Familiarity, application, and performance of sales forecasting techniques

John T. Mentzer

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Forecasting Techniques and Applications Innovation Diffusion and Forecasting Grey System Theory Applications

Abstract

Abstract This article presents the results of a survey to determine the degree of familiarity and usage, accuracy obtained, and evaluation of different forecasting techniques. It was found that regression analysis, subjective techniques, exponential smoothing, and moving average were well known and used for specific situations. Accuracy was relatively high for aggregate short range forecasts, but decreased for longer range and product level forecasts.

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1977Time Series Analysis: Forecasting and Control 1993Forecasting methods and applications 1979Forecasting: Methods and Applications.1974Experience with Forecasting Univariate Time Series and the Combination of Forecasts 1990Forecasting methods for management

Cited by

1986The Accuracy of Combining Judgemental and Statistical Forecasts 1996Judgemental and statistical time series forecasting: a review of the literature 1995Judgemental adjustment of initial forecasts: Its effectiveness and biases 2006The evolution of sales forecasting management: a 20-year longitudinal study of forecasting practices 1995Beyond accuracy: Comparison of criteria used to select forecasting methods 2003The efficacy of using judgmental versus quantitative forecasting methods in practice 1995Forecasting technique familiarity, satisfaction, usage, and application 1986The art and science of forecasting An assessment and future directions

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