New Product Forecasting

Judgmental, Statistical and Combination methods

Karima Dyussekeneva, Sheik Meeran

Research output: Book/ReportBook

Abstract

This book investigates three approaches to new product sales forecasting: statistical, judgmental and the integration of these two approaches. The aim of the book is to find a simple, easy-to-use, low cost and accurate tool which can be used by managers to forecast the sales of new products. A review of the literature suggested that the Bass diffusion model was an appropriate statistical method for new product sales forecasting. For the judgmental approach, after considering different methods and constraints, such as bias, complexity, lack of accuracy, high cost and time involvement, the Delphi method was identified from the literature as a method which has the potential to mitigate bias and produces accurate predictions at a low cost in a relatively short time. However, the literature also revealed that neither of the methods, statistical or judgmental, can be guaranteed to give the best forecasts independently, and a combination of them is often the best approach to obtaining the most accurate predictions.


The study in this book compares these three approaches by applying them to actual sales data. To forecast the sales of new products, the Bass diffusion model was fitted to the sales history of similar (analogous) products that had been launched in the past and the resulting model was used to produce forecasts for the new products at the time of their launch. These forecasts were compared with forecasts produced through the Delphi method and also through a combination of statistical and judgmental methods. All results were also compared to the benchmark levels of accuracy, based on previous research and forecasts based on various combinations of the analogous products’ historic sales data. Although no statistically significant difference was found in the accuracy of forecasts produced by the three approaches, the results were more accurate than those obtained using parameters suggested by previous researchers.
Original languageEnglish
Place of PublicationSaarbrucken, Germany
PublisherLambert Academic Publishing (LAP)
Number of pages160
ISBN (Print)9783659179532
Publication statusPublished - Sep 2012

Fingerprint

New product forecasting
New products
Costs
Diffusion model
Delphi method
Sales forecasting
Prediction
Statistical methods
Benchmark
Managers

Cite this

Dyussekeneva, K., & Meeran, S. (2012). New Product Forecasting: Judgmental, Statistical and Combination methods. Saarbrucken, Germany: Lambert Academic Publishing (LAP).

New Product Forecasting : Judgmental, Statistical and Combination methods. / Dyussekeneva, Karima; Meeran, Sheik.

Saarbrucken, Germany : Lambert Academic Publishing (LAP), 2012. 160 p.

Research output: Book/ReportBook

Dyussekeneva, K & Meeran, S 2012, New Product Forecasting: Judgmental, Statistical and Combination methods. Lambert Academic Publishing (LAP), Saarbrucken, Germany.
Dyussekeneva K, Meeran S. New Product Forecasting: Judgmental, Statistical and Combination methods. Saarbrucken, Germany: Lambert Academic Publishing (LAP), 2012. 160 p.
Dyussekeneva, Karima ; Meeran, Sheik. / New Product Forecasting : Judgmental, Statistical and Combination methods. Saarbrucken, Germany : Lambert Academic Publishing (LAP), 2012. 160 p.
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