Sales Forecasting Articles

• What Is World Class Forecasting: A Perspective on 20 Years of Research Moon, Mark A. (2004 APICS International Conference.)
• Supply Chain Management Tom Mentzer, (Sage Publications: Thousand Oaks, California, 2000)
• Sales Forecasting Management Tom Mentzer, and Carol C. Bienstock, (Sage Publications: Thousand Oaks, California, 1998)
• The Impact of Forecasting Improvement on Return on Shareholder Value Tom Mentzer; Management, 29 (January, 2000), 19-26; Mentzer, John T.; Journal of Business Forecasting, (Fall, 1999), 8-12
• Improving Salesforce Forecasting Moon, Mark A. and John T. Mentzer; Journal of Business Forecasting, 18 (No. 2, 1999), 7-12
• Benchmarking Sales Forecasting Management Tom Mentzer, Carol C. Bienstock, and Kenneth B. Kahn; Business Horizons, 42 (May-June, 1999), 48-56
• The Seven Principles of Sales Forecasting Systems Tom Mentzer and Carol C. Bienstock; Supply Chain Management Review, (Fall 1998), 76-83
• EDI and EDI Alliances: Implications for the Sales Forecasting Function Kenneth B. Kahn and Tom Mentzer; Journal of Marketing Theory and Practice, 4 (No. 2, 1996), 72-78
• Forecasting Technique Familiarity, Satisfaction, Usage, and Application Mentzer, John T. and Kenneth B. Kahn; Journal of Forecasting, 14 (No. 5, 1995), 465-476
• The Impact of Team-Based Forecasting Kennet B. Kahn and Tom Mentzer; Journal of Business Forecasting, 13 (Spring, 1994), 18-21
• How to Measure the Impact of a Forecast Error on an Enterprise?, Kahn, Kenneth B.; Journal of Business Forecasting, (Spring 2003), 21-25
• Conducting a Sales Forecasting Audit, Moon, Mentzer, Smith; International Journal of Forecasting, 19 (2003), 5-25
• Sales Forecasting Audit Protocol, Mentzer, J.T.
• Commentaries and authors' response on Conducting A Sales Forecasting Audit, Moon, Mentzer, Smith; International Journal of Forecasting, 9 (2003), 27-42
• An Exploratory Investigation of New Product Forecasting, Kahn, Kenneth B.; Journal of Product Innovation Management, 19 (2002), 133-143
• How to Use a "Golf" Game to Enhance the Forecasting Process, Kahn, Kenneth B.; Journal of Business Forecasting, (Winter 2001/2002), 21-25
• Customer Demand Planning, Moon, Mentzer, Thomas; Industrial Marketing Management, 29 (2000), 19-26
• Bringing Order Out of Chaos, Golicic, Davis, McCarthy, Mentzer; Journal of Business Forecasting, (Spring 2001), 11-17
• Sales Forecasting as a Knowledge Management Process, Kahn, Adams; Journal of Business Forecasting, (Winter 2000/2001), 19-22
• Forecasting Demand in the Longaberger Company, Mentzer, Kent; (Summer 1999)
• The Need for a Forecasting Champion, Mentzer, Moon, Kent, Smith; Journal of Business Forecasting, 16 (No 3, 1997), 3-8
• The State of Sales Forecasting Systems in Corporate America, Mentzer, Kahn; Journal of Business Forecasting, 16 (Spring 1997), 6-13
• Forecasting in Consumer and Industrial Markets, Mentzer, Kahn; Journal of Business Forecasting, 14 (Summer 1995), 21-28
• Integrating Logistics Forecasting Techniques, Systems, and Administration: The Multiple Forecasting System, Mentzer, Schroeter; Journal of Business Logistics, 15 (No 2, 1994), 205-226
• Multiple Forecasting System at Brake Parts, Inc., Mentzer, Schroeter; Journal of Business Forecasting, 13 (Spring 1994), 5-9
• Evaluating a Decision Support Forecasting System, Mentzer, Gomes; Industrial Marketing Management, 18 (1989), 313-323