Identifying the Factors Affecting Sales

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This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

Case Details:


Case Code : MKTG266 For delivery in electronic format: Rs. 200;
For delivery through courier (within India): Rs. 200 + Rs. 25 for Shipping & Handling Charges


Marketing Research / Business Research Methods
Case Length : 5 Pages
Period : NA
Pub Date : 2011
Teaching Note : Available
Organization : Fictitious
Industry : Toy Manufacturing
Countries : India


This case study is about a regional player in the toy industry in India. While the company was doing well in the market in which it was operating, the CEO of the company Pramod was not too happy with the unstable sales trend. He wanted to identify the factors that would help increase toy sales in the coming years by analyzing the past sales data.


To understand the use of a multiple regression model in business applications.

To discuss the responsiveness of the factors that affect the sales of the company through a regression model.


  Page No.
About Tiny Toddlers Group 1
About The Industry 2
Problems Faced By Tiny Toddlers Group 3
Looking Ahead 3
Exhibits 4


Multiple Regression, Business Research, Regression Model, Toy Industry, Goodness of Fit, Factor Affecting Sales, Dependent Variable, Independent Variables, Marketing Research, Tiny Toddlers, Mattel, Lego

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