How do managers perceive the needs of sales forecasting process improvement in a B2B environment

Annastiina Kerkkänen, Janne Huiskonen, Jukka Korpela and Timo Pirttilä

International Journal of Management Practice, 2012, vol. 5, issue 2, 107-124

Abstract: In a large business-to-business company, it is common that several people participate in the sales forecasting process. Different parties may have different views about the forecasting process and its improvement needs. This paper presents a case study where different views about the improvement needs of the forecasting process are assessed in a case company with a Group Decisions Support System (GDSS). The results point out where conflicting views occur, and what kind of problems and improvement needs have been noticed by the management. This information can then be used to identify ways to support the improvement efforts.

Keywords: sales forecasting; forecasting practice; forecasting management; B2B; business-to-business; process improvement; GDSS; group DSS; decision support systems. (search for similar items in EconPapers)
Date: 2012
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