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Title: The practice of export sales forecasting : an investigation of UK exporters
Author: Winklhofer, A. M.
Awarding Body: University College of Swansea
Current Institution: Swansea University
Date of Award: 1996
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Export sales forecasting involves additional problems compared to general sales forecasting. Despite the large number of empirical studies focusing on general and sales forecasting practices and activities, no investigation has specifically dealt with export sales forecasting. In order to close this gap, a survey of UK exporters was undertaken. The results from this survey are used to provide insights into issues such as forecasting level, time horizon, use of forecasting techniques, organisation of the forecasting function, the parties involved in preparing, approving and using export sales forecasts, forecast revision, the preparation of alternative forecasts, forecast accuracy and bias. In addition, the data are used to estimate and test a conceptual model of export sales forecasting practice and performance highlighting direct and indirect linkages between firm characteristics, export characteristics, forecasting practices, and overall forecast performance. Finally, the data are used to test specific hypotheses, at a detailed level, concerning forecast accuracy and bias. Several implications of the findings for researchers and practitioners are discussed and a comprehensive agenda for further research is developed.
Supervisor: Not available Sponsor: Not available
Qualification Name: Thesis (Ph.D.) Qualification Level: Doctoral
EThOS ID:  DOI: Not available