| Abstract: | ABSTRACT The present qualitative study utilized a long interview protocol to evaluate the sales forecasting process in the commercial restaurant setting. This qualitative study consisted of interviewing twelve managers representing seven companies. The results validated the four dimensions; functional integration, approach, systems, and performance measurement found earlier in more general business settings. The companies were found to exhibit characteristics of three of the four stages in the four dimensions. The fourth stage, representing the most actualized company, was not reached by any of the companies in this study. This could be interpreted to mean that the commercial restaurant setting is not as advanced as conquerable companies in the industry. The concept, training, emerged during the analysis. Scenarios were developed to explain the relationship of training to the original dimensions. |
