Mary Kay Cosmetics Case Analysis

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[pic] ORGANIZATIONAL BEHAVIOUR FALL 2006 ZEYNEP ERDEN BAYAZIT BONUS CASE “MARY KAY COSMETICS” [pic] NEHİR KAHRAMAN 070030096 Mary Kay Cosmetics Case Questions and Answers 1) What kind of people are Mary Kay sales consultants? a- Their personal profile: Mary Kay’s beauty consultants are described to be all female between 24 and 50 years of age. They should be married with children, and possess a permanent job other than Mary Kay’s. They need to have some college education. , live outside a major urban area, spend approximately 8 hours per week on Mary Kay work, and finally hold $2500 to $3000 worth of inventory in their home. According to me, they should have a wide friendship area. Their social environment and reference must be great in order to find support for the job they do. They should be convincing people, -in other words amateur marketers- so that they can reach the company targets and fulfill their potential. Type A people might be appropriate to choose from for this position. They generally are considered to have families, and a daily life other than this consultant job. b- Possible personal needs: As stated in the text, the main needs of independent sales force are professional achievement, economic success, recognition, personal development, and independence. Furthermore, these needs are generalized and marked as the relation between the company and sales force: Satisfaction with a task well done (self-worth), teamwork (a sense of belonging), opportunity (to succeed), recognition, and money. In my opinion, Mary Kay aims to satisfy their people’s self esteem and self actualization needs by these ways. c- Possible frustrated needs: It is possible that it may take time for a consultant to gel satisfied with herself or get recognized by the company. In this situation, the
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