Case Study

Hindustan Lever (B): The reality check

4 pages
January 2006
Reference: IMD-2-0123

The B-case of this three part series shows how performance lagged behind expectations. Women dropped out of the scheme, sales decreased during the harvest season, and the system risked losing momentum. HLL needed to decide whether to wait for the system to eventually take off, or to implement changes to the complex system of interdependent variables and players. This case shows how a mere innovation, as outlined in the A-case, is insufficient to create a sustainable model. Learning, facing reality, and giving the system time to evolve are key success factors.

Keywords
Rural Marketing, Sustainable Marketing, Consumer Goods, Corporate Sustainability Management
Settings
India
2001-2005
Type
Field Research
Copyright
© 2005
Available Languages
English
Related material
Teaching note, Video
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This case study is part of a series
  • Hindustan Lever (A): Leaping a millennium
  • Hindustan Lever (B): The reality check
  • Hindustan Lever (C): Delivering the desired results
2006 OIKOS AWARD WINNER (Sustainability)
This case study is part of a series
  • Hindustan Lever (A): Leaping a millennium
  • Hindustan Lever (B): The reality check
  • Hindustan Lever (C): Delivering the desired results
Discover our latest research
IMD's faculty and research teams publish articles, case studies, books and reports on a wide range of topics
Hindustan Lever (A): Leaping a millennium
By Ulrich Steger Aileen Ionescu-Somers and Wolfgang Amann
Case reference: IMD-2-0122 ©2005
Summary
This three part case series centers on a new business model developed by Hindustan Lever (HLL) to tap the business and sustainability potentials hi...
2006 OIKOS AWARD WINNER (Sustainability)
Reference IMD-2-0122
Copyright ©2005
Copyright owner IMD Copyright
Available Languages English
Contact

Research Information & Knowledge Hub for additional information on IMD publications

Hindustan Lever (B): The reality check
By Ulrich Steger Wolfgang Amann and Aileen Ionescu-Somers
Case reference: IMD-2-0123 ©2005
Summary
The B-case of this three part series shows how performance lagged behind expectations. Women dropped out of the scheme, sales decreased during the ...
2006 OIKOS AWARD WINNER (Sustainability)
Reference IMD-2-0123
Copyright ©2005
Copyright owner IMD Copyright
Available Languages English
Contact

Research Information & Knowledge Hub for additional information on IMD publications

Hindustan Lever (C): Delivering the desired results
By Ulrich Steger Wolfgang Amann and Aileen Ionescu-Somers
Case reference: IMD-2-0124 ©2005
Summary
The C-case of this three part series presents the actual changes that were implemented, the rather impressive successes achieved over time, and HLL...
2006 OIKOS AWARD WINNER (Sustainability)
Reference IMD-2-0124
Copyright ©2005
Copyright owner IMD Copyright
Available Languages English
Contact

Research Information & Knowledge Hub for additional information on IMD publications