Add to ORKGInternational audienceObjective - This article aims at showing that management control should drop cybernetic control for some activities of good sales. Study design - Reviewing Sutherland's (1975) and Hofstede's (1978) articles, it seems that activities of good sales can be controlled by a cybernetic control, like program-planning-budgeting systems. If sales of fashion goods were linear, like Miller et al.'s (1993) model, their forecasting would be possible and useful. However, two other models show that these sales could be chaotic (Granovetter and Soong ; Nakayama and Nakamura, 2004). In these models, the sales of fashion goods could be unpredictable beyond short intervals. The presence of chaotic patterns in this type of sales was thus ...
