The Impossible Goals

Nancy J. Rabolt , Judy K. Miler

Business Case
Source: Bloomsbury Fashion Business Cases
DOI: 10.5040/9781474208789.008
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A fairly new, but seasoned, prominent department store buyer increases sales in her dress department; however, she has not considered the cost associated with her sales, and the resulting bottom line. Profitability is down due to rising costs in markdowns, promotions, and advertising. Upper management has reviewed the numbers and calls for a meeting with the buyer. The divisional merchandise manager meets with the buyer to go over the facts, strategize, and plan how to improve the bottom line for her department. During the meeting, the buyer becomes defensive as to the recommendations made by her boss to improve the bottom line in the future. After the meeting, the buyer is distressed and unsure of what action she should take and goals she should make.

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