Skip navigation
Logo
User training | Reference and search service

Library catalog

Retrievo
EDS
b-on
More
resources
Content aggregators
Please use this identifier to cite or link to this item:

acessibilidade

http://hdl.handle.net/10071/9713
acessibilidade
Title: Selection and analysis of a predictive model to forecasting sales in projects
Authors: Pereira, L.
Oliveira, A.
Keywords: Predictive model
Multiple linear regression model
Proposal acceptance
Clients decisions factors
Issue Date: 2014
Publisher: IJBM
Abstract: Winning Management Consulting (WMC) is a Management Consulting Company, certified and accredited. It is a company that provides services to other companies, so it is strongly dependent on sales and clients that buy their services. Have the ability to predict which are the factors that clients have in mind when decide to accept or refuse a proposal done by a consulting company, can give an enormous competitive advantage to company reach the success. It was the objective of this study analyses and determines which are the factors that affect the clients’ decision to accept or refuse a proposal of WMC. To do that, it was invited experts to participate in the study and define, in their opinion, which are the factors that might affect those decisions. A selection of the factors using correlation analysis was done and the 183 proposals of the sample were classified across those factors. A multiple regression analysis between the defined factors (independent variables) and the result (dependent variable - acceptance or non-acceptance proposal) was done to select the five factors that better explain the total variation of the result. The results allow to conclude that the five factors are: Technical Credibility in Proposal Phase, Budget Availability, Knowledge of Clients Target Price, Competitive Price and Interlocutor Benefits. An analysis of the results allows provide to WMC a path of how to lead the negotiations with clients in order to reach a successful result, which means the acceptance of the WMC proposal.
Peer reviewed: Sim
URI: http://www.theijbm.com/force_download.php?file_path=wp-content/uploads/2014/12/BM1411-037.pdf&id=891
https://ciencia.iscte-iul.pt/public/pub/id/24527
http://hdl.handle.net/10071/9713
Appears in Collections:DMOG-RI - Artigos em revistas internacionais com arbitragem científica

Files in This Item:
acessibilidade
File Description SizeFormat 
publisher_version_BM1411_037.pdf694.49 kBAdobe PDFView/Open    Request a copy


FacebookTwitterDeliciousLinkedInDiggGoogle BookmarksMySpace
Formato BibTex MendeleyEndnote Currículo DeGóis 

Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.