Author:
Winklhofer H.,Diamantopoulos A.
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.
Subject
Marketing,Business and International Management
Reference105 articles.
1. Alpander, G. (1976, “Use of quantitative methods in international operations by US overseas executives”, Management International Review, Vol. 16 No. 1, pp. 71‐7.
2. Amine, L.S. and Cavusgil, S.T. (1986, “Demand estimation in a developing country environment: difficulties, techniques and examples”, Journal of the Market Research Society, Vol. 28 No. 1, pp. 43‐65.
3. Anderson, E. (1993, “Outlook improves for Canada’s chemical industry”, Chemical & Engineering News, Vol. 73, p. 22.
4. Anderson, H. (1960, “Problems peculiar to export sales forecasting”, Journal of Marketing, Vol. 24 No. 2, pp. 39‐42.
5. Armstrong, J.S., Brodie, R.J. and McIntyre, S.H. (1987, “Forecasting methods for marketing review of empirical research”, International Journal of Forecasting, Vol. 3, pp. 355‐76.
Cited by
12 articles.
订阅此论文施引文献
订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献