Development of a multifunctional sales response model with the diagnostic aid of artificial neural networks

Development of a multifunctional sales response model with the diagnostic aid of artificial neural networks

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Article ID: iaor2008593
Country: United Kingdom
Volume: 24
Issue: 7
Start Page Number: 505
End Page Number: 521
Publication Date: Nov 2005
Journal: International Journal of Forecasting
Authors: ,
Keywords: retailing, neural networks
Abstract:

This paper proposes an approach that models and forecasts sales through a flexible parametric response function (multifunctional), allowing for differentiated behavioural assumptions of the response determinants to be specified, and uses neural network modelling as a re-specification tool for the response model in order to improve forecasting performance. An initial experiment on a sample of sales data demonstrates feasibility and gives comparative insights via alternative model specifications.

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