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Reducing overreaction in contract markets |
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| Authors: | Shelby H. McIntyre |
| Abstract: | Predicting market share can be difficult for industrial firms whose sales occur in the form of a few large contracts received at irregular intervals during the course of a year. This article discusses the problems that this type of sales pattern may cause and provides a solution for determining probabilistic share forecasts. |
| Keywords: | Address correspondence to Shelby H. McIntyre Assistant Professor of Marketing School of Business University of Santa Clara USA. |
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