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Evaluating the Rationality of Managers' Sales Forecasts

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  • de Bruijn, L.P.
  • Franses, Ph.H.B.F.

Abstract

This paper deals with the analysis and evaluation of sales forecasts of managers, given that it is unknown how they constructed their forecasts. Our goal is to find out whether these forecasts are rational. To examine deviations from rationality, we argue that one has to approximate how the managers could have generated the forecasts. We describe several ways to construct these approximate expressions. The analysis of a large set of a single manager's forecasts for sales of pharmaceutical products illustrates the practical usefulness of our methodology.

Suggested Citation

  • de Bruijn, L.P. & Franses, Ph.H.B.F., 2011. "Evaluating the Rationality of Managers' Sales Forecasts," Econometric Institute Research Papers EI 2011-36, Erasmus University Rotterdam, Erasmus School of Economics (ESE), Econometric Institute.
    • Handle: RePEc:ems:eureir:26867
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    References listed on IDEAS

    as
    1. John W. Galbraith & Greg Tkacz, 2007. "Forecast content and content horizons for some important macroeconomic time series," Canadian Journal of Economics, Canadian Economics Association, vol. 40(3), pages 935-953, August.
    2. Webby, Richard & O'Connor, Marcus, 1996. "Judgemental and statistical time series forecasting: a review of the literature," International Journal of Forecasting, Elsevier, vol. 12(1), pages 91-118, March.
    3. 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.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    evaluating forecasts; fixedevent forecasts; forecast updates; intuition; rationality; sales forecasts;
    All these keywords.

    JEL classification:

    • C22 - Mathematical and Quantitative Methods - - Single Equation Models; Single Variables - - - Time-Series Models; Dynamic Quantile Regressions; Dynamic Treatment Effect Models; Diffusion Processes
    • C53 - Mathematical and Quantitative Methods - - Econometric Modeling - - - Forecasting and Prediction Models; Simulation Methods

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