What, When, How? A Revenue Mystery

Given GM's use of incentives, how should GM report sales so that the data is a valid indication of performance and can be used to accurately forecast future sales?
Trevor Harris, Urooj Khan, Julian Yeo  | Spring 2011
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The measurement and timing of reported revenue is critical to performance measurement and the development of accurate forecasting models. GM used incentives to get customers to buy its vehicles. This case asks students to consider how GM should report the sales so that the data is a valid indication of performance and can be used to accurately forecast future sales. This is one of a collection of cases that comprise the General Motors Integrated Case, viewing GM’s business issues from multiple perspectives, devised specifically to be taught in Columbia Business School’s Core curriculum.

Case ID: 112102

This case is used in core curriculum

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