search query: @author Edmundson, B. / total: 2
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| Author: | Edmundson, B. Lawrence, M. O'Connor, M. |
| Title: | A field study of sales forecasting accuracy and processes |
| Journal: | European Journal of Operational Research
2000 : APR, VOL. 122:1, p. 151-160 |
| Index terms: | Sales forecasting |
| Language: | eng |
| Abstract: | This paper reports a field study of judgemental sales forecasting over thirteen manufacturing organisations to investigate whether these forecasts are accurate, unbiased and efficient, and whether better ex ante forecasts could have been developed using a computer based model. The study shows that the company forecasts were not uniformly more accurate than a simple, un-seasonally adjusted, naive forecast. Most of the source of error is due to both inefficiency and bias in forecasts. |
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