WHAT WAS THE ORGANIZATION?
This case study focuses on Amway Corporation, a multi-level marketing company. Amway Corporation directly sells nutrition, beauty, personal, and home care products.
Amway Corporation is a global organization represented by over four million active distributors worldwide that earn money by selling Amway products.
In March of 2007, there was a need to enhance the distributor's performance on retail sales, new distributors, and retention of
existing distributors.
Amway had great notes about effective distributors but needed a
more extensive interpretation of behaviors dire to successful
distributor performance.
As a result, there was inconsistency across the different regions,
with distributors displaying varied performance levels. Most regions designed their business functions and developed training solutions for those functions.
Amway Corporation's objective was to generate some system that assisted all distributors with comparable performance levels.
HOW DID THE KEY PLAYERS COLLECT DATA?
WHAT DATA DID
THEY COLLECT?
Amway Corporation accumulated data from their Global Training and Education Sector and the Innovative Learning Group.
The data needed to be more consistent among the ten regions.
Anecdotal notes outlined regions of success, but they needed data about the behavioral practices that made them successful.
HPI PROCESS
DATA COLLECTION
The team used Gilbert's Behavior Engineering Model to evaluate data on the distributor's performance and training needs. This model centered around the environment, individual, and influence on performance.
Interviews were conducted to identify the needs, perspectives, and performance effectiveness.
INTERVENTIONS IMPLEMENTED
Distributor Performance Model
The Distributor Performance Model was the central aspect of the intervention. This model helped Amway to establish the connection between Amway’s goals and the key results, behaviors, and attitudes (to name a few), which led to skills that brought about effective performance and learning solutions.
The processes within the Distributor Performance Model produce a method that distinctively develops performance.
INTERVENTION COMPONENTS
The Distributor Impact Map comprises Amway’s Goals and Measures, Distributor Results, and Critical Behavior.
The Distributor Curriculum Map is a graphic representing solutions that lead to essential distributor behaviors, including specific learning solutions and the best order.
Module Specifications uses information from the Distributor Curriculum Map to outline the learning solutions, which includes objectives and delivery methods (to name a couple), which in turn is used to formulate learning solutions and essential behaviors.
Alignment Mapping focuses on a set of consistent behaviors for learning in conjunction with utilizing relevant pre-existing curriculums.
Learned Solutions consists of Global Training and Education, which collaborated with various regions to develop learning solutions that complement the performance model.
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WHAT WAS THE ORGANIZATION?
This case study focuses on Amway Corporation, a multi-level marketing company. Amway Corporation directly sells nutrition, beauty, personal, and home care products.
Amway Corporation is a global organization represented by over four million active distributors worldwide that earn money by selling Amway products.
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