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Prediccion De Series De Ventas: Un Analisis De Cointegracion Con El Pib

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  • PABLO MARSHALL

    (Escuela de Administración, Pontificia Universidad Católica de Chile)

Abstract

This study considers different methodologies for times series prediction of Sales. Given the specification of a bivariate autoregressive time series model for Sales and GDP, the paper derives classical models of prediction, such as a regression model, a regression model with error correction, a transfer function, and an ARIMA model. The study discusses the relevance of these models when the Sales series are cointegrated with GDP and when they are not. Results for 20 quarterly Sales time series between 1983 y 1996, show that GDP does not significantly explain short-term variations in Sales. The long-term variations in sales are completely explained by GDP in 6 out of the 20 series. The best results for short-term out-of-sample predictions are obtained with the ARIMA model. For long-term predictions, if the Sales time series are cointegrated with the GDP, the best is the regression model. Otherwise, the ARIMA model gives better results. The results of this study are a contribution to the selection of the best methodologies for short- and long-term time series prediction of Sales.

Suggested Citation

  • Pablo Marshall, 1998. "Prediccion De Series De Ventas: Un Analisis De Cointegracion Con El Pib," Abante, Escuela de Administracion. Pontificia Universidad Católica de Chile., vol. 1(1), pages 89-109.
    • Handle: RePEc:pch:abante:v:1:y:1998:i:1:p:89-109
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    References listed on IDEAS

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    JEL classification:

    • C13 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods and Methodology: General - - - Estimation: General
    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General

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