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A field study of sales forecasting accuracy and processes

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  • Lawrence, Michael
  • O'Connor, Marcus
  • Edmundson, Bob
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    File URL: http://www.sciencedirect.com/science/article/B6VCT-3YCV03Y-H/2/f2ba7d068786907bd844cfe7735a2927
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    Bibliographic Info

    Article provided by Elsevier in its journal European Journal of Operational Research.

    Volume (Year): 122 (2000)
    Issue (Month): 1 (April)
    Pages: 151-160

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    Handle: RePEc:eee:ejores:v:122:y:2000:i:1:p:151-160

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    Web page: http://www.elsevier.com/locate/eor

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    References

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    Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
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    1. 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.
    2. O'Connor, Marcus & Remus, William & Griggs, Ken, 1993. "Judgemental forecasting in times of change," International Journal of Forecasting, Elsevier, vol. 9(2), pages 163-172, August.
    3. Lawrence, Michael & O'Connor, Marcus, 1992. "Exploring judgemental forecasting," International Journal of Forecasting, Elsevier, vol. 8(1), pages 15-26, June.
    4. Dalrymple, Douglas J., 1987. "Sales forecasting practices: Results from a United States survey," International Journal of Forecasting, Elsevier, vol. 3(3-4), pages 379-391.
    5. Makridakis, Spyros, 1993. "Accuracy measures: theoretical and practical concerns," International Journal of Forecasting, Elsevier, vol. 9(4), pages 527-529, December.
    6. Winklhofer, Heidi & Diamantopoulos, Adamantios & Witt, Stephen F., 1996. "Forecasting practice: A review of the empirical literature and an agenda for future research," International Journal of Forecasting, Elsevier, vol. 12(2), pages 193-221, June.
    7. Pieter T. Elgers & May H. Lo & Dennis Murray, 1995. "Note on Adjustments to Analysts' Earnings Forecasts Based Upon Systematic Cross-Sectional Components of Prior-Period Errors," Management Science, INFORMS, vol. 41(8), pages 1392-1396, August.
    8. Lawrence, Michael J. & Edmundson, Robert H. & O'Connor, Marcus J., 1985. "An examination of the accuracy of judgmental extrapolation of time series," International Journal of Forecasting, Elsevier, vol. 1(1), pages 25-35.
    9. Armstrong, J. Scott & Collopy, Fred, 1992. "Error measures for generalizing about forecasting methods: Empirical comparisons," International Journal of Forecasting, Elsevier, vol. 8(1), pages 69-80, June.
    10. Watson, Moira C., 1996. "Forecasting in the Scottish electronics industry," International Journal of Forecasting, Elsevier, vol. 12(3), pages 361-371, September.
    11. Abarbanell, Jeffrey S & Bernard, Victor L, 1992. " Tests of Analysts' Overreaction/Underreaction to Earnings Information as an Explanation for Anomalous Stock Price Behavior," Journal of Finance, American Finance Association, vol. 47(3), pages 1181-207, July.
    12. Makridakis, Spyros & Chatfield, Chris & Hibon, Michele & Lawrence, Michael & Mills, Terence & Ord, Keith & Simmons, LeRoy F., 1993. "The M2-competition: A real-time judgmentally based forecasting study," International Journal of Forecasting, Elsevier, vol. 9(1), pages 5-22, April.
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    Cited by:
    1. 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.
    2. 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.
    3. 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.
    4. 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.
    5. 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.
    6. 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.
    7. 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.
    8. Goodwin, Paul & Lawton, Richard, 2003. "Debiasing forecasts: how useful is the unbiasedness test?," International Journal of Forecasting, Elsevier, vol. 19(3), pages 467-475.
    9. 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.
    10. 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.
    11. 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.
    12. 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.
    13. 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.
    14. ├ľnkal, 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.
    15. 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.

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