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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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  • Lawrence, Michael & O'Connor, Marcus & Edmundson, Bob, 2000. "A field study of sales forecasting accuracy and processes," European Journal of Operational Research, Elsevier, vol. 122(1), pages 151-160, April.
  • Handle: RePEc:eee:ejores:v:122:y:2000:i:1:p:151-160
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    References listed on IDEAS

    as
    1. Lawrence, Michael & O'Connor, Marcus, 1992. "Exploring judgemental forecasting," International Journal of Forecasting, Elsevier, vol. 8(1), pages 15-26, June.
    2. 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.
    3. 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.
    4. 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.
    5. Watson, Moira C., 1996. "Forecasting in the Scottish electronics industry," International Journal of Forecasting, Elsevier, vol. 12(3), pages 361-371, September.
    6. 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.
    7. 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.
    8. 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.
    9. repec:bla:joares:v:29:y:1991:i:1:p:170-179 is not listed on IDEAS
    10. 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 1181-1207, July.
    11. 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.
    12. Makridakis, Spyros, 1993. "Accuracy measures: theoretical and practical concerns," International Journal of Forecasting, Elsevier, vol. 9(4), pages 527-529, December.
    13. 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.
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    Cited by:

    1. 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.
    2. 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.
    3. 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.
    4. 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.
    5. 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.
    6. 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.
    7. 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.
    8. 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.
    9. 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.
    10. 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.
    11. 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.
    12. repec:eee:ejores:v:264:y:2018:i:2:p:558-569 is not listed on IDEAS
    13. 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.
    14. 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.
    15. 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.
    16. 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.
    17. 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.
    18. 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.
    19. 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.
    20. 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.
    21. Goodwin, Paul & Lawton, Richard, 2003. "Debiasing forecasts: how useful is the unbiasedness test?," International Journal of Forecasting, Elsevier, vol. 19(3), pages 467-475.
    22. 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.
    23. 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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