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La vente multi-niveau ou multi-level marketing est un système de vente sujet à de nombreuses controverses. Ses détracteurs la comparent à un système de vente pyramidale et mettent en garde contre ses dérives. Le travail tentera d’analyser et de comprendre comment fonctionnent les entreprises de vente multi-niveau. Ces organisations internationales sont en pleine croissance depuis plusieurs années sans pour autant susciter une grande méfiance des pouvoirs publics. La vente multi-niveau est-elle vraiment si néfaste ?
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In the recent years, Vietnam has become the best destination of foreign investors. However, the multinational companies have to change their organization in order to fit in Vietnamese market due to differences in cultures and economic and legal systems. The local human resource managers play an important role to maintain the business process and performance for the organization as well. There have been many studies recently concerning the role of the human resource manager in foreign subsidiaries in Vietnam. In order to investigate what kind of human resource managers’ role in a process of organizational change launched by a multinational company, Herbalife Vietnam had been chosen as a single case study. This paper, mostly based on an in-depth exploration of the fieldwork conducted with the respondents (including general director, HR manager, and Sale manager) who have a vital role in the change process of their organization. This thesis will be pointed out the answer of following problem statement: (1) “What are the remarkable point of HRM practices in Herbalife Vietnam?”; (2) “How has Herbalife Vietnam changed its organization since 2012?”; and (3) “What kind the local HR manager’s role played in the process of the organizational change launched by Herbalife Vietnam?”.
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