Abstract

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.

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Citation

Harris, Trevor, Urooj Khan, and Julian Yeo. What, when, how? A revenue mystery. New York: Columbia CaseWorks, January 12, 2011.

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