TITLE

Case Study: Alliance Formation with Direct Selling Companies: Avon and Mattel

AUTHOR(S)
Chonko, Lawrence B.
PUB. DATE
January 1999
SOURCE
Journal of Personal Selling & Sales Management;Winter99, Vol. 19 Issue 1, p51
SOURCE TYPE
Academic Journal
DOC. TYPE
Case Study
ABSTRACT
This paper provides an assessment of the recent alliance formed between Avon and Mattel. The alliance represents, among other things, a blending of Avon's sales expertise with Mattel's high quality products, including the Barbie product line. The alliance is evaluated on the basis of seven requirements. Managerial suggestions and research ideas are presented.
ACCESSION #
1776420

 

Related Articles

  • Chapter 9: MARKETING. O'Connor, Carol // Analyse Your Business -- A Performance Health Check;7/30/1998, p65 

    This chapter discusses marketing as an essential for management health. Marketing tells the world about the business and presents a coherent and positive image of what the company has to offer. Marketing plans best succeed when they are based on current data revealing how the public views the...

  • Model razvoja (strateÅ¡kih) partnerstava. Jovović, Milorad // Entrepreneurial Economy;Dec2006, Vol. 12, p17 

    Partnerships, represent a framework for overcoming of strategic limitations, originating from realistic analysis of its own resources and abilities and they contribute to achieving competitive advantage. They provide new area for strategic marketing and enable much more liberty in the choice of...

  • Take out the garbage. Port, Michael // Entrepreneur;Aug2009, Vol. 37 Issue 8, p26 

    The article presents effective sales methods. The author suggests that sales personnel should become a masterful permission marketer. He also recommends the need for sales personnel to listen to their customers' preferred products. He further emphasizes the importance of building credibility...

  • The key step to take before you try to wow your customer.  // Sales Insider;10/22/2008, Vol. 3 Issue 49, p2 

    The article suggests knowing customer's expectation as the key step to take before trying to exceed it. It notes that the easiest way to achieve this is to open a discussion about expectations with questions about smaller details. This step will also give the salesman time to orchestrate a...

  • SALES TOOLBOX.  // Sales Insider;10/22/2008, Vol. 3 Issue 49, p3 

    The article presents sales tools to aid salesmen in dealing with prospects including phrasing benefits of product or service in terms of how well results of it will reflect on the prospect's personality, overcoming presentation jitters by focusing on the subject of the presentation, and keeping...

  • Boost your sales effectiveness with the strategic use of color.  // Sales Insider;10/22/2008, Vol. 3 Issue 49, p3 

    The article presents the strategic use of color to boost sales effectiveness including red as a power color which also conveys strength, boldness, passion, danger and risk, blue as the color of reliability, peace and trustworthiness and green as the color of money, prosperity, growth and abundance.

  • CHAPTER 5: HOW TO AGREE ON PARTNERABLE STRATEGIES. Hanan, Mack // Consultative Selling;2003, p98 

    Chapter 5 of the book "Consultative Selling" is presented. It suggests ways on how the sales consultant can establish a business alliance with the customer. Cited are the four levels on which the alliance must be structured, three of which are found in the upper management level while the fourth...

  • Avon teams up with the Ironman triathlon competition for male grooming launch. Jack, Louise // Marketing Week;10/9/2008, Vol. 31 Issue 41, p6 

    The article reports on the partnership between Avon Products Inc. and worldwide triathlon competition Ironman to create the Ironman Fragrance Collection in Great Britain. It is stated that the fragrance collection, which includes an eau de toilette sprays, and anti-perspirant, will be launched...

  • Mattel in Sugababes Barbie doll collection. Kemp, Ed // Marketing (00253650);4/25/2007, p8 

    The article informs that Mattel Inc., a toy maker, is to launch a range of Barbie dolls based on girl band Sugababes. The Barbie Styled by Sugababes Collection, which will be rolled out from May 2007, follows the launch in 2005 of a range modeled on fellow Universal Music pop act Girls Aloud....

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics