Managing Change of Avon Products Inc.
In recent years, Avon has tried to extend its reach by meshing an old-fashioned, selling apparatus with more modern marketing techniques. In doing so, the company instituted organizational changes that shocked Avon's paternalistic corporate culture and sharply divided the company's formerly close-knit ranks. Avon has forged an Internet strategy that has both heightened its global presence and made life easier for its representatives. It has expanded into retail outlets, appealing to new, younger clients. It has made its product line sleeker, while moving into new markets such as nutrition and teens. And Avon has expanded its multi-tier Leadership Sales Program, allowing reps to boost their income substantially by recruiting and developing other representatives.
Andrea Jung has the daunting task of piloting one of America's toughest consumer turnarounds. She influences other to attain goals, orchestrate change, set direction, and motivate people to overcome obstacles and move the organization toward its ideal future. Jung uses her transformational leadership skill to translate her strong vision into reality by getting people to transcend their individual interests for the good of the larger community. She is doing this through charisma, individualized attention to followers, intellectual stimulation, formation and communication of their vision, building of trust and positive self regard.
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