Demand Forecasting: Evidence-based Methods

We looked at evidence from comparative empirical studies to identify methods that can be useful for predicting demand in various situations and to warn against methods that should not be used. In general, use structured methods and avoid intuition, unstructured meetings, focus groups, and data mining. In situations where there are sufficient data, use quantitative methods including extrapolation, quantitative analogies, rule-based forecasting, and causal methods. Otherwise, use methods that structure judgement including surveys of intentions and expectations, judgmental bootstrapping, structured analogies, and simulated interaction. Managers' domain knowledge should be incorporated into statistical forecasts. Methods for combining forecasts, including Delphi and prediction markets, improve accuracy. We provide guidelines for the effective use of forecasts, including such procedures as scenarios. Few organizations use many of the methods described in this paper. Thus, there are opportunities to improve efficiency by adopting these forecasting practices.Accuracy, expertise, forecasting, judgement, marketing.

Forecasting Methods for Marketing:* Review of Empirical Research

This paper reviews the empirical research on forecasting in marketing. In addition, it presents results from some small scale surveys. We offer a framework for discussing forecasts in the area of marketing, and then review the literature in light of that framework. Particular emphasis is given to a pragmatic interpretation of the literature and findings. Suggestions are made on what research is needed.forecasting, marketing, methods, review, research

Forecasting for Marketing

Research on forecasting is extensive and includes many studies that have tested alternative methods in order to determine which ones are most effective. We review this evidence in order to provide guidelines for forecasting for marketing. The coverage includes intentions, Delphi, role playing, conjoint analysis, judgmental bootstrapping, analogies, extrapolation, rule-based forecasting, expert systems, and econometric methods. We discuss research about which methods are most appropriate to forecast market size, actions of decision makers, market share, sales, and financial outcomes. In general, there is a need for statistical methods that incorporate the manager's domain knowledge. This includes rule-based forecasting, expert systems, and econometric methods. We describe how to choose a forecasting method and provide guidelines for the effective use of forecasts including such procedures as scenarios.forecasting, marketing

Institutional Forecasting: The Performance of Thin Virtual Stock Markets

We study the performance of Virtual Stock Markets (VSMs) in an institutional forecasting environment. We compare VSMs to the Combined Judgmental Forecast (CJF) and the Key Informant (KI) approach. We find that VSMs can be effectively applied in an environment with a small number of knowledgeable informants, i.e., in thin markets. Our results show that none of the three approaches differ in forecasting accuracy in a low knowledge-heterogeneity environment. However, where there is high knowledge-heterogeneity, the VSM approach outperforms the CJF approach, which in turn outperforms the KI approach. Hence, our results provide useful insight into when each of the three approaches might be most effectively applied.Forecasting;Electronic Markets;Information Markets;Virtual Stock Markets

Contextual impacts on industrial processes brought by the digital transformation of manufacturing: a systematic review

The digital transformation of manufacturing (a phenomenon also known as "Industry 4.0" or "Smart Manufacturing") is finding a growing interest both at practitioner and academic levels, but is still in its infancy and needs deeper investigation. Even though current and potential advantages of digital manufacturing are remarkable, in terms of improved efficiency, sustainability, customization, and flexibility, only a limited number of companies has already developed ad hoc strategies necessary to achieve a superior performance. Through a systematic review, this study aims at assessing the current state of the art of the academic literature regarding the paradigm shift occurring in the manufacturing settings, in order to provide definitions as well as point out recurring patterns and gaps to be addressed by future research. For the literature search, the most representative keywords, strict criteria, and classification schemes based on authoritative reference studies were used. The final sample of 156 primary publications was analyzed through a systematic coding process to identify theoretical and methodological approaches, together with other significant elements. This analysis allowed a mapping of the literature based on clusters of critical themes to synthesize the developments of different research streams and provide the most representative picture of its current state. Research areas, insights, and gaps resulting from this analysis contributed to create a schematic research agenda, which clearly indicates the space for future evolutions of the state of knowledge in this field

Effective forecasting for supply-chain planning: an empirical evaluation and strategies for improvement

Demand forecasting is a crucial aspect of the planning process in supply-chain companies. The most common approach to forecasting demand in these companies involves the use of a simple univariate statistical method to produce a forecast and the subsequent judgmental adjustment of this by the company's demand planners to take into account market intelligence relating to any exceptional circumstances expected over the planning horizon. Based on four company case studies, which included collecting more than 12,000 forecasts and outcomes, this paper examines: i) the extent to which the judgmental adjustments led to improvements in accuracy, ii) the extent to which the adjustments were biased and inefficient, iii) the circumstances where adjustments were detrimental or beneficial, and iv) methods that could lead to greater levels of accuracy. It was found that the judgmentally adjusted forecasts were both biased and inefficient. In particular, market intelligence that was expected to have a positive impact on demand was used far less effectively than intelligence suggesting a negative impact. The paper goes on to propose a set of improvements that could be applied to the forecasting processes in the companies and to the forecasting software that is used in these processes

Forecasting for Environmental Decision Making

Those making environmental decisions must not only characterize the present, they must also forecast the future. They must do so for at least two reasons. First, if a no-action alternative is pursued, they must consider whether current trends will be favorable or unfavorable in the future. Second, if an intervention is pursued instead, they must evaluate both its probable success given future trends and its impacts on the human and natural environment. Forecasting, by which I mean explicit processes for determining what is likely to happen in the future, can help address each of these areas.forecasting, environment, decision making, environmental decision making