The use of non-time series information in sales forecasting: A case study

The contribution of product and industry knowledge to the accuracy of sales forecasting was investigated by examining the company forecasts of a leading manufacturer and marketer of consumable products. The company forecasts of 18 products produced by a meeting of marketing, sales, and production personnel were compared with those generated by the same company personnel when denied specific product knowledge and with the forecasts of selected judgemental and statistical time series methods. Results indicated that product knowledge contributed significantly to forecast accuracy and that the forecast accuracy of company personnel who possessed industry forecasting knowledge (but not product knowledge) was not significantly different from the time series based methods. Furthermore, the company forecasts were more accurate than averages of the judgemental and statistical time series forecasts. These results point to the importance of specific product information to forecast accuracy and accordingly call into question the continuing strong emphasis on improving extrapolation techniques without consideration of the inclusion of non-time series knowledge.     

Judgemental revision of sales forecasts: The relative performance of judgementally revised versus non-revised forecasts

The judgemental revision of sales forecasts is an issue which is receiving increasing attention in the forecasting literature. This paper compares the performance of forecasts after revision by managers with that of the forecasts which were accepted by them without revision. The data set consists of sales forecasting data from an industrial company, spanning six quarterly periods and relating to some 900 individual products. The findings show that, in general, the improvements made by managers bring the forecast errors of revised forecasts more into line with non-revised forecasts, but the change is often marginal, and the best result is equivalence between revised and non-revised forecasts.     

Judgemental revision of sales forecasts: A longitudinal eetension

When quantitative models are used for short-term multi-item sales forecasts it is possible that the managers who use such forecasts may disagree with at least some of the estimates obtained, and wish to change them so that they become more consistent with their own (subjective) evaluation of the marketplace. This study reports on an analysis of the effectiveness of judgemental revision of sales forecasts over six quarterly forecasting periods. The results give general support for the practice of forecast manipulation as a means of improving forecasting accuracy. It is also observed that the effectiveness of revision activity varies across different time periods.     

Beyond heuristics and biases: A contingency model of judgemental forecasting

The conflicting viewpoints about the quality of judgemental forecasts are examined and a model is proposed that attempts to resolve the conflict. The model sees forecasts as contingent upon the repertory of forecasting strategies that the forecaster brings to the forecasting task, the strategy that he or she selects as a function of the characteristics of the task, and the rigour with which he or she applies the strategy as a function of the motivating characteristics of the environment in which the task is encountered. The implications of differences in subjects' and experimenters' assumptions about which strategies are appropriate in experimental studies are examined, as are the implications of the differences between the motivating aspects of experimental and applied settings on both performance and on the generatizability of the results of experiments to applied judgemental forecasting.     

Accuracy in forecasting: A survey

In this study, the author provides a brief and concise summary of empirical investigations pertaining to forecasting with special reference to the accuracy of different forecasting techniques. The study mainly focuses on comparisons of the accuracy of these techniques. The comparisons cover both quantitative and qualitative methods. In addition the summary includes studies seeking to test or improve accuracy by combining forecasting techniques.     

Can cointegration‐based forecasting outperform univariate models? An application to Asian exchange rates

Conventional wisdom holds that restrictions on low‐frequency dynamics among cointegrated variables should provide more accurate short‐ to medium‐term forecasts than univariate techniques that contain no such information; even though, on standard accuracy measures, the information may not improve long‐term forecasting. But inconclusive empirical evidence is complicated by confusion about an appropriate accuracy criterion and the role of integration and cointegration in forecasting accuracy. We evaluate the short‐ and medium‐term forecasting accuracy of univariate Box–Jenkins type ARIMA techniques that imply only integration against multivariate cointegration models that contain both integration and cointegration for a system of five cointegrated Asian exchange rate time series. We use a rolling‐window technique to make multiple out of sample forecasts from one to forty steps ahead. Relative forecasting accuracy for individual exchange rates appears to be sensitive to the behaviour of the exchange rate series and the forecast horizon length. Over short horizons, ARIMA model forecasts are more accurate for series with moving‐average terms of order >1. ECMs perform better over medium‐term time horizons for series with no moving average terms. The results suggest a need to distinguish between ‘sequential’ and ‘synchronous’ forecasting ability in such comparisons. Copyright © 2002 John Wiley & Sons, Ltd.     

Some practical aspects of forecasting in organizations

This paper presents the writer's experience, over a period of 25 years, in analysing organizational systems and, in particular, concentrates on the overall forecasting activity. The paper first looks at the relationship between forecasting and decision taking–with emphasis on the fact that forecasting is a means to aid decision taking and not an end in itself. It states that there are many types of forecasting problems, each requiring different methods of treatment. The paper then discusses attitudes which are emerging about the relative advantages of different forecasting techniques. It suggests a model building process which requires‘experience’and‘craftsmanship’, extensive practical application, frequent interaction between theory and practice and a methodology that eventually leads to models that contain no detectable inadequacies. Furthermore, it argues that although models which forecast a time series from its past history have a very important role to play, for effective policy making it is necessary to augment the model by introducing policy variables, again in a systematic not an ‘ad hoc’ manner. Finally, the paper discusses how forecasting systems can be introduced into the management process in the first place and how they should be monitored and updated when found wanting.     

Awareness and use of forecasting techniques in british industry

The paper summarizes results of a mail survey of the use of formal forecasting techniques in British manufacturing companies. It appraises the state of awareness of particular techniques and the extent to which they are used in various functional applications. The extent to which the forecasts generated by the techniques influence company action is assessed; and the reasons for the non-use of particular techniques examined. The paper concludes that although an increasing number of companies appreciate the importance of forecasting, the methods used are predominantly naïve and few companies are taking steps to improve the situation through using alternative techniques or through computerizing established techniques.     

The implementation of forecasting models

The use of forecasting models can help managers make better decisions, a fact that motivates this study. Findings from research on the implementation of operations research/management science are generalized to include forecasting models. The similarity between forecasting and other models allows conclusions to be drawn about managing forecasting model implementation: these include better management support, closer links to management performance, improved user–preparer relationships, more goal congruence, minimized perception of change and an appropriate configuration of the forecasting system to user needs, style, resources and environment.     

Neural network versus econometric models in forecasting inflation

Artificial neural network modelling has recently attracted much attention as a new technique for estimation and forecasting in economics and finance. The chief advantages of this new approach are that such models can usually find a solution for very complex problems, and that they are free from the assumption of linearity that is often adopted to make the traditional methods tractable. In this paper we compare the performance of Back‐Propagation Artificial Neural Network (BPN) models with the traditional econometric approaches to forecasting the inflation rate. Of the traditional econometric models we use a structural reduced‐form model, an ARIMA model, a vector autoregressive model, and a Bayesian vector autoregression model. We compare each econometric model with a hybrid BPN model which uses the same set of variables. Dynamic forecasts are compared for three different horizons: one, three and twelve months ahead. Root mean squared errors and mean absolute errors are used to compare quality of forecasts. The results show the hybrid BPN models are able to forecast as well as all the traditional econometric methods, and to outperform them in some cases. Copyright © 2000 John Wiley & Sons, Ltd.     

The accuracy of extrapolation (time series) methods: Results of a forecasting competition

In the last few decades many methods have become available for forecasting. As always, when alternatives exist, choices need to be made so that an appropriate forecasting method can be selected and used for the specific situation being considered. This paper reports the results of a forecasting competition that provides information to facilitate such choice. Seven experts in each of the 24 methods forecasted up to 1001 series for six up to eighteen time horizons. The results of the competition are presented in this paper whose purpose is to provide empirical evidence about differences found to exist among the various extrapolative (time series) methods used in the competition.     

The importance of non-linearities in large forecasting models with stochastic error processes

This paper considers the consequences of the stochastic error process in large non-linear forecasting models. As such models are non-linear, the deterministic forecast is neither the mean nor the mode of the density function of the endogenous variables. Under a specific assumption as to the class of the non-linearity it is shown that the deterministic forecast is actually the vector of marginal medians of the density function. Stochastic simulation techniques are then used to test whether one large forecasting model actually lies within this class.     

Price forecasting and evaluation: An application in agriculture

Because of the high volatility of prices of agricultural commodities over the past decade, the importance of accurate price forecasting for decision makers has become even more acute. This paper reviews literature on forecasting and evaluation. An application with forecasting U.S. hog prices is presented which includes both economic and statistical evaluation measures. Seven forecasting approaches are described and their performances are examined over 24 quarters from 1976 to 1981. These methods include exponential smoothing, an autoregressive integrated moving average process, an econometric model, expert judgement, and a composite forecasting approach. The application gives results which support previous findings in the forecasting literature and suggests that forecasting methods can provide valuable information to the decision maker.     

The impact of forecasting methodology on the accuracy of national population forecasts: evidence from the Netherlands and Czechoslovakia

"This study considers the accuracy of national population forecasts of the Netherlands and the Czechoslovak Socialist Republic.... We look at the demographic components employed in each forecast, the procedure to extrapolate fertility and the level at which assumptions for each component are formulated. Errors in total population size, fertility, mortality and foreign migration, and age structure are considered. We discuss trends in errors and methodology since 1950 and compare the situations in the two countries. The findings suggest that methodology has only a very limited impact on the accuracy of national population forecasts."     

Performance of GARCH models in forecasting stock market volatility

This paper studies the performance of GARCH model and its modifications, using the rate of returns from the daily stock market indices of the Kuala Lumpur Stock Exchange (KLSE) including Composite Index, Tins Index, Plantations Index, Properties Index, and Finance Index. The models are stationary GARCH, unconstrained GARCH, non‐negative GARCH, GARCH‐M, exponential GARCH and integrated GARCH. The parameters of these models and variance processes are estimated jointly using the maximum likelihood method. The performance of the within‐sample estimation is diagnosed using several goodness‐of‐fit statistics. We observed that, among the models, even though exponential GARCH is not the best model in the goodness‐of‐fit statistics, it performs best in describing the often‐observed skewness in stock market indices and in out‐of‐sample (one‐step‐ahead) forecasting. The integrated GARCH, on the other hand, is the poorest model in both respects. Copyright © 1999 John Wiley & Sons, Ltd.     

Long-term forecasting with innovation diffusion models: The impact of replacement purchases

The model presented in this paper integrates two distinct components of the demand for durable goods: adoptions and replacements. The adoption of a new product is modeled as an innovation diffusion process, using price and population as exogenous variables. Adopters are expected to eventually replace their old units of the product, with a probability which depends on the age of the owned unit, and other random factors such as overload, style-changes etc. It is shovn that the integration of adoption and replacement demand components in our model yields quality sales forecasts, not only under conditions where detailed data on replacement sales is available, but also when the forecaster's access is limited to total sales data and educated guesses on certain elements of the replacement process.     

Evaluation of correlation forecasting models for risk management

Reliable correlation forecasts are of paramount importance in modern risk management systems. A plethora of correlation forecasting models have been proposed in the open literature, yet their impact on the accuracy of value‐at‐risk calculations has not been explicitly investigated. In this paper, traditional and modern correlation forecasting techniques are compared using standard statistical and risk management loss functions. Three portfolios consisting of stocks, bonds and currencies are considered. We find that GARCH models can better account for the correlation's dynamic structure in the stock and bond portfolios. On the other hand, simpler specifications such as the historical mean model or simple moving average models are better suited for the currency portfolio. Copyright © 2007 John Wiley & Sons, Ltd.     

Tourism in the Canary Islands: forecasting using several seasonal time series models

This paper deals with the analysis of the number of tourists travelling to the Canary Islands by means of using different seasonal statistical models. Deterministic and stochastic seasonality is considered. For the latter case, we employ seasonal unit roots and seasonally fractionally integrated models. As a final approach, we also employ a model with possibly different orders of integration at zero and the seasonal frequencies. All these models are compared in terms of their forecasting ability in an out‐of‐sample experiment. The results in the paper show that a simple deterministic model with seasonal dummy variables and AR(1) disturbances produce better results than other approaches based on seasonal fractional and integer differentiation over short horizons. However, increasing the time horizon, the results cannot distinguish between the model based on seasonal dummies and another using fractional integration at zero and the seasonal frequencies. Copyright © 2008 John Wiley & Sons, Ltd.     

Non-linear forecasting of financial time series: An overview and some new models

We provide an overview of the papers contained in this Special Issue of the Journal of Forecasting and also discuss some new models for analysing financial time series that have recently been proposed. These are illustrated by empirical examples using 60 years of daily data on the London Stock Exchange's FT30 index.     

Adaptive modelling and forecasting of offshore wind power fluctuations with Markov‐switching autoregressive models

Wind power production data at temporal resolutions of a few minutes exhibit successive periods with fluctuations of various dynamic nature and magnitude, which cannot be explained (so far) by the evolution of some explanatory variable. Our proposal is to capture this regime‐switching behaviour with an approach relying on Markov‐switching autoregressive (MSAR) models. An appropriate parameterization of the model coefficients is introduced, along with an adaptive estimation method allowing accommodation of long‐term variations in the process characteristics. The objective criterion to be recursively optimized is based on penalized maximum likelihood, with exponential forgetting of past observations. MSAR models are then employed for one‐step‐ahead point forecasting of 10 min resolution time series of wind power at two large offshore wind farms. They are favourably compared against persistence and autoregressive models. It is finally shown that the main interest of MSAR models lies in their ability to generate interval/density forecasts of significantly higher skill. Copyright © 2010 John Wiley & Sons, Ltd.