Record Details

Determinants of Sales Forecasting Performance in Retail Chains: An Empirical Study from Central-Eastern Europe

International Journal of Economic Practices and Theories

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Field Value
 
Title Determinants of Sales Forecasting Performance in Retail Chains: An Empirical Study from Central-Eastern Europe
 
Creator Šindelář, Jiří
 
Subject Business, Management
Sales forecasting, Retail chains, Forecasting performance, Organizational behaviour, Supply chain management
M12, M50, M54
 
Description Salesforecasting plays crucial role in management of distribution systems,especially in retail chains based on integrated supply chain. Yet although manypapers were introduced on various forecasting aspects, predominantly regardingsituational and methodological parameters, evidence giving a comprehensivepicture of a forecasting system is still rather sparse. In this paper, effectof selected factors on indicator of sales forecasting performance is evaluated:first open research interviews were conducted to identify a total of 15potential factors, then significance tests with correlation analysis wereapplied to determine their effect on forecasting performance. The results showthat a comprehensive approach to forecasting management is vital, stressing theimportance of performance evaluation and information systems. Social-moralefactors, formal education and domain work experience, on the other hand, werefound to be of much less importance. Empirical evidence was provided by anextensive survey that involved 148 forecasters from 7 multinational companiesoperating in the Central European region.
 
Publisher International Journal of Economic Practices and Theories
 
Contributor —
 
Date 2014-01-01
 
Type info:eu-repo/semantics/article
info:eu-repo/semantics/publishedVersion
Peer-reviewed Article
 
Format application/pdf
 
Identifier http://www.ijept.org/index.php/ijept%20/article/view/Determinants_of_Sales_Forecasting_Performance_in_Retail_Chains_An_Empirical_Study_from_Central-Eastern_Europe
 
Source International Journal of Economic Practices and Theories; Vol 4, No 1 (2014); 1-16
2247 – 7225
 
Language eng
 
Relation http://www.ijept.org/index.php/ijept%20/article/view/Determinants_of_Sales_Forecasting_Performance_in_Retail_Chains_An_Empirical_Study_from_Central-Eastern_Europe/pdf_2