A field study of sales forecasting accuracy and processes

DOI10.1016/S0377-2217(99)00085-5MaRDI QIDQ1972002zbMATHWikidataFDO

Authors Michael Lawrence, Marcus O'Connor, Bob Edmundson

Publication date 11 June 2001

Published in European Journal of Operational Research (Search for Journal in Brave)

zbMATH Keywords

forecast accuracycontextual informationjudgemental forecasting

Mathematics Subject Classification ID

Decision theory (91B06) Deterministic scheduling theory in operations research (90B35)

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Cited in

(10)

• EVALUATION OF SMALL- AND MEDIUM-SIZED DISPLAY MARKET FORECASTS
• Forecasting practice: organisational issues
• Identifying and responding to outlier demand in revenue management
• Improving judgmental adjustment of model-based forecasts
• A forecasting decision on the sales volume of printers in Taiwan: an exploitation of the analytic network process
• Tactical sales forecasting using a very large set of macroeconomic indicators
• Use of contextual and model-based information in adjusting promotional forecasts
• Analytical debiasing of corporate cash flow forecasts
• Do `big losses' in judgmental adjustments to statistical forecasts affect experts' behaviour?
• Factors that affect the improvement of demand forecast accuracy through point-of-sale reporting

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