Andrea Jung and the Turnaround of Avon Products
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Case Details:
Case Code : LDEN035
Case Length : 15 Pages
Period : 1999-2005
Pub Date : 2005
Teaching Note : Available
Organization : Avon Products Inc.
Industry : Cosmetics
Countries : USA
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This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.
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Background Note Contd...
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She recalled an incident from her childhood when she asked
her parents to buy her a set of 120 color pencils. Her parents had made a
bargain with her and promised to buy her the set if she got straight A grades in
all her subjects at the end of the year. Jung remembered how she dedicated
herself to her studies for a whole year at the cost of entertainment and
recreation, and managed to achieve her goal. "I'll never forget that. My parents
ingrained in me early on that the perfect score is always something to strive
for. I want to win and I want to succeed no matter what," said Jung.6
She also recalled that her parents encouraged both her brother and her to have
careers. "They told me I could do everything my brother could," said Jung.7
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On completing high school, Jung attended Princeton University, where she
studied English Literature. She graduated magna cum laude8
from Princeton in 1979. Jung's career plan at that time was to work in the
retail field for two years before attending law school. She believed that
working in retail and interacting with different kinds of people would give
her the real world exposure required to become a good lawyer. She
interviewed with a recruiter for Bloomingdale's9
immediately after college, and was selected for the company's management
training program.
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Retail fascinated Jung from the start and she became completely involved in
the thrill of marketing. Eventually, she decided to drop the idea of law
school and pursue a career in retail. Her parents, both of whom were
professionals, were not happy with this. They believed that retail was not
the field for an educated and ambitious person, and that Jung was dropping
herself to the level of high-school dropouts by staying in selling. "No one
in my family had a retail or marketing background. They were professionals.
They didn't understand just what I was doing by going into retailing. After
I started, though, it got into my blood. I knew this was what I wanted,"
recalled Jung...10 |
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