Popular Searches
Useful Links
Sales and Distribution Case Study
Case Title:
Avon: Direct Selling in China
Publication Year : 2005
Authors: Firdaus Maldar, Souvik Dhar
Industry: Retailing
Region:China
Case Code: SDN0006
Teaching Note: Available
Structured Assignment: Available
OR
Abstract:
Avon, the leading direct selling company of cosmetics and related products, entered the Chinese market in the 1990s. China banned direct selling in 1998 and Avon was forced to change its sales model and open retail outlets. In 2001, China joined the World Trade Organisation (WTO) and agreed to ease restrictions on direct selling. In 2005, Avon was granted permission to conduct tests of its direct selling method in China.
Pedagogical Objectives:
- To discuss the opportunities presented by the opening up of the direct selling industry in China
- To discuss the steps initiated by Avon to take advantage of this opportunity and the obstacles it faces.
Keywords : Avon, Direct selling, Andrea Jung, Beauty and related products, Marketing Strategies Case Study, Amway, Mary Kay, Multilevel marketing, World Trade Organisation (WTO), Pyramid selling, Upline distributors, Nu Skin
Related Case Studies
- »Virgin Mobile in USA: Differentiating Growth Strategies
- »Toyota's 'Scion' (Guerrilla) Brand in US: The Market Positioning Strategies
- »Fopp UK Music Retailer (B): The Costs of Over Exposure
- »Fiat Relaunching the 1950’s Fiat 500: Replicating BMW Mini’s Success?
- »Samsonite’s Repositioning Strategies
- View all Sales and Distribution Case Studies »
Recently Bought Case Studies
Global Banking Industry: The New Horizons
Price: $25
Hardcover edition
ISBN 978-81-314-2414-8
Fast Food Retailing Industry - Vol. I
Price: $25
Hardcover edition
ISBN 978-81-314-2456-8
Decision Making
Price: $50
Hardcover edition
ISBN 978-81-314-1571-9- View all Casebooks »
Case Studies On
Course Case Mapping For Financial Management - I
Price: $Course Case Mapping For Financial Management - I
Hardcover edition
Course Case Mapping For Quantitative Methods
Price: $Course Case Mapping For Quantitative Methods
Hardcover edition
Course Case Mapping For Marketing Management - I
Price: $Course Case Mapping For Marketing Management - I
Hardcover edition- View All Course Casemaps»
Course Case Mapping For
An Interview with Personnel of Vaatsalya Group
Price: $Vaatsalya Hospitals (B): The Operational Model
An interview with Dr. Ashwin Naik & Dr. Veerendra Hiremath
Price: $Vaatsalya Hospitals (A): The Business Model
An Interview with Dr.Rajiv Malhotra & (Prof)Dr.M.P.Sharma
Price: $Managing a World-Class Hospital: The Rockland Story- View all Video Interviews»
Video Interviews
Training and Development
Executive Brief with Anjali Mukherjee
Highly Recommended for Human Resource Management / Training and Development Course
You Can't Play by Rules, Always
Executive Brief with R.D. Prasad, Product Manager.
Highly Recommended for Organizational Behavior Course
New Recruit MBAs Attitudes
Executive Brief with Lopamudra Ray, Keya Gupta and Deepika Lingala.
Highly Recommended for Organizational Behavior Course- View all Executive Briefs»
Executive Brief
David Conklin
David Conklin, is a professor at the Richard Ivey School of Business
Speaks on Government and Business
Lord Meghnad Desai
Lord Meghnad Desai, is an Indian-born British economist and Labor politician
Speaks on Government and Business
Vijay Govindarajan
Vijay Govindarajan, is widely regarded as one of the world’s leading experts on strategy and innovation
Speaks on Reverse Innovation- View All Executive Interviews»
