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| Author: | Mathews, B. P. Diamantopoulos, A. |
| Title: | Judgemental revision of sales forecasts : a longitudinal extension. (!Judgemental forecasting) |
| Journal: | Journal of Forecasting
1989 : APR-JUN, VOL. 8:2, p. 129-140 |
| Index terms: | SALES FORECASTING |
| Language: | eng |
| Abstract: | When quantitative models are used for short-term multi-item sales forecasts it is possible that the managers who use such forecasts may disagree with at least some of the estimates obtained, and wish to change them so that they become more consistent with their own (subjective) evaluation of the marketplace. An analysis of the effectiveness of judgemental revision of sales forecasts over six quarterly forecasting periods is reported. The results give general support for the practice of forecast manipulation as a means of improving forecasting accuracy. It is also observed that the effectiveness of revision activity varies across different time periods. |
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