Research Details

Abstract

Illinois Superconductor Corporation was a technology startup that came up with an innovative new superconducting filter for use in cellular base stations. It needed to estimate the demand for its filters. The manager came up with a simple chain-ratio-based forecasting model that, while simple and intuitive, was too simplistic. The company had also commissioned a research firm to develop a model-based forecast. The model-based forecast used diffusion modeling, analogy-based forecasting and conjoint analysis to create a forecast that incorporated customer preferences, diffusion effects, and competitive dynamics. Students are asked to use the data to generate a model-based forecast, and to reconcile the model-based forecast with the manager's forecast. The case requires sophisticated spreadsheet modeling, and the application of advanced forecasting techniques.

Type

Case

Author(s)

Mohanbir Sawhney, Lisa Damkroger, Greg McGuirk, Julie Milbratz, John Rountree

Date Published

01/01/1996

Citations

Sawhney, Mohanbir, Lisa Damkroger, Greg McGuirk, Julie Milbratz, and John Rountree. Illinois Superconductor: Forecasting Demand For Superconducting Filters. Case 5-104-033 (KEL096).

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