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Sales forecasting updates: how good are they in practice?

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  • Lawrence, Michael
  • O'Connor, Marcus

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  • Lawrence, Michael & O'Connor, Marcus, 2000. "Sales forecasting updates: how good are they in practice?," International Journal of Forecasting, Elsevier, vol. 16(3), pages 369-382.
    • Handle: RePEc:eee:intfor:v:16:y:2000:i:3:p:369-382
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    References listed on IDEAS

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    1. Nada R. Sanders & Karl B. Manrodt, 1994. "Forecasting Practices in US Corporations: Survey Results," Interfaces, INFORMS, vol. 24(2), pages 92-100, April.
    2. Ackert, Lucy F & Hunter, William C, 1995. "Rational Expectations and Security Analysts' Earnings Forecasts," The Financial Review, Eastern Finance Association, vol. 30(3), pages 427-443, August.
    3. Melliss, Chris & Whittaker, Rod, 1998. "The Treasury Forecasting Record: Some New Results," National Institute Economic Review, National Institute of Economic and Social Research, vol. 164, pages 65-79, April.
    4. Nordhaus, William D, 1987. "Forecasting Efficiency: Concepts and Applications," The Review of Economics and Statistics, MIT Press, vol. 69(4), pages 667-674, November.
    5. Lawrence, Michael & O'Connor, Marcus, 1992. "Exploring judgemental forecasting," International Journal of Forecasting, Elsevier, vol. 8(1), pages 15-26, June.
    6. Birnberg, Jacob G. & Turopolec, Lawrence & Young, S. Mark, 1983. "The organizational context of accounting," Accounting, Organizations and Society, Elsevier, vol. 8(2-3), pages 111-129, May.
    7. Tilman Ehrbeck & Robert Waldmann, 1996. "Why Are Professional Forecasters Biased? Agency versus Behavioral Explanations," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 111(1), pages 21-40.
    8. Egginton, Don M., 1999. "Testing the efficiency and rationality of City forecasts," International Journal of Forecasting, Elsevier, vol. 15(1), pages 57-66, February.
    9. Mendenhall, Rr, 1991. "Evidence On The Possible Underweighting Of Earnings-Related Information," Journal of Accounting Research, Wiley Blackwell, vol. 29(1), pages 170-179.
    10. Buckley, John W., 1983. "Comments on "the organizational context of accounting"," Accounting, Organizations and Society, Elsevier, vol. 8(2-3), pages 131-135, May.
    11. Clements, Michael P, 1995. "Rationality and the Role of Judgement in Macroeconomic Forecasting," Economic Journal, Royal Economic Society, vol. 105(429), pages 410-420, March.
    12. Makridakis, Spyros, 1993. "Accuracy measures: theoretical and practical concerns," International Journal of Forecasting, Elsevier, vol. 9(4), pages 527-529, December.
    13. Fildes, Robert, 1992. "The evaluation of extrapolative forecasting methods," International Journal of Forecasting, Elsevier, vol. 8(1), pages 81-98, June.
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    Cited by:

    1. Chang, Chia-Lin & de Bruijn, Bert & Franses, Philip Hans & McAleer, Michael, 2013. "Analyzing fixed-event forecast revisions," International Journal of Forecasting, Elsevier, vol. 29(4), pages 622-627.
    2. Meub, Lukas & Proeger, Till, 2016. "Are groups 'less behavioral'? The case of anchoring," University of Göttingen Working Papers in Economics 188 [rev.], University of Goettingen, Department of Economics.
    3. Meub, Lukas & Proeger, Till & Bizer, Kilian, 2013. "Anchoring: A valid explanation for biased forecasts when rational predictions are easily accessible and well incentivized?," University of Göttingen Working Papers in Economics 166, University of Goettingen, Department of Economics.
    4. Lawrence, Michael & O'Connor, Marcus, 2005. "Judgmental forecasting in the presence of loss functions," International Journal of Forecasting, Elsevier, vol. 21(1), pages 3-14.
    5. Singleton, Carl & Reade, J. James & Brown, Alasdair, 2020. "Going with your gut: The (In)accuracy of forecast revisions in a football score prediction game," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 89(C).
    6. Meub, Lukas & Proeger, Till E., 2015. "Anchoring in social context," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 55(C), pages 29-39.
    7. Meub, Lukas & Proeger, Till, 2014. "Are groups 'less behavioral'? The case of anchoring," University of Göttingen Working Papers in Economics 188, University of Goettingen, Department of Economics.
    8. Meub, Lukas & Proeger, Till, 2014. "An experimental study on social anchoring," University of Göttingen Working Papers in Economics 196, University of Goettingen, Department of Economics.
    9. Fildes, Robert & Bretschneider, Stuart & Collopy, Fred & Lawrence, Michael & Stewart, Doug & Winklhofer, Heidi & Mentzer, John T. & Moon, Mark A., 2003. "Researching Sales Forecasting Practice: Commentaries and authors' response on "Conducting a Sales Forecasting Audit" by M.A. Moon, J.T. Mentzer & C.D. Smith," International Journal of Forecasting, Elsevier, vol. 19(1), pages 27-42.
    10. Meub, Lukas & Proeger, Till, 2016. "Can anchoring explain biased forecasts? Experimental evidence," Journal of Behavioral and Experimental Finance, Elsevier, vol. 12(C), pages 1-13.
    11. Sohrabpour, Vahid & Oghazi, Pejvak & Toorajipour, Reza & Nazarpour, Ali, 2021. "Export sales forecasting using artificial intelligence," Technological Forecasting and Social Change, Elsevier, vol. 163(C).
    12. Lukas Meub & Till Proeger, 2018. "Are groups ‘less behavioral’? The case of anchoring," Theory and Decision, Springer, vol. 85(2), pages 117-150, August.

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