Forecasting practice: organisational issues

Abstract

Although many surveys have been conducted on forecasting practice, the majority of surveys have investigated the utilisation of forecasting methods and relatively few have studied the role of forecasting in changing organisational structures. The aim of this paper is to address this issue by expanding on earlier case studies which suggested the need for a re-location of the forecasting function within the organisation. Current research has shown how the role of forecasting has changed as organisations adapt to meet the business needs of their customers. The evidence reported in this paper was gathered by surveys and structured interviews carried out in the electronics and financial industries in Scotland.

Keywords:

• sales forecasting
• case studies