First insights into export sales forecasting practice: a qualitative study

Abstract

The literature on forecasting makes hardly any distinction between domestic and export sales forecasting. Based on in‐depth interviews with exporting firms, suggests that companies face additional problems when preparing export sales forecasts compared to forecasts for the domestic market. More specifically, using a qualitative data analysis methodology, offers insights into actual export sales forecasting practices and forecast performance. Also links company and export characteristics to forecasting practices, developing a typology of the latter, and offers suggestions for future research in the area.

Citation

Winklhofer, H. and Diamantopoulos, A. (1996), "First insights into export sales forecasting practice: a qualitative study", International Marketing Review, Vol. 13 No. 4, pp. 52-81. https://doi.org/10.1108/02651339610127257