IDEAS home Printed from https://ideas.repec.org/a/ids/eujine/v1y2007i4p355-369.html
   My bibliography  Save this article

Analysing inaccurate judgemental sales forecasts

Author

Listed:
  • Annastiina Kerkkanen
  • Janne Huiskonen

Abstract

This paper deals with categorising errors that exist in qualitative sales forecasts, so that it can be defined what kind of development is needed to improve forecast accuracy. A framework for pointing out different types of sales forecast errors is presented. The framework includes analysing demand profiles of customers and the continuity of under-/over-forecast errors. The error types are named as random error, positive bidirectional error, negative bidirectional error, systematic under/over estimation error and unforecasted sales. The differences between the approaches for reducing each type of error are explained. The use of the framework is illustrated with sales and forecast data of a large process industry company. The analysis steps are illustrated and actions for reducing different types of sales forecast errors are suggested. [Received 15 November 2006; Accepted 11 May 2007]

Suggested Citation

  • Annastiina Kerkkanen & Janne Huiskonen, 2007. "Analysing inaccurate judgemental sales forecasts," European Journal of Industrial Engineering, Inderscience Enterprises Ltd, vol. 1(4), pages 355-369.
    • Handle: RePEc:ids:eujine:v:1:y:2007:i:4:p:355-369
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=15387
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:eujine:v:1:y:2007:i:4:p:355-369. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=210 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.