Cas - Tupperware Nordic (B): Challenges to Direct Selling in the Web 2.0 ...

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Tupperware Nordic (B): Challenges to Direct Selling in the Web 2.0 Era

Référence :

5793(B)

Langue

Type

Etude de cas

Catégorie

Management Général/Stratégie

Sous-catégorie

Strategy

Collection

INSEAD

Auteur(s)

NILL Christian, SHIPILOV Andrew, PAGARIA Sourabh

Résumé

The head of Tupperware Nordic faces high turnover and low motivation of the sales consultants. He seeks to understand how to use social media in innovative ways to address these challenges and to modernize the image of Tupperware. Instead of making significant investments in IT infrastructure, he uses existing social media tools and focuses on building emotional capital inside Tupperware.

Objectifs pédagogiques

The case can be used to do an industry analysis and conduct an assessment of the drivers of the company's competitive advantage. It shows how the use of the new communication technologies (such as social media) inside and outside the organization must be linked to understanding the sources of competitive advantage. The case can be used to develop the concept of an organization's.

Mots-clés

social media; competitive advantage; direct selling; social networking; emotional capital; knowledge sharing; Q31112; European Competitiveness; Europe; Best Practices