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Motivating the industrial sales force in the sales forecasting process

Byrne, Teresa M. McCarthy; Moon, Mark A.; Mentzer, John T. - In: Industrial marketing management : the international … 40 (2011) 1, pp. 128-138

Persistent link: https://www.econbiz.de/10008907882

Forecasting task-technology fit : the influence of individuals, systems and procedures on forecast performance

Smith, Carlo D.; Mentzer, John T. - In: International journal of forecasting 26 (2010) 1, pp. 144-161

Persistent link: https://www.econbiz.de/10003952358

Organizational factors in sales forecasting management

Davis, Donna F.; Mentzer, John T. - In: International journal of forecasting 23 (2007) 3, pp. 475-495

Persistent link: https://www.econbiz.de/10003568060

Sales forecasting management : a demand management approach

Mentzer, John T.; Moon, Mark A. - 2005 - 2. ed.

Persistent link: https://www.econbiz.de/10002132372

The evolution of sales forecasting management : a 20-year longitudinal study of forecasting practices

Byrne, Teresa M. McCarthy; Davis, Donna F.; Golicic, … - In: Journal of forecasting 25 (2006) 5, pp. 303-324

Persistent link: https://www.econbiz.de/10003364181

Conducting a sales forecasting audit

Moon, Mark A.; Mentzer, John T.; Smith, Carlo D. - In: International journal of forecasting 19 (2003) 1, pp. 5-25

Persistent link: https://www.econbiz.de/10001734956

Researching sales forecasting practice : commentaries and authors' response on "Conducing a sales forecasting audit" by M. A. Moon, J. T. Mentzer & C. D. Smith

Fildes, Robert (contributor); Moon, Mark A. (contributor); … - In: International journal of forecasting 19 (2003) 1, pp. 27-42

Persistent link: https://www.econbiz.de/10001734988

Forecasting technique familiarity, satisfaction, usage, and application

Mentzer, John T. - In: Journal of forecasting 14 (1995) 5, pp. 465-476

Persistent link: https://www.econbiz.de/10001188608

Sales forecasting management : a demand management approach

Mentzer, John T. - 2005 - 2nd ed (Online-Ausg.)

Mentzer and Moon apply their 25 years of sales forecasting management research to their techniques for sales forecasting. They cover managing the process, performance measurement regression analysis, qualitative sales forecasting, and forecasting systems. The second edition has been reorganized...

Persistent link: https://www.econbiz.de/10013208142