompany this difference; and that an AEL can – but may not always – result from purposeful over-stating of the quality of the business opportunity by the MLM firm. The paper concludes with implications for MLM firm information dissemination strategies and for emended criteria for assessment of possible pyramid scheme operation.