Please use this identifier to cite or link to this item: http://hdl.handle.net/10419/87175
Authors: 
de Bruijn, Bert
Franses, Philip Hans
Year of Publication: 
2012
Series/Report no.: 
Tinbergen Institute Discussion Paper 12-131/III
Abstract: 
A Forecast Support System (FSS), which generates sales forecasts, is a sophisticated business analytical tool that can help to improve targeted business decisions. Many companies use such a tool, although at the same time they may allow managers to quote their own forecasts. These sales forecasters (managers) can take the FSS output as their input, but they can also fully ignore the FSS out- comes. We propose a methodology that allows to evaluate the forecast accuracy of these managers, relative to the FSS, while taking aboard latent variation across managers' behavior. We show that the results, here for a large Germany-based pharmaceutical company, can in fact be used to manage the sales forecasters by giving clear-cut recommendations for improvement.
Subjects: 
Forecast Support System
Sales forecasters
Forecast accuracy
JEL: 
M11
M31
Persistent Identifier of the first edition: 
Document Type: 
Working Paper

Files in This Item:
File
Size
340.21 kB





Items in EconStor are protected by copyright, with all rights reserved, unless otherwise indicated.