SALES FORECASTING USING CYCLICAL ANALYSIS
Joachim Lauer
(Assistant Professor of Management Information Systems at Northern Illinois University and is also active as a consultant in both operations research and MIS to businesses in the Chicago area.)
Terrence O'Brien
(Chairman and Professor of Marketing at Northern Illinois University. He received his Ph.D. in business from Columbia University.)
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Abstract
A forecasting method involving construction and interpretation of the business cycle is presented. Definition and development of lead indicators are discussed. These tools provide management with short‐ to medium‐term forecasts of sales activity. Insights into the reasonableness of the forecasts and guidance for appropriate management actions are discussed. Data from an actual company are used to illustrate computation and interpretation procedures.
Citation
Lauer, J. and O'Brien, T. (1988), "SALES FORECASTING USING CYCLICAL ANALYSIS", Journal of Business & Industrial Marketing, Vol. 3 No. 1, pp. 25-35. https://doi.org/10.1108/eb006048
Publisher
:MCB UP Ltd
Copyright © 1988, MCB UP Limited