...Conway L. Lackman Purpose The purpose of this paper is to improve the capability of managers to forecast revenues and develop marketing plans for B2B component products. Design/methodology/approach The methodology used is a dynamic market simulation at the product level. A previously developed...

... the higher the probability that it would determine its marketing budget via the “objective and task” method. Companies with formal forecasting systems were not reported to perform significantly better than others. (The only other variable with which “formal forecasting” significantly correlated...

... problem areas. Performance can then be evaluated based on actual rather than forecasted environmental conditions. This provides a means of determining how well, or poorly, management was able to respond to both anticipated and unanticipated events. The planning variance measures the difference between...

...Paul Herbig; John Milewicz; James E. Golden If there is any one function managers most despise, it is the art of forecasting. By its very nature it concerns guessing the outcome of future events. Do all firms forecast the same? Compares forecasting behavior between industrial product firms...

... for team interaction, congruency, checking and review. Argues that a good business strategy is base on a realistic strategic assessment together with a considered forecasting. © MCB UP Limited 1990 Corporate strategy Forecasting Strategy COMPANY STUDY BLUEPRINTING THE FUTURE: STRATEGY...

... for managers in scenario planning. © MCB UP Limited 1989 Decision making Forecasting Marketing Scenario planning Simulation This article was subsequently published in the Journal of Consumer Marketing, Volume 6 Issue 4. DEVELOPING AND USING SCENARIOS ASSISTING BUSINESS DECISIONS...