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| Author: | Al-Ashban, A.A. |
| Title: | An exploratory study of sales forecasting techniques in Saudi Arabia |
| Journal: | Journal of International Selling and Sales Management
2005 : SPRING, VOL. 11:1, p. 3-18 |
| Index terms: | Economic forecasting Sales forecasting Saudi Arabia Middle East |
| Language: | eng |
| Abstract: | This study investigates the practices of Saudi business companies in preparing sales forecasting (hereafter as: s-f-cg.), the methods used, and the relationships btw. usage of s-f-cg. and the company's characteristics. To accomplish this goal, an extensive field survey of the different service, merchandising and manufacturing companies was conducted. Specifically, the study examined whether f-cg. was undertaken, if so, by whom, the methods used, perceptions and the effectiveness achieved. Hypotheses tested indicated that there was a significant relationship btw. usage of s-f-cg. and its accuracy and company's size as well. It was also found that there were significant relationship btw. the number of s-f-cg. methods and involvement of company's departments at some phases of the forecast. |
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