Decision trees for forecasting

Recent years have seen an increasing cross‐fertilization between the fields of decision analysis and forecasting. Decision‐analytic models often require forecasts as inputs, and aspects of the Bayesian decision‐theoretic framework underlying decision analysis have proved useful to forecasting, particularly in contexts where subjective judgemental inputs are required. This paper describes the use of decision tree analysis for forecasting and illustrates its use for corporate divisional forecasting and planning. A specialized decision‐analytic technique, acts as events, is also described and illustrated to forecast a new product's earnings. Conclusions are drawn about the applicability of decision analysis for forecasting.