When do forecasts fail and when not? : contingencies affecting the accuracy of sales managers' forecast regarding the future business situation
Janina-Vanessa Schneider, Sascha Alavi, Jan Helge Guba, Jan Wieseke, and Christian Schmitz
| Year of publication: |
2021
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|---|---|
| Authors: | Schneider, Janina-Vanessa ; Alavi, Sascha ; Guba, Jan Helge ; Wieseke, Jan ; Schmitz, Christian |
| Published in: |
Journal of personal selling & sales management : JPSSM. - London : Routledge, Taylor & Francis, ISSN 1557-7813, ZDB-ID 2068748-5. - Vol. 41.2021, 3, p. 218-232
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| Subject: | business forecast | decision making | forecast accuracy | predictions | sales manager forecasting | Prognoseverfahren | Forecasting model | Prognose | Forecast | Frühindikator | Leading indicator | Verkauf | Selling | Absatz | Sales | Theorie | Theory |
Online Resource
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1080/08853134.2020.1859941 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012623648