Product details

By continuing to use our site you consent to the use of cookies as described in our privacy policy unless you have disabled them.
You can change your cookie settings at any time but parts of our site will not function correctly without them.
Case
-
Reference no. 591-001-1
Subject category: Marketing
Authors: Mark Adams (Northumbria University); Harry Robinson (Northumbria University); Mike Easey (Northumbria University)
Published in: 1991
Length: 11 pages
Data source: Generalised experience

Abstract

Practical Parties is a company which has achieved rapid growth since using the Party Plan method to sell mainly glass and china, but growth has faltered recently. The case study can be used to examine any or all of the following: (a) buyer behaviour involved in the Party Plan situation; (b) growth strategies under apparently adverse Product Life Cycle conditions; and (c) motivation and control of a field sales force of 2500 agents.
Location:
Industry:
Size:
GBP19.379 million turnover
Other setting(s):
1990

About

Abstract

Practical Parties is a company which has achieved rapid growth since using the Party Plan method to sell mainly glass and china, but growth has faltered recently. The case study can be used to examine any or all of the following: (a) buyer behaviour involved in the Party Plan situation; (b) growth strategies under apparently adverse Product Life Cycle conditions; and (c) motivation and control of a field sales force of 2500 agents.

Settings

Location:
Industry:
Size:
GBP19.379 million turnover
Other setting(s):
1990

Related