The Sales Forecast and Financial Management in the Small Manufacturing Firm

Richard Burns and Joe Walker
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Richard Burns: University of Alabama, Birmingham
Joe Walker: University of Alabama, Birmingham

Journal of Entrepreneurial Finance, 2001, vol. 6, issue 1, 115-28

Abstract: The importance of an accurate sales forecast to financial management in general is well documented. Although large firms' forecasting practices as they relate to financial management have been surveyed, this is the first such study on small (manufacturing) firms. Surprisingly, the two groups are highly similar with respect to accuracy desired accuracy achieved, the uses of the sales forecast, and in the importance of the sales forecast. However, large and small firms do differ significantly in methods, perceived sophistication of methods, and in the commitment of resources to the sales forecasting effort.

Keywords: Financial Management; Firm Performance; Sales Forecasting; Manufacturing (search for similar items in EconPapers)
JEL-codes: G32 L25 L60 (search for similar items in EconPapers)
Date: 2001
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