Sales promotions are a key cause for judgmental adjustments to forecasts, especially in the
world of Fast-Moving Consumer Goods (FMCG). Typically, three types of periods are …

Sales forecasting is becoming increasingly complex, due to a range of factors, such as the
shortening of product life cycles, increasingly competitive markets, and aggressive …

Despite improvements in statistical forecasting, human judgment remains fundamental to
business forecasting and demand planning. Typically, forecasters do not rely solely on …

Reliable demand forecasts are critical for effective supply chain management. Several
endogenous and exogenous variables can influence the dynamics of demand, and hence a …

There has been a continuing debate in the forecasting literature concerning the relative
advantages of quantitative versus qualitative approaches to forecasting. However, although …

When modeling consumers' forward-looking behavior using choice data on frequently
purchased products, the common approach assumes that consumers have rational …

This master thesis describes how the forecasting accuracy of promotions can be improved at
Unilever Netherlands. Currently, a very judgemental way of forecasting is applied by …

Demand forecasting is critical to sales and operations planning (S&OP), but the effects of
sales promotions can be difficult to forecast. Typically, a baseline statistical forecast is …

A common event in the consumer packaged goods industry is the negotiation between a
manufacturer and a retailer of the sales promotion calendar. Determining the promotion …

When managers make revisions to sales forecasts initially generated by a rational
quantitative model it is important that the particular forecasts selected for adjustment are …