IDEAS home Printed from https://ideas.repec.org/a/taf/tprsxx/v56y2018i5p2036-2053.html
   My bibliography  Save this article

Managing evolutionary paths in Sales and Operations Planning: key dimensions and sequences of implementation

Author

Listed:
  • Pamela Danese
  • Margherita Molinaro
  • Pietro Romano

Abstract

Sales and Operations Planning (S&OP) is a key process that improves integration and communication between business functions and aligns the plans of a company into one integrated set of plans. This article focuses on the so-called S&OP ‘maturity models’, which describe the successive stages in the advancement of S&OP process according to a precise set of dimensions. These models are specifically thought to plan the transitions towards advanced stages, rather than to provide guidance on how to execute them. This paper aims to address this research gap by investigating how the dimensions evolve and interact during the execution of the transition between two subsequent stages. Three case studies of S&OP transitions with different starting and destination maturity stages have been compared. The findings demonstrate that the degree of seriality vs. parallelism among actions on different S&OP dimensions during the transition depends on the evolution stage of S&OP process. The study sheds light on the dynamics among the dimensions during the different transitions and warns managers not to underestimate the criticality of the people and organisation dimension, whose importance grows as the maturity level increases.

Suggested Citation

  • Pamela Danese & Margherita Molinaro & Pietro Romano, 2018. "Managing evolutionary paths in Sales and Operations Planning: key dimensions and sequences of implementation," International Journal of Production Research, Taylor & Francis Journals, vol. 56(5), pages 2036-2053, March.
    • Handle: RePEc:taf:tprsxx:v:56:y:2018:i:5:p:2036-2053
    DOI: 10.1080/00207543.2017.1355119
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1080/00207543.2017.1355119
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1080/00207543.2017.1355119?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. J. F. F. Almeida & S. V. Conceição & L. R. Pinto & B. R. P. Oliveira & L. F. Rodrigues, 2022. "Optimal sales and operations planning for integrated steel industries," Annals of Operations Research, Springer, vol. 315(2), pages 773-790, August.
    2. Pereira, Daniel Filipe & Oliveira, José Fernando & Carravilla, Maria Antónia, 2020. "Tactical sales and operations planning: A holistic framework and a literature review of decision-making models," International Journal of Production Economics, Elsevier, vol. 228(C).
    3. Tobias Kreuter & Luiz Felipe Scavarda & Antonio Márcio Tavares Thomé & Bernd Hellingrath & Marcelo Xavier Seeling, 2022. "Empirical and theoretical perspectives in sales and operations planning," Review of Managerial Science, Springer, vol. 16(2), pages 319-354, February.
    4. Goh, Shao Hung & Eldridge, Stephen, 2019. "Sales and Operations Planning: The effect of coordination mechanisms on supply chain performance," International Journal of Production Economics, Elsevier, vol. 214(C), pages 80-94.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:taf:tprsxx:v:56:y:2018:i:5:p:2036-2053. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Longhurst (email available below). General contact details of provider: http://www.tandfonline.com/TPRS20 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.