IDEAS home Printed from https://ideas.repec.org/a/eee/bushor/v63y2020i5p637-646.html
   My bibliography  Save this article

Women count: Perceptions of forecasting in sales

Author

Listed:
  • Wilson, J. Holton
  • Dingus, Rebecca
  • Hoyle, Jeffrey

Abstract

This study identifies sales managers’ perceptions of sales forecasting. We surveyed close to 400 business-to-business sales managers, split about equally by gender, and concluded forecasting-related preferences, beliefs, and desires. Herein, we evaluate gender differences and identify some critical perceptions of women that differ from the perceptions of their male counterparts. We also compare attitudes, behaviors, and demographics of women and men. We conclude with organizational recommendations and implications for firms concerning hiring practices, forecasting tool selection, training and development, and the use of an employee resource group.

Suggested Citation

  • Wilson, J. Holton & Dingus, Rebecca & Hoyle, Jeffrey, 2020. "Women count: Perceptions of forecasting in sales," Business Horizons, Elsevier, vol. 63(5), pages 637-646.
    • Handle: RePEc:eee:bushor:v:63:y:2020:i:5:p:637-646
    DOI: 10.1016/j.bushor.2020.06.001
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0007681320300902
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.bushor.2020.06.001?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Anonymous, 2018. "Letter from the Editor," Management and Organization Review, Cambridge University Press, vol. 14(3), pages 447-448, September.
    2. Michael Gilliland, 2014. "Role of the Sales Force in Forecasting," Foresight: The International Journal of Applied Forecasting, International Institute of Forecasters, issue 35, pages 8-13, Fall.
    3. Anonymous, 2018. "Letter from the Editor," Management and Organization Review, Cambridge University Press, vol. 14(4), pages 649-650, December.
    4. Mark Blessington, 2016. "Sales Quota Accuracy and Forecasting," Foresight: The International Journal of Applied Forecasting, International Institute of Forecasters, issue 40, pages 44-49, Winter.
    5. Carlin, Barbara A. & Gelb, Betsy D. & Belinne, Jamie K. & Ramchand, Latha, 2018. "Bridging the gender gap in confidence," Business Horizons, Elsevier, vol. 61(5), pages 765-774.
    6. Anonymous, 2018. "Letter from the Editor," Management and Organization Review, Cambridge University Press, vol. 14(1), pages 1-3, March.
    7. Spencer, Signe M. & Blazek, E. Susanne & Orr, J. Evelyn, 2019. "Bolstering the female CEO pipeline: Equalizing the playing field and igniting women’s potential as top-level leaders," Business Horizons, Elsevier, vol. 62(5), pages 567-577.
    8. Donna F. Davis & John T. Mentzer & Teresa M. Mccarthy & Susan L. Golicic, 2006. "The evolution of sales forecasting management: a 20-year longitudinal study of forecasting practices," Journal of Forecasting, John Wiley & Sons, Ltd., vol. 25(5), pages 303-324.
    9. Anonymous, 2018. "Letter from the Editor," Management and Organization Review, Cambridge University Press, vol. 14(2), pages 245-247, June.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Beck, Susanne & Prügl, Reinhard & Walter, Katharina, 2020. "Communicating the family firm brand: Antecedents and performance effects," European Management Journal, Elsevier, vol. 38(1), pages 95-107.
    2. David J. G. Slusky & Donna K. Ginther, 2021. "Did Medicaid expansion reduce medical divorce?," Review of Economics of the Household, Springer, vol. 19(4), pages 1139-1174, December.
    3. Poulis, Konstantinos & Kastanakis, Minas, 2020. "On theorizing and methodological fetishism," European Management Journal, Elsevier, vol. 38(5), pages 676-683.
    4. Christofer Herlin & Per Kjaer & Ansgar Espeland & Jan Sture Skouen & Charlotte Leboeuf-Yde & Jaro Karppinen & Jaakko Niinimäki & Joan Solgaard Sørensen & Kjersti Storheim & Tue Secher Jensen, 2018. "Modic changes—Their associations with low back pain and activity limitation: A systematic literature review and meta-analysis," PLOS ONE, Public Library of Science, vol. 13(8), pages 1-27, August.
    5. Yasmin Ibrahim & Anita Howarth, 2021. "The Munchetty controversy: Empire, race, and the BBC," Gender, Work and Organization, Wiley Blackwell, vol. 28(1), pages 231-247, January.
    6. Rigolini, Alessandra & Gabaldon, Patricia & Le Bruyn Goldeng, Eskil, 2021. "CEO succession with gender change in troubled companies: The effect of a new woman CEO on firm risk and firm risk perceived," Scandinavian Journal of Management, Elsevier, vol. 37(1).
    7. Getchell, Kristen M. & Beitelspacher, Lauren Skinner, 2020. "Better marketing for female marketers: Gendered language in the Forbes CMO list," Business Horizons, Elsevier, vol. 63(5), pages 607-617.
    8. Armstrong, J. Scott & Green, Kesten C. & Graefe, Andreas, 2015. "Golden rule of forecasting: Be conservative," Journal of Business Research, Elsevier, vol. 68(8), pages 1717-1731.
    9. Leitner, Johannes & Leopold-Wildburger, Ulrike, 2011. "Experiments on forecasting behavior with several sources of information - A review of the literature," European Journal of Operational Research, Elsevier, vol. 213(3), pages 459-469, September.
    10. Syntetos, Aris A. & Nikolopoulos, Konstantinos & Boylan, John E. & Fildes, Robert & Goodwin, Paul, 2009. "The effects of integrating management judgement into intermittent demand forecasts," International Journal of Production Economics, Elsevier, vol. 118(1), pages 72-81, March.
    11. Bruzda, Joanna, 2019. "Quantile smoothing in supply chain and logistics forecasting," International Journal of Production Economics, Elsevier, vol. 208(C), pages 122-139.
    12. Fildes, Robert & Goodwin, Paul, 2021. "Stability in the inefficient use of forecasting systems: A case study in a supply chain company," International Journal of Forecasting, Elsevier, vol. 37(2), pages 1031-1046.
    13. Pennings, Clint L.P. & van Dalen, Jan & Rook, Laurens, 2019. "Coordinating judgmental forecasting: Coping with intentional biases," Omega, Elsevier, vol. 87(C), pages 46-56.
    14. Karpinska-Krakowiak, Malgorzata, 2021. "Women are more likely to buy unknown brands than men: The effects of gender and known versus unknown brands on purchase intentions," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
    15. Sroginis, Anna & Fildes, Robert & Kourentzes, Nikolaos, 2023. "Use of contextual and model-based information in adjusting promotional forecasts," European Journal of Operational Research, Elsevier, vol. 307(3), pages 1177-1191.
    16. Robert Fildes & Paul Goodwin, 2007. "Against Your Better Judgment? How Organizations Can Improve Their Use of Management Judgment in Forecasting," Interfaces, INFORMS, vol. 37(6), pages 570-576, December.
    17. Davydenko, Andrey & Fildes, Robert, 2013. "Measuring forecasting accuracy: The case of judgmental adjustments to SKU-level demand forecasts," International Journal of Forecasting, Elsevier, vol. 29(3), pages 510-522.
    18. Wellens, Arnoud P. & Boute, Robert N. & Udenio, Maximiliano, 2024. "Simplifying tree-based methods for retail sales forecasting with explanatory variables," European Journal of Operational Research, Elsevier, vol. 314(2), pages 523-539.
    19. A A Syntetos & J E Boylan & S M Disney, 2009. "Forecasting for inventory planning: a 50-year review," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 60(1), pages 149-160, May.
    20. Fildes, Robert & Ma, Shaohui & Kolassa, Stephan, 2022. "Retail forecasting: Research and practice," International Journal of Forecasting, Elsevier, vol. 38(4), pages 1283-1318.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:bushor:v:63:y:2020:i:5:p:637-646. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/bushor .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.