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A hybrid method for forecasting new product sales based on fuzzy clustering and deep learning

A hybrid method for forecasting new product sales based on fuzzy clustering and deep learning The purpose of this paper is to solve the problem of low accuracy in new product demand forecasting caused by the absence of historical data and inadequate consideration of influencing factors.Design/methodology/approachA hybrid new product demand forecasting model combining clustering analysis and deep learning is proposed. Based on the product similarity measurement, the weight of product similarity attributes is realized by using the method of fuzzy clustering-rough set, which provides a basis for the acquisition and collation of historical sales data of similar products and the determination of product similarity. Then the prediction error of Bass model is adjusted based on similarity through a long short-term memory neural network model, where the influencing factors such as product differentiation, seasonality and sales time on demand forecasting are embedded. An empirical example is given to verify the validity and feasibility of the model.FindingsThe results emphasize the importance of considering short-term impacts when forecasting new product demand. The authors show that useful information can be mined from similar products in demand forecasting, where the seasonality, product selling cycles and sales dependencies have significant impacts on the new product demand. In addition, they find that even in the peak season of demand, if the selling period has nearly passed the growth cycle, the Bass model may overestimate the product demand, which may mislead the operational decisions if it is ignored.Originality/valueThis study is valuable for showing that with the incorporation of the evaluation method on product similarity, the forecasting model proposed in this paper achieves a higher accuracy in forecasting new product sales. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Kybernetes Emerald Publishing

A hybrid method for forecasting new product sales based on fuzzy clustering and deep learning

Kybernetes , Volume 49 (12): 20 – Nov 13, 2020

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Publisher
Emerald Publishing
Copyright
© Emerald Publishing Limited
ISSN
0368-492X
DOI
10.1108/k-10-2019-0688
Publisher site
See Article on Publisher Site

Abstract

The purpose of this paper is to solve the problem of low accuracy in new product demand forecasting caused by the absence of historical data and inadequate consideration of influencing factors.Design/methodology/approachA hybrid new product demand forecasting model combining clustering analysis and deep learning is proposed. Based on the product similarity measurement, the weight of product similarity attributes is realized by using the method of fuzzy clustering-rough set, which provides a basis for the acquisition and collation of historical sales data of similar products and the determination of product similarity. Then the prediction error of Bass model is adjusted based on similarity through a long short-term memory neural network model, where the influencing factors such as product differentiation, seasonality and sales time on demand forecasting are embedded. An empirical example is given to verify the validity and feasibility of the model.FindingsThe results emphasize the importance of considering short-term impacts when forecasting new product demand. The authors show that useful information can be mined from similar products in demand forecasting, where the seasonality, product selling cycles and sales dependencies have significant impacts on the new product demand. In addition, they find that even in the peak season of demand, if the selling period has nearly passed the growth cycle, the Bass model may overestimate the product demand, which may mislead the operational decisions if it is ignored.Originality/valueThis study is valuable for showing that with the incorporation of the evaluation method on product similarity, the forecasting model proposed in this paper achieves a higher accuracy in forecasting new product sales.

Journal

KybernetesEmerald Publishing

Published: Nov 13, 2020

Keywords: Rough set; Deep learning; Sales forecasting; New product; Fuzzy clustering

References