Evaluating Effect of Knowledge Management in Sales Forecasting: Evidence from Iran’s Food Retail Industry

  •  Ehsan Borousan    
  •  Navid Sharifian    
  •  Azin Hajiabolhassani    
  •  Shiva Hazrati    


The paper is going to look at forecasting in a new way, using knowledge management concepts. Any forecast
including sales forecast have to use data, Information or knowledge in a personalized or codified way. Codified
knowledge can be assumed as the result of knowledge management. In this research codified knowledge used for
forecasting is measured in seven companies and also the accuracy of forecasting is evaluated. Results
demonstrate a significant growth of accuracy by using codified knowledge which is an elementary
implementation of knowledge management.

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