Purchasing Forecast of Business Customers : Case Study of Agro-Industrial Business

The objective of this research is to construct purchasing forecasting model by purchasing behavior factors of business customers of case study business. Purchasing amount of business customers in 2020 has been collected. The pareto chart has been used to obtain samples in Agent and Farm, 45 and 53 business customers respectively. The samples have been divided into 2 groups : the former (80%) has been used to construct Stepwise Multiple Regression model (SMR) and Support Vector Regression model (SVR) while the latter (20%) has been used to compare models by Root Mean Square Error (RMSE). It can be concluded that the SMR outperforms than SVR. The factors effecting to current quarterly purchases are quarterly purchases in lag 1, 2 and 3 (, , ).