The value of sales forecasting for firms with high strategic adaptation ability : a case study in the automotive industry / Faizal Mohamed Yusof

Mohamed Yusof, Faizal (2012) The value of sales forecasting for firms with high strategic adaptation ability : a case study in the automotive industry / Faizal Mohamed Yusof. In: The Doctoral Research Abstracts. IPSis Biannual Publication, 1 (1). Institute of Graduate Studies, UiTM, Shah Alam.

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Abstract

The purpose of this study is to delineate and signify the value of sales forecasting by examining the relationship between strategic adaptation ability and sales forecasting management. In doing so, this study also addressec an on-going debate on whether there should be ‘less or more’ forecasting in a competitive and volatile market environment. In addressing this gap, UMW Toyota (UMWT), an automotive firm with high strategic adaptation ability was identified for the study. This study employs a mixed-methods case study approach which is predominantly qualitative. A quantitative strategic adaptation framework based on Eunni et al. (2005) provides the context for resulting organizational adaptation capability of UMWT. Data were collected from Malaysian Automotive Association (MAA) and companies commission of Malaysia (CCM). The sales Forecasting Benchmarking Model (SFBM) from mentzer and Moon (2005) offers a framework to qualitatively analyse the sales forecasting management of UMWT.

Item Type: Book Section
Creators:
CreatorsEmail
Mohamed Yusof, FaizalUNSPECIFIED
Subjects: T Technology > TJ Mechanical engineering and machinery > Mechanical devices and figures. Automata. Ingenious mechanisms.Robots (General)
T Technology > TL Motor vehicles. Aeronautics. Astronautics > Motor vehicles. Cycles
Divisions: Institut Pengajian Siswazah (IPSis) : Institute of Graduate Studies (IGS)
Series Name: IPSis Biannual Publication
Volume: 1
Number: 1
Item ID: 19034
Uncontrolled Keywords: Abstract; Abstract of thesis; Newsletter; Research information; Doctoral graduates; IPSis; IGS; UiTM
Last Modified: 07 Jun 2018 02:50
Depositing User: Staf Pendigitalan 2
URI: http://ir.uitm.edu.my/id/eprint/19034

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