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| Author: | Winklhofer, H. Diamantopoulus, A. |
| Title: | A comparison of export sales forecasting practices among UK firms |
| Journal: | Industrial Marketing Management
2002 : SEP, VOL. 31:6, p. 479-490 |
| Index terms: | Exports Sales forecasting United Kingdom |
| Language: | eng |
| Abstract: | To identify whether firms adapt their export sales forecasting avtivities acvcording to the organizational and environmental context in which they are operating, the authors develop a typology of exporters which is then used to contrast export sales forecasting practices and performance. The findings show how export forecasting activities are adapted according to organizational and environmental influences facing the firm; the impact of such influences on both perceived and actual forecast performance is also noted. |
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