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Managing Sales Forecasters

Author

Listed:
  • Bert de Bruijn

    (Erasmus University Rotterdam)

  • Philip Hans Franses

    (Erasmus University Rotterdam)

Abstract

A Forecast Support System (FSS), which generates sales forecasts, is a sophisticated business analytical tool that can help to improve targeted business decisions. Many companies use such a tool, although at the same time they may allow managers to quote their own forecasts. These sales forecasters (managers) can take the FSS output as their input, but they can also fully ignore the FSS out- comes. We propose a methodology that allows to evaluate the forecast accuracy of these managers, relative to the FSS, while taking aboard latent variation across managers' behavior. We show that the results, here for a large Germany-based pharmaceutical company, can in fact be used to manage the sales forecasters by giving clear-cut recommendations for improvement.

Suggested Citation

  • Bert de Bruijn & Philip Hans Franses, 2012. "Managing Sales Forecasters," Tinbergen Institute Discussion Papers 12-131/III, Tinbergen Institute.
    • Handle: RePEc:tin:wpaper:20120131
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    File URL: https://papers.tinbergen.nl/12131.pdf
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    References listed on IDEAS

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    1. Fildes, Robert & Goodwin, Paul & Lawrence, Michael & Nikolopoulos, Konstantinos, 2009. "Effective forecasting and judgmental adjustments: an empirical evaluation and strategies for improvement in supply-chain planning," International Journal of Forecasting, Elsevier, vol. 25(1), pages 3-23.
    2. 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.
    3. Franses, Philip Hans & Legerstee, Rianne, 2013. "Do statistical forecasting models for SKU-level data benefit from including past expert knowledge?," International Journal of Forecasting, Elsevier, vol. 29(1), pages 80-87.
    4. Bunn, Derek W. & Salo, Ahti A., 1996. "Adjustment of forecasts with model consistent expectations," International Journal of Forecasting, Elsevier, vol. 12(1), pages 163-170, March.
    5. Nada R. Sanders & Karl B. Manrodt, 1994. "Forecasting Practices in US Corporations: Survey Results," Interfaces, INFORMS, vol. 24(2), pages 92-100, April.
    6. Philip Hans Franses & Rianne Legerstee, 2010. "Do experts' adjustments on model-based SKU-level forecasts improve forecast quality?," Journal of Forecasting, John Wiley & Sons, Ltd., vol. 29(3), pages 331-340.
    7. Lawrence, Michael & Goodwin, Paul & O'Connor, Marcus & Onkal, Dilek, 2006. "Judgmental forecasting: A review of progress over the last 25 years," International Journal of Forecasting, Elsevier, vol. 22(3), pages 493-518.
    8. Goodwin, Paul, 2000. "Improving the voluntary integration of statistical forecasts and judgment," International Journal of Forecasting, Elsevier, vol. 16(1), pages 85-99.
    9. 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.
    10. Franses, Philip Hans & Legerstee, Rianne, 2009. "Properties of expert adjustments on model-based SKU-level forecasts," International Journal of Forecasting, Elsevier, vol. 25(1), pages 35-47.
    11. Goodwin, Paul, 2002. "Integrating management judgment and statistical methods to improve short-term forecasts," Omega, Elsevier, vol. 30(2), pages 127-135, April.
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    Cited by:

    1. Petropoulos, Fotios & Fildes, Robert & Goodwin, Paul, 2016. "Do ‘big losses’ in judgmental adjustments to statistical forecasts affect experts’ behaviour?," European Journal of Operational Research, Elsevier, vol. 249(3), pages 842-852.

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    More about this item

    Keywords

    Forecast Support System; Sales forecasters; Forecast accuracy;
    All these keywords.

    JEL classification:

    • M11 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Production Management
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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