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Sales forecasting updates: how good are they in practice?

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  • Lawrence, Michael
  • O'Connor, Marcus

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  • Lawrence, Michael & O'Connor, Marcus, 2000. "Sales forecasting updates: how good are they in practice?," International Journal of Forecasting, Elsevier, vol. 16(3), pages 369-382.
  • Handle: RePEc:eee:intfor:v:16:y:2000:i:3:p:369-382
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    References listed on IDEAS

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    1. Lawrence, Michael & O'Connor, Marcus, 1992. "Exploring judgemental forecasting," International Journal of Forecasting, Elsevier, vol. 8(1), pages 15-26, June.
    2. Ackert, Lucy F & Hunter, William C, 1995. "Rational Expectations and Security Analysts' Earnings Forecasts," The Financial Review, Eastern Finance Association, vol. 30(3), pages 427-443, August.
    3. Tilman Ehrbeck & Robert Waldmann, 1996. "Why Are Professional Forecasters Biased? Agency versus Behavioral Explanations," The Quarterly Journal of Economics, Oxford University Press, vol. 111(1), pages 21-40.
    4. Egginton, Don M., 1999. "Testing the efficiency and rationality of City forecasts," International Journal of Forecasting, Elsevier, vol. 15(1), pages 57-66, February.
    5. Nordhaus, William D, 1987. "Forecasting Efficiency: Concepts and Applications," The Review of Economics and Statistics, MIT Press, vol. 69(4), pages 667-674, November.
    6. repec:bla:joares:v:29:y:1991:i:1:p:170-179 is not listed on IDEAS
    7. Clements, Michael P, 1995. "Rationality and the Role of Judgement in Macroeconomic Forecasting," Economic Journal, Royal Economic Society, vol. 105(429), pages 410-420, March.
    8. Makridakis, Spyros, 1993. "Accuracy measures: theoretical and practical concerns," International Journal of Forecasting, Elsevier, vol. 9(4), pages 527-529, December.
    9. Fildes, Robert, 1992. "The evaluation of extrapolative forecasting methods," International Journal of Forecasting, Elsevier, vol. 8(1), pages 81-98, June.
    Full references (including those not matched with items on IDEAS)

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    Cited by:

    1. Chang, Chia-Lin & de Bruijn, Bert & Franses, Philip Hans & McAleer, Michael, 2013. "Analyzing fixed-event forecast revisions," International Journal of Forecasting, Elsevier, vol. 29(4), pages 622-627.
    2. Meub, Lukas & Proeger, Till, 2016. "Are groups 'less behavioral'? The case of anchoring," Center for European, Governance and Economic Development Research Discussion Papers 188 [rev.], University of Goettingen, Department of Economics.
    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. Meub, Lukas & Proeger, Till & Bizer, Kilian, 2013. "Anchoring: A valid explanation for biased forecasts when rational predictions are easily accessible and well incentivized?," Center for European, Governance and Economic Development Research Discussion Papers 166, University of Goettingen, Department of Economics.
    5. 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.
    6. Meub, Lukas & Proeger, Till E., 2015. "Anchoring in social context," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 55(C), pages 29-39.
    7. Meub, Lukas & Proeger, Till, 2014. "Are groups 'less behavioral'? The case of anchoring," Center for European, Governance and Economic Development Research Discussion Papers 188, University of Goettingen, Department of Economics.
    8. Meub, Lukas & Proeger, Till, 2014. "An experimental study on social anchoring," Center for European, Governance and Economic Development Research Discussion Papers 196, University of Goettingen, Department of Economics.

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