Familiarity,application, and performance of sales forecasting techniques |
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Authors: | John T Mentzer James E Cox |
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Abstract: | This article presents the results of a survey to determine the degree of familiarity and usage, accuracy obtained, and evaluation of different forecasting techniques. It was found that regression analysis, subjective techniques, exponential smoothing, and moving average were well known and used for specific situations. Accuracy was relatively high for aggregate short range forecasts, but decreased for longer range and product level forecasts. |
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Keywords: | Businesspeople survey of forecast technique familiarity usage and accuracy |
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