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Conducting a sales forecasting audit

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  • Moon, Mark A.
  • Mentzer, John T.
  • Smith, Carlo D.

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  • Moon, Mark A. & Mentzer, John T. & Smith, Carlo D., 2003. "Conducting a sales forecasting audit," International Journal of Forecasting, Elsevier, vol. 19(1), pages 5-25.
  • Handle: RePEc:eee:intfor:v:19:y:2003:i:1:p:5-25
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    References listed on IDEAS

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    1. Schultz, Randall L., 1992. "Fundamental aspects of forecasting in organizations," International Journal of Forecasting, Elsevier, pages 409-411.
    2. Moon, Mark A. & Mentzer, John T. & Smith, Carlo D. & Garver, Michael S., 1998. "Seven keys to better forecasting," Business Horizons, Elsevier, vol. 41(5), pages 44-52.
    3. 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, pages 193-221.
    4. Scott Armstrong, J., 1988. "Research needs in forecasting," International Journal of Forecasting, Elsevier, pages 449-465.
    5. Miller, Don M., 1985. "The anatomy of a successful forecasting implementation," International Journal of Forecasting, Elsevier, pages 69-78.
    6. Mentzer, John T. & Bienstock, Carol C. & Kahn, Kenneth B., 1999. "Benchmarking sales forecasting management," Business Horizons, Elsevier, vol. 42(3), pages 48-56.
    7. Cox, James Jr., 1987. "An assessment of books relevant to forecasting in marketing," International Journal of Forecasting, Elsevier, pages 515-527.
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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. repec:eee:proeco:v:191:y:2017:i:c:p:85-96 is not listed on IDEAS
    3. 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.
    4. Fahmy Salama, Kamal & Luzzatto, Dino & Sianesi, Andrea & Towill, Denis R., 2009. "The value of auditing supply chains," International Journal of Production Economics, Elsevier, vol. 119(1), pages 34-45, May.
    5. Davis, Donna F. & Mentzer, John T., 2007. "Organizational factors in sales forecasting management," International Journal of Forecasting, Elsevier, vol. 23(3), pages 475-495.
    6. Smith, Carlo D. & Mentzer, John T., 2010. "Forecasting task-technology fit: The influence of individuals, systems and procedures on forecast performance," International Journal of Forecasting, Elsevier, vol. 26(1), pages 144-161, January.
    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, pages 322-336.
    8. 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.
    9. Eksoz, Can & Mansouri, S. Afshin & Bourlakis, Michael, 2014. "Collaborative forecasting in the food supply chain: A conceptual framework," International Journal of Production Economics, Elsevier, vol. 158(C), pages 120-135.
    10. Fildes, Robert & Petropoulos, Fotios, 2015. "Is there a Golden Rule?," Journal of Business Research, Elsevier, vol. 68(8), pages 1742-1745.
    11. 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.

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