Sales Force Composite Forecasting Technique Modeled: A Judgmental Bootstrapping Approach

Document Type

Conference Proceeding

Conference Track

Sales Promotion/ Retailing

Publication Date



The sales force composite forecasting technique has been based on aggregating the subjective sales estimates, which are then adjusted by an agent. However, uncertainty, and salespeople’s heuristics and behavioral attitudes, cause inaccuracy into the estimates. Our proposed model predisposes the stimulus options of optimistic, most likely, and pessimistic to propel sales prediction, and integrates the statistical technique of the X-bar chart to analyze the relevant estimates. Meanwhile, the proposed model adopts the Hurwicz criterion to objectively produce a weighted estimate. The proposed judgmental bootstrapping approach attempts to improve the technique's practicality and performance.

Copyright Statement / License for Reuse

Digital Commons@Georgia Southern License

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