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Organizational factors in sales forecasting management

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  • Davis, Donna F.
  • Mentzer, John T.

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  • Davis, Donna F. & Mentzer, John T., 2007. "Organizational factors in sales forecasting management," International Journal of Forecasting, Elsevier, vol. 23(3), pages 475-495.
    • Handle: RePEc:eee:intfor:v:23:y:2007:i:3:p:475-495
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    1. J. Scott Armstrong & Michael C. Grohman, 1972. "A Comparative Study of Methods for Long-Range Market Forecasting," Management Science, INFORMS, vol. 19(2), pages 211-221, October.
    2. Winklhofer, Heidi & Diamantopoulos, Adamantios & Witt, Stephen F., 1996. "Forecasting practice: A review of the empirical literature and an agenda for future research," International Journal of Forecasting, Elsevier, vol. 12(2), pages 193-221, June.
    3. Ikujiro Nonaka, 1994. "A Dynamic Theory of Organizational Knowledge Creation," Organization Science, INFORMS, vol. 5(1), pages 14-37, February.
    4. Mahmoud, Essam & DeRoeck, Richard & Brown, Robert & Rice, Gillian, 1992. "Bridging the gap between theory and practice in forecasting," International Journal of Forecasting, Elsevier, vol. 8(2), pages 251-267, October.
    5. Moon, Mark A. & Mentzer, John T. & Smith, Carlo D., 2003. "Conducting a sales forecasting audit," International Journal of Forecasting, Elsevier, vol. 19(1), pages 5-25.
    6. Scott Armstrong, J., 1988. "Research needs in forecasting," International Journal of Forecasting, Elsevier, vol. 4(3), pages 449-465.
    7. M C Hughes, 2001. "Forecasting practice: organisational issues," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 52(2), pages 143-149, February.
    8. Diamantopoulos, A., 2002. "Research on Forecasting," International Journal of Forecasting, Elsevier, vol. 18(3), pages 479-480.
    9. Ron Sanchez & Aimé Heene, 1997. "Managing for an Uncertain Future," International Studies of Management & Organization, Taylor & Francis Journals, vol. 27(2), pages 21-42, June.
    10. Dalrymple, Douglas J., 1987. "Sales forecasting practices: Results from a United States survey," International Journal of Forecasting, Elsevier, vol. 3(3-4), pages 379-391.
    11. DeRoeck, Richard, 1991. "Is there a gap between forecasting theory and practice? A personal view," International Journal of Forecasting, Elsevier, vol. 7(1), pages 1-2, May.
    12. Jobber, David & Watts, Martin, 1986. "Behavioural aspects of marketing information systems," Omega, Elsevier, vol. 14(1), pages 69-79.
    13. 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.
    14. Bretschneider, Stuart I. & Gorr, Wilpen L., 1989. "Special issue on public sector forecasting," International Journal of Forecasting, Elsevier, vol. 5(3), pages 303-304.
    15. Winklhofer, Heidi & Diamantopoulos, Adamantios, 2003. "A model of export sales forecasting behavior and performance: development and testing," International Journal of Forecasting, Elsevier, vol. 19(2), pages 271-285.
    16. Taylor, Frederick Winslow, 1911. "The Principles of Scientific Management," History of Economic Thought Books, McMaster University Archive for the History of Economic Thought, number taylor1911.
    17. Timothy R. Kayworth & Debabroto Chatterjee & V. Sambamurthy, 2001. "Theoretical Justification for IT Infrastructure Investments," Information Resources Management Journal (IRMJ), IGI Global, vol. 14(3), pages 5-14, July.
    18. Makridakis, Spyros, 1993. "Accuracy measures: theoretical and practical concerns," International Journal of Forecasting, Elsevier, vol. 9(4), pages 527-529, December.
    19. Kassarjian, Harold H, 1977. "Content Analysis in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 4(1), pages 8-18, June.
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    Citations

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    Cited by:

    1. 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.
    2. Smith, Carlo D. & Mentzer, John T., 2010. "Forecasting task-technology fit: The influence of individuals, systems and procedures on forecast performance," International Journal of Forecasting, Elsevier, vol. 26(1), pages 144-161, January.
    3. Asimakopoulos, Stavros & Dix, Alan, 2013. "Forecasting support systems technologies-in-practice: A model of adoption and use for product forecasting," International Journal of Forecasting, Elsevier, vol. 29(2), pages 322-336.
    4. Alexander Burck & Martin Glaum & Kati Schnürer, 2018. "Cash-Flow-Planung – Anforderungen und praktische Umsetzung im internationalen Konzern [Cash-Flow Planning – Requirements and Implementation in a Multinational Corporation]," Schmalenbach Journal of Business Research, Springer, vol. 70(4), pages 393-425, December.
    5. Ossi Ylijoki, 2018. "Guidelines for assessing the value of a predictive algorithm: a case study," Journal of Marketing Analytics, Palgrave Macmillan, vol. 6(1), pages 19-26, March.
    6. Eksoz, Can & Mansouri, S. Afshin & Bourlakis, Michael, 2014. "Collaborative forecasting in the food supply chain: A conceptual framework," International Journal of Production Economics, Elsevier, vol. 158(C), pages 120-135.
    7. Alireza Rezazadeh, 2020. "A Generalized Flow for B2B Sales Predictive Modeling: An Azure Machine-Learning Approach," Forecasting, MDPI, vol. 2(3), pages 1-17, August.
    8. Danese, Pamela & Kalchschmidt, Matteo, 2011. "The impact of forecasting on companies' performance: Analysis in a multivariate setting," International Journal of Production Economics, Elsevier, vol. 133(1), pages 458-469, September.
    9. Sohrabpour, Vahid & Oghazi, Pejvak & Toorajipour, Reza & Nazarpour, Ali, 2021. "Export sales forecasting using artificial intelligence," Technological Forecasting and Social Change, Elsevier, vol. 163(C).

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