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Women count: Perceptions of forecasting in sales

Author

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  • Wilson, J. Holton
  • Dingus, Rebecca
  • Hoyle, Jeffrey

Abstract

This study identifies sales managers’ perceptions of sales forecasting. We surveyed close to 400 business-to-business sales managers, split about equally by gender, and concluded forecasting-related preferences, beliefs, and desires. Herein, we evaluate gender differences and identify some critical perceptions of women that differ from the perceptions of their male counterparts. We also compare attitudes, behaviors, and demographics of women and men. We conclude with organizational recommendations and implications for firms concerning hiring practices, forecasting tool selection, training and development, and the use of an employee resource group.

Suggested Citation

  • Wilson, J. Holton & Dingus, Rebecca & Hoyle, Jeffrey, 2020. "Women count: Perceptions of forecasting in sales," Business Horizons, Elsevier, vol. 63(5), pages 637-646.
    • Handle: RePEc:eee:bushor:v:63:y:2020:i:5:p:637-646
    DOI: 10.1016/j.bushor.2020.06.001
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    References listed on IDEAS

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    4. Mark Blessington, 2016. "Sales Quota Accuracy and Forecasting," Foresight: The International Journal of Applied Forecasting, International Institute of Forecasters, issue 40, pages 44-49, Winter.
    5. Carlin, Barbara A. & Gelb, Betsy D. & Belinne, Jamie K. & Ramchand, Latha, 2018. "Bridging the gender gap in confidence," Business Horizons, Elsevier, vol. 61(5), pages 765-774.
    6. Anonymous, 2018. "Letter from the Editor," Management and Organization Review, Cambridge University Press, vol. 14(1), pages 1-3, March.
    7. Spencer, Signe M. & Blazek, E. Susanne & Orr, J. Evelyn, 2019. "Bolstering the female CEO pipeline: Equalizing the playing field and igniting women’s potential as top-level leaders," Business Horizons, Elsevier, vol. 62(5), pages 567-577.
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