1. Decision-Trees 3.3 Decision-making techniques

2. What you need to know a) Construct and interpret simple decision tree diagrams b) Calculations and interpretations of figures generated by these techniques c) Limitations of using decision trees

3. Topic Links Decision Trees Scientific decision making Hunch decision making Sales forecasting Investment appraisal Business objectives

4. What is a Decision Tree?

5. How a Decision Tree is Constructed (1)

6. Adding possible outcomes to the tree (note: circles represent uncertain outcomes) Square [decision to be made] Square [decision to be made] Choice / Option 1 Choice / Option 2 Do nothing

7. Now add in associated costs, outcome probabilities and financial results for each outcome Square [decision to be made] Square [decision to be made] Choice / Option 1 Choice / Option 2 Do nothing 1 1 2 2 Outcome A Outcome B Outcome A Outcome B Result (£) p (probability) Associated cost (£)

8. What is Probability?

9. Key Terms for a Decision Tree ProbabilityThe chance of an outcome happening The financial value of an outcome calculated by multiplying the estimated financial effect by its probability The value to be gained from taking a decision. Calculated by adding together the expected value of each outcome and deducting the costs associated with the decision

10. Decision Tree Worked Example Decision Tree Example Clark Coffee operates a chain of five luxury coffee shops in Cheshire. It is looking at two options to increase revenues across the chain. The estimated impact of the two options on sales (and their probabilities) are shown below as are the associated costs of each option. Launch Loyalty CardCut Prices Cost of Option£500,000£300,000 Probability of High Sales0.60.8 Probability of Low Sales0.40.2 Result of High Sales£1,000,000£800,000 Result of Low Sales£750,000£500,000

11. Putting the Data into the Decision Tree 1 1 2 2

12. Calculate the Expected Values and Net Gains Launch loyalty card: – High sales: (0.6 x £1,000,000) = – Low sales: (0.4 x £750,000) = – Total expected value = – Net gain: £900,000 - £500,000 = Cut prices: – High sales: (0.8 x £800,000) = – Low sales: (0.2 x £500,000) = – Total expected value = – Net gain: £740,000 - £300,000 = _______________________________________________ _______________________________________________

13. Advantages of Using Decision Trees

14. Disadvantages of Using Decision Trees

15. Final Thoughts on Decision Trees