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The game plan for aligning the organization

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  • Wagner, Stephan M.
  • Ullrich, Kristoph K.R.
  • Transchel, Sandra

Abstract

Better-aligned operational and strategic plans and a better balance of supply and demand bring tangible benefits to firms. However, functional departments in firms often operate without vertical and horizontal alignment. The outcomes are delays and amplification of the information flow, suboptimal corporate plans, uncoordinated reactions within the business, insufficient operational flexibility, and discrepancies in supply and demand. Sales and operations planning (S&OP) can circumvent these negative consequences and align the organization. Our multi-method research develops a holistic S&OP maturity model that firms can use for the assessment of their internal S&OP processes and shows the pathway to an integrated S&OP approach for the achievement of a better-aligned organization. We present a case study of a medium-sized, Swiss-based pharmaceutical company that has recently implemented S&OP to highlight why companies implement S&OP, the prerequisites and roadblocks encountered during implementation, and the benefits envisioned and achieved. Finally, we reveal the great relevance of the topic by means of a questionnaire survey which shows that organizations’ current S&OP performance is underdeveloped and that many improvements are indispensable to enjoy all benefits associated with the alignment process.

Suggested Citation

  • Wagner, Stephan M. & Ullrich, Kristoph K.R. & Transchel, Sandra, 2014. "The game plan for aligning the organization," Business Horizons, Elsevier, vol. 57(2), pages 189-201.
    • Handle: RePEc:eee:bushor:v:57:y:2014:i:2:p:189-201
    DOI: 10.1016/j.bushor.2013.11.002
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    References listed on IDEAS

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    1. Tavares Thomé, Antônio Márcio & Scavarda, Luiz Felipe & Fernandez, Nicole Suclla & Scavarda, Annibal José, 2012. "Sales and operations planning: A research synthesis," International Journal of Production Economics, Elsevier, vol. 138(1), pages 1-13.
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    Cited by:

    1. Benjamin Nitsche, 2018. "Unravelling the Complexity of Supply Chain Volatility Management," Logistics, MDPI, vol. 2(3), pages 1-26, August.
    2. Robert M. Yawson & Amy K. B. Paros, 2023. "Systems Perspective of the Use of the Balanced Scorecard for Organization Development and Change," SAGE Open, , vol. 13(4), pages 21582440231, December.
    3. Ambrose, Scott C. & Matthews, Lucy M. & Rutherford, Brian N., 2018. "Cross-functional teams and social identity theory: A study of sales and operations planning (S&OP)," Journal of Business Research, Elsevier, vol. 92(C), pages 270-278.
    4. Nina Shin & Jung-Sang Yoo & Ik-Whan G. Kwon, 2020. "Fostering Trust and Commitment in Complex Project Networks through Dedicated Investment in Partnership Management," Sustainability, MDPI, vol. 12(24), pages 1-21, December.
    5. Pedroso, Carolina Belotti & da Silva, Andrea Lago & Tate, Wendy Lea, 2016. "Sales and Operations Planning (S&OP): Insights from a multi-case study of Brazilian Organizations," International Journal of Production Economics, Elsevier, vol. 182(C), pages 213-229.
    6. 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).
    7. Noroozi, Sayeh & Wikner, Joakim, 2017. "Sales and operations planning in the process industry: A literature review," International Journal of Production Economics, Elsevier, vol. 188(C), pages 139-155.
    8. Marcelo Xavier Seeling & Tobias Kreuter & Luiz Felipe Scavarda & Antônio Márcio Tavares Thomé & Bernd Hellingrath, 2021. "Global sales and operations planning: A multinational manufacturing company perspective," PLOS ONE, Public Library of Science, vol. 16(9), pages 1-22, September.
    9. Mendes, Paulo & Leal, José Eugênio & Thomé, Antônio Márcio Tavares, 2016. "A maturity model for demand-driven supply chains in the consumer product goods industry," International Journal of Production Economics, Elsevier, vol. 179(C), pages 153-165.
    10. 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.
    11. Ben Ali, M. & D’Amours, S. & Gaudreault, J. & Carle, M-A., 2018. "Configuration and evaluation of an integrated demand management process using a space-filling design and Kriging metamodeling," Operations Research Perspectives, Elsevier, vol. 5(C), pages 45-58.
    12. 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.
    13. Tuomikangas, Nina & Kaipia, Riikka, 2014. "A coordination framework for sales and operations planning (S&OP): Synthesis from the literature," International Journal of Production Economics, Elsevier, vol. 154(C), pages 243-262.

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