This volume is part of a blind refereed serial publication published on an annual basis. The objective of this research annual is to present studies in the application of forecasting methodologies to such areas as sales, marketing, and strategic decision making (an accurate, robust forecast is critical to effective decision making). It is the hope and direction of the research annual to become an applications- and practitioner-oriented publication. The topics include sales and marketing, forecasting, new product forecasting, judgementally-based forecasting, the application of surveys to forecasting, forecasting for strategic business decisions, improvements in forecasting accurate and sales response models.
Forecasting Accuracy and Methods: Obtaining a seasonal index for forecasting when the data contain a trend; How to make accurate market share forecasts with structural response models; What to do when sales forecasts are not accurate enough; The relationship between accuracy and expenditure forecasting; Forecast model selection - Genetic Algorithm Neutral Network approach; Forecasting practices of MBAs; Forecasting ARIMA methods - a comparison of internet and fractionally different models. Forecasting Applications: Regression forecast modeling -a case study; Managing to retain sales forecaster; Consistent judgmental directional probability exchange rate prediction; Communicating revenue uncertainty using revenue semaphores.