Ditapis dengan
Journal of Marketing
Altough the study of salesperson performance traditionally has focused on salespeople's activities and relationships with consumers, scholars recently have proposed that salespeople's intraorganizational relationships and activities also play a vital role in driving sales performance..Printed Journal
- Edisi
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- ISBN/ISSN
- 222429
- Deskripsi Fisik
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- Judul Seri
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- No. Panggil
- JOM7906
Integration of discrepant sales forecast: the influence of plausibility infer…
The authors hypothesize that when managers integrate two projections to form a sales estimate, they evoke and use a sales range to judge inappropriately the plausibility of each projection. This judged plausibility, as well as the ?margin of error? (based on the market research company?s typical accuracy), is used to assign weights to each projection. Five experiments find strong evidence for t…
- Edisi
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- ISBN/ISSN
- 222437
- Deskripsi Fisik
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- Judul Seri
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- No. Panggil
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Integration of discrepant sales forecasts: the influence of plausibility infe…
Sales forecasts serve as a foundation for marketing planning and are often based on several market research reports. Yet due to differences in methodologies, definitions, and assumptions by the data sources, these reports often present discrepant projections. This article explores how managers integrate discrepant projections to form a sales forecast and the bias that can result from using plau…
- Edisi
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- ISBN/ISSN
- 222437
- Deskripsi Fisik
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- Judul Seri
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- No. Panggil
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