A Comparison of Export Sales Forecasting Practices Among UK Firms
- Author(s)
- Heidi M Winklhofer, Adamantios Diamantopoulos
- Abstract
Although the practice of sales forecasting is a widely researched area, only recently have empirical studies differentiated between export and domestic sales forecasting. To identify whether firms adapt their export sales forecasting activities according to the organizational and environmental context in which they are operating, this investigation develops a typology of exporters which is then used to contrast export sales forecasting practices and performance. The findings show how export forecasting activities are adapted according to organizational and environmental influences facing the firm; the impact of such influences on both perceived and actual forecast performance is also noted. © 2002 Elsevier Science Inc. All rights reserved.
- Organisation(s)
- Department of Accounting, Innovation and Strategy
- External organisation(s)
- University of Nottingham
- Journal
- Industrial Marketing Management
- Volume
- 31
- Pages
- 479-490
- No. of pages
- 12
- ISSN
- 0019-8501
- DOI
- https://doi.org/10.1016/S0019-8501(01)00206-1
- Publication date
- 2002
- Peer reviewed
- Yes
- Austrian Fields of Science 2012
- 5020 Economics
- Portal url
- https://ucris.univie.ac.at/portal/en/publications/a-comparison-of-export-sales-forecasting-practices-among-uk-firms(88f8de66-4ea9-498f-98af-6dfe1210318e).html