This study compared salespeople working in multilevel direct selling organizations that allow recruits to earn commissions from their own sales and the sales of recruits, versus single level direct selling organizations that only allow commissions from personal sales. The researchers surveyed over 400 salespeople across both types of organizations and found that those in multilevel organizations placed greater importance on recruiting new salespeople than personal sales and felt more positively about their work overall.

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Comparisons of salespeople in multilevel vs. single level direct selling orga...
Stewart Brodie; John Stanworth; Thomas R Wotruba
The Journal of Personal Selling & Sales Management; Spring 2002; 22, 2; ABI/INFORM Global
pg. 67

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