Paper info

Judgments in forecasting management in international pharmaceutical firms: impact of various stakeholders’ relationships and networks

Radi Haloub

The paper was published at the 35th IMP-conference in Paris, France in 2019.

Despite the improvements in mathematical forecasts, the increase in the accuracy of forecasts is not yet significant. Applying mathematical techniques alone is not sufficient in light of the existing lack of knowledge about forecasting, therefore judgmental integration becomes an inevitable part of forecasting management. This paper explores the impact of business relationships and networks in international pharmaceutical firms on the produced forecasts and how the accuracy of the produced forecasts can stabilise relationships. The paper contributes to the transformation in forecasting management and judgemental integration of the users and constructors of forecasts based on stakeholders’ relationships. Three main propositions emerged from the data collected that can be quantified.