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Navigable Slide Index

1. Introduction
2. Forecasting performance is low
3. Forecast accuracy by level and horizon
4. Finding the answer
5. Nature of forecasting management
6. Sales forecasting management
7. External factors
8. Internal factors and forecasting performance
9. Organizational learning cycle
10. Two components of forecasting capability
11. Information logistics
12. Information processes
13. Information technology
14. Importance of IT integrated structure
15. Shared interpretation
16. Cross-functional communication
17. Cross-functional ownership
18. Importance of shared interpretation
19. Forecasting climate
20. Critical elements of the forecasting climate
21. Senior management support
22. Forecasting group credibility
23. Reward alignment
24. Positive effects of climate
25. Negative effects of climate
26. Group credibility and forecasting capability
27. Forecasting performance
28. Sales forecasting performance
29. Business performance
30. The effect of forecasting on companies
31. Positive effect of forecasting capability
32. Negative effect of forecasting capability
33. Performance measurement and capability
34. Effects of flawed performance (1)
35. Performance measurement and climate
36. Effects of flawed performance (2)
37. Effects of flawed performance (3)
38. Guidance for managers
39. Acknowledgements
40. References

Topics Covered

• Evaluating and monitoring effects of organizational factors on forecasting performance
• Based on organizational learning theory
• Framework linking forecasting climate, forecasting capability, performance outcomes, and performance measurement
• Examples provided by managers at 18 global manufacturing firms

Links

Series:

• Predicting Demand

Categories:

• Marketing & Sales

Talk Citation

Publication History

• Published on July 28, 2010