A Model of Export Sales Forecasting Behavior and Performance: Development and Testing
- Author(s)
- Heidi M Winklhofer, Adamantios Diamantopoulos
- Abstract
This paper presents and tests a path model of export sales forecasting behavior and performance, incorporating organizational and export-specific characteristics. The proposed links are based on insights provided by the literature on forecasting practices as well as the export literature. The model is tested on a sample of UK exporters and is shown to have a good fit. The results indicate that the key determinants of export sales forecasting performance are organizational commitment, in addition to the resources devoted to the forecasting function. Implications of the findings for forecasting practice and performance are discussed and future research avenues identified. © 2001 International Institute of Forecasters. Published by Elsevier Science B.V. All rights reserved.
- Organisation(s)
- Department of Accounting, Innovation and Strategy
- External organisation(s)
- University of Nottingham
- Journal
- International Journal of Forecasting
- Volume
- 19
- Pages
- 271-285
- No. of pages
- 15
- ISSN
- 0169-2070
- DOI
- https://doi.org/10.1016/S0169-2070(01)00146-7
- Publication date
- 2003
- Peer reviewed
- Yes
- Austrian Fields of Science 2012
- 5020 Economics
- Keywords
- Portal url
- https://ucrisportal.univie.ac.at/en/publications/29a91896-d11f-4b8b-ba03-24cc7c26ed3e