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The Hard Sell: An Ethnographic Study of the Direct Selling Industry |  | Author: John Bone
Publisher: Ashgate Publishing
Category: Book
List Price: $99.95
Buy New: $95.95
You Save: $4.00 (4%)
New (8) Used (5) from $79.96
Sales Rank: 4948050
Media: Hardcover
Pages: 206
Number Of Items: 1
Shipping Weight (lbs): 1
Dimensions (in): 9.2 x 6 x 0.7
ISBN: 0754646092
Dewey Decimal Number: 381.142
EAN: 9780754646099
ASIN: 0754646092
Publication Date: August 2006
Availability: Usually ships in 1-2 business days
Shipping: International shipping available
Condition: Brand New. Delivery is usually 5 - 8 working days from order, International is by Royal Mail Airmail
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Product Description
In this work, John Bone provides a lively and engaging insight into the social world of direct selling organizations. He investigates these under-researched organizations via a detailed ethnography of two home improvement companies selling products such as fitted kitchens, double glazing and conservatories, as well as developing wider sociological debates on trust and interaction. These organizations, despite their presentation as 'normal' rational businesses, tend to be loosely ordered and internally competitive collectives whose sole aim is to maximise short term profits, on which their existence depends, through sales strategies that routinely employ the calculative exploitation of consumer norms and expectations. John Bone uses his findings to argue that with increasing economic liberalization, deregulated employment practices, globalization, and the collapse of the economic planning and regulations of modernity, such conditions are now becoming prevalent in mainstream contemporary organizations, threatening to unleash the latent disorder that underlies the rationality of 'modern' business.
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