Toward a More Rational Forecasting Process: Eliminating Sales-Forecasting Misbehaviors

John Mello

Foresight: The International Journal of Applied Forecasting, 2016, issue 41, 14-17

Abstract: Though there are many reasons a sales forecast can be inaccurate, like the influence of external factors, Mello asserts that internal factors can also be operating, an example of which is forecasting misbehaviorsÑamong them enforcing, hedging, second guessing, and sandbaggingÑand suggests ways of controlling or minimizing such misbehaviors. Copyright International Institute of Forecasters, 2016

Date: 2016
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