The Planning Impasse

Judy K. Miler , Nancy J. Rabolt

Business Case
Source: Bloomsbury Fashion Business Cases
DOI: 10.5040/9781474208796.0009
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Abstract

A new divisional merchandise manager of women’s apparel for a department store held a meeting with his buyers to discuss increasing sales by setting goals to increase stock turnover and decrease the stock-to-sales ratio. Later, one of the buyers came to him with her six-month merchandise plan; however, it did not reflect the goals he had asked the buyers to set. The divisional merchandise manager relayed his concern that the plan did not reflect what he had wanted and his reasoning. But, the buyer disagreed and countered that she did not see why she should be unrealistic, and that she did not want to modify her plans any more than she thought she should. The divisional merchandise manager was taken a bit by surprise, as he had not expected the buyer to refuse his request and is not sure what to do now.


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