Case | HBS Case Collection | January 1983 (Revised September 1983)

E.T. Phone Home, Inc.: Forecasting Business Demand

by John F. Cady and Frank V. Cespedes


Describes a process for forecasting market demand for an emerging technology--cellular radio. The student must critically evaluate the demand model and the market estimates, and modify them as appropriate in order to develop a marketing plan and budget.

Keywords: Budgets and Budgeting; Forecasting and Prediction; Marketing Strategy; Demand and Consumers; Business Processes; Technology;


Cady, John F., and Frank V. Cespedes. "E.T. Phone Home, Inc.: Forecasting Business Demand." Harvard Business School Case 583-121, January 1983. (Revised September 1983.)