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Best practices in demand forecasting: tests of Universalistic, contingency and configurational theories


  • Matteo Kalchschmidt



While the literature on demand forecasting has examined the best practices in the field, the interpretation and definition of best practices can be difficult due to the different perspectives that the literature has adopted. First, a universalistic perspective can be considered because some specific practices are really best regardless of the context, the forecasting problems, etc. Some other contributions have also taken a contingent approach, which states that best practices depend on the specific kind of company considered or the forecasting scenario. A third potential perspective is the configurational one, which asserts that best practices depend on a set of factors. In this work, we plan to study which of these perspectives really holds true and to what extent they do so. Analysis is conducted by collecting data of more than 500 companies in different countries via the GMRG IV questionnaire. The impact of forecasting is studied in terms of operational performance by designing and testing different sets of propositions that underline the three aforementioned perspectives.

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  • Matteo Kalchschmidt, 2011. "Best practices in demand forecasting: tests of Universalistic, contingency and configurational theories," Working Papers 1102, Department of Economics and Technology Management, University of Bergamo.
  • Handle: RePEc:brh:wpaper:1102

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    1. Mady, M. Tawfik, 2000. "Sales forecasting practices of Egyptian public enterprises: survey evidence," International Journal of Forecasting, Elsevier, vol. 16(3), pages 359-368.
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    forecasting; GMRG; universalistic theory; contingency theory; configuration theory;

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