Forecasting methods and principles: Evidence-based checklists

J. Armstrong and Kesten Green

Journal of Global Scholars of Marketing Science, 2018, vol. 28, issue 2, 103-159

Abstract: ProblemHow to help practitioners, academics, and decision makers use experimental research findings to substantially reduce forecast errors for all types of forecasting problems.MethodsFindings from our review of forecasting experiments were used to identify methods and principles that lead to accurate forecasts. Cited authors were contacted to verify that summaries of their research were correct. Checklists to help forecasters and their clients undertake and commission studies that adhere to principles and use valid methods were developed. Leading researchers were asked to identify errors of omission or commission in the analyses and summaries of research findings.FindingsForecast accuracy can be improved by using one of 15 relatively simple evidence-based forecasting methods. One of those methods, knowledge models, provides substantial improvements in accuracy when causal knowledge is good. On the other hand, data models – developed using multiple regression, data mining, neural nets, and “big data analytics” – are unsuited for forecasting.OriginalityThree new checklists for choosing validated methods, developing knowledge models, and assessing uncertainty are presented. A fourth checklist, based on the Golden Rule of Forecasting, was improved.UsefulnessCombining forecasts within individual methods and across different methods can reduce forecast errors by as much as 50%. Forecasts errors from currently used methods can be reduced by increasing their compliance with the principles of conservatism (Golden Rule of Forecasting) and simplicity (Occam’s Razor). Clients and other interested parties can use the checklists to determine whether forecasts were derived using evidence-based procedures and can, therefore, be trusted for making decisions. Scientists can use the checklists to devise tests of the predictive validity of their findings.

Date: 2018
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DOI: 10.1080/21639159.2018.1441735

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