Abstract
We asked experts who adjust model-based sales forecasts what they do to adjust these forecasts and why they feel it necessary to make adjustments. To accomplish this, we developed a questionnaire that included a range of questions. We sent it to 100 forecasting experts in the same company; of these, 42 respondents in 20 countries completed it. They indicated that they feel that model-based forecasts miss relevant events and are not approximately adequate. When previous sales figures fluctuate greatly, the experts feel that they need to make more adjustments. The forecasters also indicated that they would like to learn more about their company's forecasting model.
| Original language | English |
|---|---|
| Pages (from-to) | 168-171 |
| Number of pages | 4 |
| Journal | Interfaces |
| Volume | 39 |
| Issue number | 2 |
| DOIs | |
| Publication status | Published - Mar 2009 |
| Externally published | Yes |
Keywords
- Decision making
- Expert forecasts
- Model forecasts
- Stated behavior
ASJC Scopus subject areas
- Strategy and Management
- Management Science and Operations Research
- Management of Technology and Innovation