Hockey stick phenomenon

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As hockey stick phenomenon is known in management theory frequently especially at quarterly oriented observable business gradients, sharp increase in the sales curve end of each quarter. The sales statistics over the periods then resemble the shape of a horizontally held ice hockey stick .

The following reasons are decisive for this:

  • At the end of the quarter, the sales teams try harder to achieve their goals.
  • As a result, there are often price reductions or discounts at the end of the quarter.
  • Experienced customers wait for them and place their orders towards the end of the quarter.

The course of the annual average temperatures in the northern hemisphere over the last few centuries in the context of the discussion about global warming is also characterized by this term (see hockey stick diagram ).

See also

Individual evidence

  1. ↑ Ulrich Thonemann , Marc Albers (employees), Michael Becker-Peth (employees), Kai Hoberg (employees), Marcel Sieke (employees): Operations Management: Concepts, Methods and Applications. 2. actual Edition Pearson, Munich 2010, ISBN 978-3-8273-7316-8 , p. 467.
  2. ↑ Ulf von Rauchhaupt: World climate: The darned climatic curve. In: Frankfurter Allgemeine Zeitung. December 10, 2004. From FAZ.net, accessed September 20, 2019;
    euro-med October 10, 2009.