A presence on the web tends to be important for firms. Empirical studies show that firms with a better performance across various dimensions, and firms that are more internationally active, tend to have a website. Furthermore, a website helped firms to survive during the COVID-19 pandemic. An...

The Berry, Levinsohn, and Pakes (1995, BLP) model is widely used to obtain parameter estimates of market forces in differentiated product markets. The results are often used as an input to evaluate economic activity in a structural model of demand and supply. Precise estimation of parameter...

A reliable sales forecasting system is essential for fashion merchants within the fashion retailing industry. The accuracy of forecast will determine the retailer's profitability or loss, which allows a business to anticipate future market demand and change inventory levels accordingly....

I examine the effect of strategic competition on management sales forecast bias. Strategic complement firms react to a rival’s action by moving in the same direction (e.g., increasing their own sales in response to a rival’s sales increase). Strategic substitute firms react to a rival’s...

Although the economic success of Amazon Prime has been widely reported in the mass media, few empirical studies have carefully quantified the economic value, consumer welfare impacts, or public policy implications of the subscription program. This study contributes to this economic literature by...

The Berry, Levinsohn, and Pakes (1995, BLP) model is widely used to obtain parameter estimates of market forces in differentiated product markets. The results are often used as an input to evaluate economic activity in a structural model of demand and supply. Precise estimation of parameter...

Sales forecasting is a crucial aspect of any successful manufacturing organisation as it provides the foundation for investment, employment development, and innovation. The Global Financial Crisis (GFC) had a negative impact on the manufacturing sector in South Africa (SA) and the rest of the...

Many forecasting methods perform poorly in the case of intermittent demand patterns and high variances in the demand quantity. Strong fluctuations within the time series and a large proportion of zero observations complicate the extraction of trend and seasonality. This research investigates how...

Diese Analyse nutzt amtliche Mikrodaten für die deutsche Industrie. Auf Ebene fein untergliederter Produkte werden der Verbrauch an Erdgas und der heimische Produktumsatz mit Daten der Vereinten Nationen zu Exporten und Importen verknüpft. Es zeigt sich, dass * die 300 Produkte mit dem...

Background: Decision makers use the process of determining the best course of action by processing, analysing & interpreting the data to gain insights, known as Business Intelligence. Some decision support systems use sales figures to predict future expansion, but few consider the effect of...

This study shows that the Xero Small Business Index (XSBI) monthly sales growth data can be used to predict the same period's nominal gross domestic product (GDP) growth (year-on-year) in the United Kingdom, Australia and New Zealand.1 Assuming that the small business sector can be used as a...

Motivated by our collaboration with Anheuser-Busch InBev (AB InBev), a consumer packaged goods (CPG) company, we consider the problem of forecasting sales under the coronavirus disease 2019 (COVID-19) pandemic. Our approach combines non-parametric regression, game theory, and pandemic modeling...

We propose a simple model of racial bias in hiring that encompasses three major theories: taste-based discrimination, screening discrimination, and complementary production. We derive a test that can distinguish these theories using the mean and variance of workers' productivity under managers...

In the history of humanity actions around the forecast was always very important. Nowadays, large and small companies, international and national organizations, governments and educational institutions are in a continuous effort to improve the success of forecasting. Clearly, forecasts are very...

Using unique Chinese data classifying labor according to the function it performs within a firm, we document that growth in the marketing and sales workforce positively predicts future profitability and returns in the cross-section, with an annual long-short portfolio return spread of 7.4%.In...

New products are highly valued by manufacturers and retailers due to their vital role in revenue generation. Product life cycle curves often vary by their shapes and are complicated by promotional activities that induce spiky and irregular behaviors. We collaborate with JD.com to develop a...

Presence on the web tends to be important for firms. Empirical studies show that firms with a better performance along various dimensions, and firms that are more internationally active, tend to have a website. Furthermore, a website helped firms to survive in times of the COVID-19 pandemic. An...

The unprecedented access of firms to consumer level data facilitates more precisely targeted individual pricing. We study the incentives of a data broker to sell data about a segment of the market to three competing firms. The segment only includes a share of the consumers in the market around...

Although typically overlooked, many purchase datasets exhibit a high incidence of products with zero sales. We propose a new estimator for the Random-Coefficients Logit demand system for purchase datasets with zero-valued market shares. The identification of the demand parameters is based on a...

Customers are considered to be major stakeholders whose demands and preferences have a strong influence on corporate strategies. In this sense, increased consumer environmental awareness has led to a growing demand for environmentally friendly products which, in turn, has compelled firms to...

Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...

This paper documents the diverging trends in volatility of the growth rate of sales at the aggregate and firm level. We establish that the upward trend in micro volatility is not simply driven by a compositional bias in the sample studied. We argue that this new fact sheds some shadows on the...

We show that in successful episodes of export market entry, there are statistically and economically significant post-entry dynamics of quantities, but no post-entry dynamics of markups. This suggests that shifts in demand play an important role in successful entry, but that firms do not use...

We analyze the role of music downloading on the current downturn in CD sales. We provide 2000-2001 cross-country evidence in support of the claim of losses due to internet piracy made by the music industry. For the U.S. we also assess the potential loss from internet piracy using detailed survey...

Recording industry revenue has fallen sharply in the last three years, and some -- but not all -- observers attribute this to file sharing. We collect new data on albums obtained via purchase and downloading, as well as the consumers' valuations of these albums, among a sample of US college...

This article investigates the impact of branding on sales performance. Different important concepts are analyzed. These include comparison of Self-image with Brand image, Brand Authenticity, Brand Orientation, and Sonic Branding. We investigate how branding impacts the consumer buying process in...

By successfully solving the problem of forecasting, the processes in the work of various companies are optimized and savings are achieved. In this process, the analysis of time series data is of particular importance. Since the creation of Facebook’s Prophet, and Amazon’s DeepAR+ and CNN-QR...

The manufacturing sector in Taiwan has a market structure composed of large numbers of small firms, a focus on less capital-intensive industries, and a dense network of firms specializing in subcontracting and trading services. It has been argued that these features lower the start-up costs of...

Since the 1998 Master Settlement Agreement between states and the tobacco industry, states have unprecedented resources for programs to reduce tobacco use. Decisions concerning the use of these funds will, in part, be based on the experiences of states with existing programs. We review the...

We examine whether corporate social responsibility is related to management sales forecast accuracy. More specifically, we question whether firms that present a high social responsibility level commit lower sales forecast errors, as compared to firms that do not meet analogous levels of social...

Culture change in sales -- The new value chain -- Innovation at exploitative and explorative levels -- The agile cycle: from customer requirements to implementation in sales and service -- Architecture and roles -- Frameworks for sales: Open Space Agility Framewwork, Agile Networks, Design...

Understanding Digital Transformation: Trends, developments, drivers, influence, impact -- Sales technology and tools: Technology trap, digital sales tools -- Strategy: sales models, sales organization -- Conception: positioning, value proposition, digital customer profile, customer acquisition...

This book helps in building an optimally designed and customer-oriented sales organization. It places a special emphasis on purchasing decisions and leads to producing a decisive competitive advantage. The focus is on the sales enablement process as a holistic framework concept. It forms the...

Follow the road - The preparation and research avenue -- Turn right - Conversation entry with sample interruption -- Follow the road - The needs analysis -- Step on the gas - The appointment setting -- Detours - Objections, pretexts and how to handle them -- No speed limit - The appointment...