Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • December 1999 (Revised April 2001)
  • Case
  • HBS Case Collection

Avon Products China (A)

By: Lynn S. Paine and Jennifer Gui
  • Format:Print
  • | Pages:27
ShareBar

Abstract

In April 1998, when the Chinese central government bans all forms of direct selling in China in April 1998, executives at Avon China must decide how to respond. The first direct sales company to enter China after its opening to outsiders, Avon sparked widespread interest in direct selling among the Chinese. Just as Avon is about to complete a new $40 million plant in Guangzhou, however, the government cracks down on local abuses of direct selling by banning all forms of the practice. Avon must decide whether to abandon its traditional business model in the face of these developments.

Keywords

Crisis Management; Sales; Trade; Business and Government Relations; Government and Politics; Market Participation; China

Citation

Paine, Lynn S., and Jennifer Gui. "Avon Products China (A)." Harvard Business School Case 300-053, December 1999. (Revised April 2001.)
  • Educators
  • Purchase

About The Author

Lynn S. Paine

General Management
→More Publications

Related Work

    • December 1999
    • Faculty Research

    Avon Products China (B)

    By: Lynn S. Paine and Jennifer Gui
Related Work
  • Avon Products China (B) By: Lynn S. Paine and Jennifer Gui
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College.