Familiarity

Similar to Mentzer and Cox (1984), abject average, exponential smoothing, straight-line projections, and regression go along very long-familiar techniques. As shown in room II, over 75% of the precede contents respondents were familiar with the portent techniques of piteous average (92%), exponential smoothing (90%n), straight-line projections (85%), and regression (77%). To reflect emerging soothsaying technique trends, cardinal additions to Mentzer and Coxs inclination of an orbit of techniques were expert systems and queasy networks. However, a majority of respondents in the pass excogitate were unfamiliar with neural networks. The differences in familiarity across the two studies concerned the techniques of gore of executive whimsey, gross sales force composite, customer expectations, moving average, exponential smoothing, regression, feeling cycle analysis, classical decomposition, and Box-Jenkins succession series. Surprisingly, respondents of the present study were less familiar with jury of executive opinion than in the 1984 study.

However, respondents in the present study were much familiar with exponential smoothing and somewhat: more familiar with the techniques of moving average, regression, life cycle analysis, classical decomposition, and, in particular, Box-Jenkins time series analysis-supporting the findings of Fildes and Lusk (1984). These findings indicate that firms have a better disposition of quantitative forecasting techniques than qualitative ones. A second have a go at it of familiarity is where respondents learned about sales f orecasting techniques. As shown in Table II! I, it appears that forecasters are relying on the same sources for eruditeness about sales forecasting techniques. However, respondents in the present study identified several unfermented sources to learn about sales forecasting techniques. niques. Among these, the majorirv_ of respondents identified colleagues as an important source. Table II. Familiarity numbers inIf you want to get a full essay, order it on our website: BestEssayCheap.com

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