Julia Brown, a toy buyer for the Hightower Department Stores has to decide which of the three imported stuffed animals offered for sale by the Hightower 16 stores during the approaching holiday season. The case is suitably 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 determine the sales potential of the proposed three animals and an explicit treatment of the Kartvelian are predicted … Read more »

Julia Brown, a toy buyer for the Hightower Department Stores has to decide which of the three imported stuffed animals offered for sale by the Hightower 16 stores during the approaching holiday season. The case is suitably 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 determine the sales potential of the proposed three animals are predicted, and an explicit treatment of uncertainty in this forecast is necessary to decide how many each adopted animal order.

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Phillip E. Pfeifer
Source: Darden School of Business
13 pages.
Release date: 05 April, 1991. Prod #: UV0343-PDF-ENG
Hightower Department Stores: Imported Stuffed Animals HBR case solution