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Emerging lssues in Sales Forecasting and Decision Support Systems

University of North Texas

Gillian Rice

Naresh Malhotra

Georgia Institute of Technology

There are two distinct groups of emerging issues in the area of sales forecasting and decision support systems: methodological issues and implementational issues. This paper discusses each of them. The discussion of implemen tational issues includes some results of a survey of fore casting practice. The paper serves as a preface to the special section on sales forecasting and decision support systems and introduces the papers included in the special section.

Journal of the Academy of Marketing Science, Vol. 16, No. 3, 47-61 (1988)
DOI: 10.1177/009207038801600308


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