Examinando por Materia "Sales Plan"

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    Propuesta de un modelo de predicción de canibalizaciones de las referencias de línea en presencia de ofertas para una empresa manufacturera de alimentos de la ciudad de Medellín
    (Universidad EAFIT, 2020) Flórez Jaramillo, Daniela; Castro Zuluaga, Carlos Alberto
    The objective of this research is to propose a model for predicting cannibalizations that will allow us to assertively estimate the sales of line references when an offer is present. The methodology to address this research has a quantitative approach and the type of study is descriptive. For the realization of the model, the variables to be used were defined and the prediction model was incorporated using supervised learning techniques in Machine Learning given the nature of the cross-sectional data. After designing the model, the variables with the greatest relationship and contribution to the behaviour of cannibalisation were highlighted. Good results were obtained in terms of the coefficient of determination and accuracy, which is positive for the company since operations will be given a better estimate of the behaviour of the line references when an offer is active, which will allow them to prepare the supply chain to deal with the consumption peaks and valleys of the different references.