Customer Demand Planning at Lucent Technologies: A Case Study in Continuous Improvement through Sales Forecast Auditing

Industrial Marketing Management

Volumn 29, Issue 1, 2000, Pages 19-26

  Moon, Mark A ^a   Mentzer, John T ^a   Thomas Jr , Dwight E ^b  

^a UNIVERSITY OF TENNESSEE   (United States)

^b 310 Stokely Management Center ^*

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0033636226     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0019-8501(99)00108-X     Document Type: Article

References (4)

1. Kahn K.B., Mentzer J.T. EDI and EDI Alliances. Implications for the Sales Forecasting Function Journal of Marketing Theory and Practice. 4(2):1996;72-78.
2. Mentzer J.T., Kahn K.B. Forecasting Technique Familiarity, Satisfaction, Usage, and Application. Journal of Forecasting. 14(5):1995;465-476.
3. Moon M.A., Mentzer J.T., Smith C.D., Garver M.S. Seven Keys to Better Forecasting. Business Horizons. 41(September-0ctober):1998;44-52.
4. Mentzer J.T., Bienstock C.C. Sales Forecasting Management. 1998;Sage Publications, Thousand Oaks, California, MARK A. MOON is a faculty member in the Department of Marketing, Logistics & Transportation, the University of Tennessee, Knoxville, Tennessee. JOHN T. MENTZER is the Harry J. & Vivienne R. Bruce Excellence Chair of Business Policy in the Department of Marketing, Logistics & Transportation, the University of Tennessee, Knoxville, Tennessee. DWIGHT E. THOMAS, JR. is a senior logistics executive at Lucent Technologies.