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A field study of sales forecasting accuracy and processes

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. 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.
  3. Webby, Richard & O'Connor, Marcus & Edmundson, Bob, 2005. "Forecasting support systems for the incorporation of event information: An empirical investigation," International Journal of Forecasting, Elsevier, vol. 21(3), pages 411-423.
  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. Blanc, Sebastian M. & Setzer, Thomas, 2015. "Analytical debiasing of corporate cash flow forecasts," European Journal of Operational Research, Elsevier, vol. 243(3), pages 1004-1015.
  6. 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.
  7. Rennie, Nicola & Cleophas, Catherine & Sykulski, Adam M. & Dost, Florian, 2021. "Identifying and responding to outlier demand in revenue management," European Journal of Operational Research, Elsevier, vol. 293(3), pages 1015-1030.
  8. Mamatzakis, E. & Koutsomanoli-Filippaki, A., 2014. "Testing the rationality of DOE's energy price forecasts under asymmetric loss preferences," Energy Policy, Elsevier, vol. 68(C), pages 567-575.
  9. Kalchschmidt, Matteo, 2012. "Best practices in demand forecasting: Tests of universalistic, contingency and configurational theories," International Journal of Production Economics, Elsevier, vol. 140(2), pages 782-793.
  10. 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.
  11. Danese, Pamela & Kalchschmidt, Matteo, 2011. "The role of the forecasting process in improving forecast accuracy and operational performance," International Journal of Production Economics, Elsevier, vol. 131(1), pages 204-214, May.
  12. 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.
  13. O'Connor, Marcus & Remus, William & Griggs, Kenneth, 2001. "The asymmetry of judgemental confidence intervals in time series forecasting," International Journal of Forecasting, Elsevier, vol. 17(4), pages 623-633.
  14. Lawrence, Michael & Goodwin, Paul & Fildes, Robert, 2002. "Influence of user participation on DSS use and decision accuracy," Omega, Elsevier, vol. 30(5), pages 381-392, October.
  15. Goodwin, Paul & Lawton, Richard, 2003. "Debiasing forecasts: how useful is the unbiasedness test?," International Journal of Forecasting, Elsevier, vol. 19(3), pages 467-475.
  16. 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.
  17. Abolghasemi, Mahdi & Hurley, Jason & Eshragh, Ali & Fahimnia, Behnam, 2020. "Demand forecasting in the presence of systematic events: Cases in capturing sales promotions," International Journal of Production Economics, Elsevier, vol. 230(C).
  18. Lin, Vera Shanshan & Goodwin, Paul & Song, Haiyan, 2014. "Accuracy and bias of experts’ adjusted forecasts," Annals of Tourism Research, Elsevier, vol. 48(C), pages 156-174.
  19. Önkal, Dilek & Lawrence, Michael & Zeynep SayIm, K., 2011. "Influence of differentiated roles on group forecasting accuracy," International Journal of Forecasting, Elsevier, vol. 27(1), pages 50-68, January.
  20. 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.
  21. 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.
  22. Sohrabpour, Vahid & Oghazi, Pejvak & Toorajipour, Reza & Nazarpour, Ali, 2021. "Export sales forecasting using artificial intelligence," Technological Forecasting and Social Change, Elsevier, vol. 163(C).
  23. Wan, Xiang & Sanders, Nadia R., 2017. "The negative impact of product variety: Forecast bias, inventory levels, and the role of vertical integration," International Journal of Production Economics, Elsevier, vol. 186(C), pages 123-131.
  24. Arvan, Meysam & Fahimnia, Behnam & Reisi, Mohsen & Siemsen, Enno, 2019. "Integrating human judgement into quantitative forecasting methods: A review," Omega, Elsevier, vol. 86(C), pages 237-252.
  25. Önkal, Dilek & Lawrence, Michael & Zeynep Sayım, K., 2011. "Influence of differentiated roles on group forecasting accuracy," International Journal of Forecasting, Elsevier, vol. 27(1), pages 50-68.
  26. Franses, Ph.H.B.F., 2010. "Decomposing bias in expert forecast," Econometric Institute Research Papers EI 2010-26, Erasmus University Rotterdam, Erasmus School of Economics (ESE), Econometric Institute.
  27. Sagaert, Yves R. & Aghezzaf, El-Houssaine & Kourentzes, Nikolaos & Desmet, Bram, 2018. "Tactical sales forecasting using a very large set of macroeconomic indicators," European Journal of Operational Research, Elsevier, vol. 264(2), pages 558-569.
  28. Van den Broeke, Maud & De Baets, Shari & Vereecke, Ann & Baecke, Philippe & Vanderheyden, Karlien, 2019. "Judgmental forecast adjustments over different time horizons," Omega, Elsevier, vol. 87(C), pages 34-45.
  29. Önkal, Dilek & Zeynep Sayım, K. & Lawrence, Michael, 2012. "Wisdom of group forecasts: Does role-playing play a role?," Omega, Elsevier, vol. 40(6), pages 693-702.
  30. Phillip M. Yelland & Shinji Kim & Renée Stratulate, 2010. "A Bayesian Model for Sales Forecasting at Sun Microsystems," Interfaces, INFORMS, vol. 40(2), pages 118-129, April.
  31. 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.
  32. 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.
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