Advanced SearchSearch Tips
Demand Forecasting for B2B Electronic Products : The Case of Personal Computer Market
facebook(new window)  Pirnt(new window) E-mail(new window) Excel Download
 Title & Authors
Demand Forecasting for B2B Electronic Products : The Case of Personal Computer Market
Moon, Jeongwoong; Chang, Namsik; Cho, Wooje;
  PDF(new window)
As the uncertainty of demand in B2B electronics market has increased, firms need a strong method to estimate the market demand. An accurate prediction on the market demand is crucial for a firm not to overproduce or underproduce its goods, which would influence the performance of the firm. However, it is complicated to estimate the demand in a B2B market, particularly for the private sector, because firms are very diverse in terms of size, industry, and types of business. This study proposes both qualitative and quantitative demand forecasting approaches for B2B PC products. Four different measures for predicting PC products in B2B market with consideration of the different PC uses-personal work, common work, promotion, and welfare-are developed as the qualitative model's input variables. These measures are verified by survey data collected from experts in 139 firms, and can be applied when individual firms estimate the demand of PC goods in a B2B market. As the quantitative approach, the multiple regression model is proposed and it includes variables of region, type of industry, and size of the firm. The regression model can be applied when the aggregated demand for overall domestic PC market needs to be estimated.
Demand Forecasting;B2B Electronic Products;Qualitative Approach;Quantitative Approach;Multiple Regression;
 Cited by
Doane, D.P. and L.E. Seward, Applied Statistics in Business and Economics, 4th Ed., McGraw-Hill, 2014.

Gartner Incorporated, "2015 Demand Forecasting Research", Gartner Report in October, 2014.

Han, S.L. and S.H. Lee, "Effect of Service Convenience on the Ralationship Performance in B2B Markets : Mediating Effect of Relationship Factors", Journal of Channel and Retailing, Vol.16, No.4, 2010, 65-93.(한상린, 이성호, "B2B 시장에서의 서비스 편의성이 관계성과에 미치는 영향 : 관계적 요인의 매개효과 분석", 유통연구, 제16권, 제4호, 2010, 65-93.)

Jang, J.H., "Case Studies on the Impact of the Review and Demand Forecast Accuracy of the Characteristics of Electronic Products Inventory Increase and Decrease Demand Forecasting and Sales Groups", Korea University MBA Master's Thesis, 2008.(장재호, "전자제품 수요예측의 특성에 대한 고찰과 수요예측 정확도가 재고증감 및 판매실기에 미치는 영향에 관한 사례 연구", 고려대학교 경영전문대학원 석사학위논문, 2008.)

Jeon, C.H., J.S. Go, and D.S. Seo, "A Study of Forecasting Method for Domestic Demand of Electric Home Appliances", Conference Proceedings of KIIE, 1990, 125-139.(전치혁, 고제석, 서대석, "전자제품 수요예측 모델 개발에 관한 연구", 대한산업공학회공동학술대회논문집, 1990, 125-139.)

KDB Research Institute, "2015 The Second Half of Domestic Industry Views", KDB Monthly Bulletin in July, 2015, 39-86.(KDB 산업경제연구소, "2015 하반기 국내 주요산업 전망", 산은조사월보, 2015, 39-86.)

Kim, C.W., "Survey and Analysis of Mobile B2B Demand", The Jounal of Society for e-Business Studies, Vol.10, No.2, 2005, 1-19.(김철환, "모바일 B2B 수요에 대한 조사 분석 연구", 한국전자거래학회지, 제10권, 제2호, 2005, 1-19.)

Lee, S.B. and C.H. Ryu, Production and Operations Management, 4th Ed., Myung Kyung Sa, 2012.(이상범, 류춘호, 현대 생산.운영관리, 제4판, 명경사, 2012.)

Lee, S.H., J.B. Kim, B.C. Lee, and Y.B. Kim, "A Study on Forecasting the Demand of WCD MA Mobile Phones", Journal of the Korea Society for Simulation, Vol.15, No.4, 2006, 153-160.(이상훈, 김재범, 이병철, 김윤배, "WCDMA 이동통신 단말기 수요예측에 관한 연구", 한국시뮬레이션학회논문지, 제15권, 제4호, 2006, 153-160.)

McClave, J.T. and P.G. Benson, Statistics for Business and Economics, 3rd Ed., Dellen Publishing Co, 1985.

Neter, J., W. Wasserman, and M.H. Kutner, Applied Linear Statistical Models, 2nd Ed., Irwin, 1985.

Noh, K.Y., S.B. Sim, and B.J. Jeong, "A Relationship between Sales Forecasting Accuracy and Inventory Level in Electronics Industry", Conference Proceedings of KIIE, Vol.21, No.114, 2010, 890-894.(노가연, 심승배, 정봉주, "전자 산업에서 수요예측 정확도와 재고수준과의 관계 연구", 대한산업공학회 추계학술대회논문집, 제21권, 제114호, 2010, 890-894.)

Park, H.K. and J.K. Ahn, "Demand Forecasting for G2B E-commerce Using Public Data : A Case Study of Public Procurement Service", Journal of KIIT, Vol.12, No.10, 2014, 113-121.(박현기, 안재경, "공공 데이터를 이용한 G2B 전자상거래 시장수요예측 : 조달청 사례를 중심으로", 한국정보기술학회논문지, 제12권, 제10호, 2014, 113-121.)

Park, C.J., Y.S. Park, C.O. Kim, S.H. Joo, and S.I. Kim, "A Study on Customer Characteristics in B2B Transactions Using Threedimensional Positioning Map and Web-shape Customer Needs Analysis", Journal of the Korean Institute of Industrial Engineers, Vol.28, No.3, 2002, 274-282.(박찬주, 박윤선, 김창욱, 주상호, 김선일, "B2B 거래에서 3차원 포지셔닝 맵과 웹 모양 고객니즈 분석을 통한 고객 특성 연구", 대한산업공학회지, 제28권, 제3호, 2002, 274-282.)

Park, J.S., Y.S. Yoon, and L.S. Park, Science of Statistics, Dasanbooks, 2010.(박정식, 윤영선, 박래수, 현대통계학, 다산출판사, 2010.)

Ryu, G.G., Statistics, Bobmunsa, 2013.(류근관, 통계학, 법문사, 2013.)

Seo, M.Y. and J.T. Rhee, "A Study on the Seasonal Adjustment of Time Series and Demand Forecasting for Electronic Product Sales", Journal of Applied Reliability, Vol.3, No.1, 2003, 13-39.(서명율, 이종태, "전자제품 판매매출액 시계열의 계절 조정과 수요예측에 관한 연구", 신뢰성응용연구, 제3권, 제1호, 2003, 13-39.)

Yeo, I.A. and S.H. Yoon, "A Study on Urban Energy Consumption Estimation based on E-GIS DB", Journal of The Architectural Institute of KOREA Planning and Design, Vol.28, No.7, 2012, 269-278.(여인애, 윤성환, "E-GIS DB를 활용한 도시에너지 수요예측 방안에 관한 연구", 대한건축학회논문집, 제28권, 제7호, 2012, 269-278.)