An Investigation of the Level of Managers' Satisfaction with Their Sales Forecasting Process in the Restaurant Industry

Abstract

ABSTRACT This study is an investigation into the sales forecasting process of restaurant companies. Using a qualitative and quantitative approach, the researchers examined the level of managers' satisfaction with their sales forecasting process. The participants rated percentage of guest counts, sales dollars, and ease of use as important criteria to the level of managers' satisfaction with their sales forecasting process. It was also determined that a positive relationship existed between the sales forecasting benchmarking model and the level of managers' satisfaction with their sales forecasting process. The level of managers' satisfaction was also impacted by whether or not the sales forecast was actually evaluated. The study concluded with additional noteworthy findings on the managers' level of satisfaction with their process.