A hybrid method for forecasting new product sales based on fuzzy clustering and deep learning. Issue 12 (4th February 2020)

• Record Type: Journal Article
• Authors: Yin, Peng; Dou, Guowei; Lin, Xudong; Liu, Liangliang
• Is Part Of: Kybernetes. Volume 49:Issue 12(2020)
• Page Start: 3099
• Page End: 3118
• Publication Date: 2020-02-04
• Subjects: Rough set -- Deep learning -- Sales forecasting -- New product -- Fuzzy clustering; Cybernetics -- Periodicals; Systems engineering -- Periodicals; 003.505
• DOI: 10.1108/K-10-2019-0688
• Languages: English
• ISSNs: 0368-492X

Abstract

Abstract : Purpose: 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/approach: A 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. Findings: The 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/value: This 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.