Hightower Department Stores: Imported Stuffed Animals

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Case

Reference no. UVA-QA-0268

Subject category: Case Method and Specialist Management Disciplines

Authors: Phillip E Pfeifer (Darden School of Business, University of Virginia)

Published by: Darden Business Publishing

Originally published in: 1983

Version: 15 April 2013

Revision date: 8-May-2013

Length: 13 pages

Data source: Generalised experience

Topics: Forecasting; Marketing research; Regression analysis; Statistics; Uncertainty; Diversity; Quantitative analysis

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Abstract

Julia Brown, toy buyer for the Hightower Department Stores, has to decide which of three imported stuffed animals will be offered for sale by the 16 Hightower stores during the approaching Christmas shopping season. The case is appropriately used as an introduction to the concepts of least squares and regression analysis. A linear relationship between realized and test-market sales can be used to forecast the sales potential of the three proposed animals, and an explicit treatment of the uncertainty in this forecast is necessary in order to decide how many of each adopted animal to order.

Industry:

Retailing