The effects of corporate politics on business forecasting

Article Abstract:

Corporate politics and inadequate forecasting knowledge are two possible reasons for the failure of some business forecasters to make accurate projections. Politics comes into play when managers order their forecasters to produce projections that match their high expectations for their business. Catering to the managers' unreasonable demands robs the forecasting job of its credibility. On the other hand, limited forecasting knowledge makes forecasters produce forecasts that are either unreliable or ridiculous.

Influence, Political aspects, Beliefs, opinions and attitudes, Executives, Office politics

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Sales forecasting at the dawn of the new millennium?

Article Abstract:

The role of sales forecasting in the 21st century is discussed. It is suggested that the sales forecasting process must link quantitative skills and methods with the qualitative analysis of sales and marketing.

Methods

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Composite forecasting: combining forecasts for improved accuracy

Article Abstract:

The practice of composite forecasting, combining several business forecasts prepared in different ways, is described, together with a history of this method. Ex-post forecasts are also explained.

Usage, Business, Surveys, Forecasting, Business surveys

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