Análisis comparativo de los sistemas de compensación multinivel ofrecidos por las compañías a través del sector de venta directa de la ciudad de Quito 2014

Abstract

The present research arises from the necessity to know, analyze and compare the performance of the direct sale companies that offer compensation plans, so that information was gathered, which allowed identifying the critical success factors and the variables that influence the success of this industry. A survey was applied to each of the companies subject to study, which was complemented with available information of the Superintendence of Companies and the Customs of Ecuador. Each variable allow us to know the performance of this business model and resources invested by the companies in the development of incentive plans and payment of profits and/or bonuses offered in the compensation plans. According to the features determined in the analysis two groups of strategies used by the companies are identified: the first one focused on purchases made for self-consumption by the distributors and the second one focused on the development of strategic partners, each strategy reflects different results related to their profitability and return on investment.