Strategies adopted by network marketing distributors in Kenya to Deal with environmental Challenges

Abstract

The purpose of this study was to establish the strategies adopted by Network Marketing (NWM) distributors in Kenya to deal with environmental challenges. The key respondents were 40 distributors drawn from four major NWM firms in Kenya. The respondents were selected by using purposive sampling, focusing on the survey method by using a quantitative approach. According to the purpose of this study, environmental challenges facing the distributors and key strategies adopted by them are the key issues addressed which found out that various challenges face the distributors and there are a quite a number of strategic initiatives undertaken by them to mitigate the same. The key aspect of the study was therefore to determine the key challenges which were found out to be; negative public perception, rate of employment or unemployment in the country, poaching or cross recruiting amongst the distributors, high dropout rate, lack of entrepreneurial orientation, poor time management skills and lack of proper training and skills. Key strategies were found out to be; diversification of product categories, regionalization of business to various urban and up country areas, regular trainings, reward and recognition initiatives, book readings or personal development initiatives, company management meetings, business opportunity presentations, two versus one demonstrations and presentations, excellent customer service, referrals and long distance support to distributors operating far from towns of company locations.