IDEAS home Printed from https://ideas.repec.org/a/eee/proeco/v138y2012i1p1-13.html
   My bibliography  Save this article

Sales and operations planning: A research synthesis

Author

Listed:
  • Tavares Thomé, Antônio Márcio
  • Scavarda, Luiz Felipe
  • Fernandez, Nicole Suclla
  • Scavarda, Annibal José

Abstract

Despite the growing body of literature on sales and operation planning (S&OP), efforts to synthesise the overall state of the art of research in this area are limited. Within this context, this paper provides a systematic review of the literature on S&OP. The purpose of this systematic review is twofold: (i) to integrate the highly dispersed work on S&OP in order to identify and analyse S&OP as a business process and (ii) to assemble quantitative evidence of its impact on the performance of the firm. A literature search framework is proposed, with 271 papers reviewed and classified. The framework embraces S&OP context information, inputs and goals, structure and processes, outcomes, and results. The major expected outcome in most papers was a cross-functional integration of plans, although few studies report on the integration of finance plans into S&OP. Despite the existence of common process descriptors and definitions of S&OP, there is a lack of unifying frameworks for maturity models, measurement of S&OP, and constructs related to the firm's performance. The need for additional scientifically sound survey or case study research on S&OP is emphasised. This paper contributes to a better understanding of S&OP's role as a determinant of firm's performance in the supply chain.

Suggested Citation

  • 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.
  • Handle: RePEc:eee:proeco:v:138:y:2012:i:1:p:1-13
    DOI: 10.1016/j.ijpe.2011.11.027
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0925527311004907
    Download Restriction: Full text for ScienceDirect subscribers only

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

    References listed on IDEAS

    as
    1. Bornmann, Lutz & Marx, Werner & Schier, Hermann & Rahm, Erhard & Thor, Andreas & Daniel, Hans-Dieter, 2009. "Convergent validity of bibliometric Google Scholar data in the field of chemistry—Citation counts for papers that were accepted by Angewandte Chemie International Edition or rejected but published els," Journal of Informetrics, Elsevier, vol. 3(1), pages 27-35.
    2. Chen-Ritzo, Ching-Hua & Ervolina, Tom & Harrison, Terry P. & Gupta, Barun, 2010. "Sales and operations planning in systems with order configuration uncertainty," European Journal of Operational Research, Elsevier, vol. 205(3), pages 604-614, September.
    3. Feng, Yan & D'Amours, Sophie & Beauregard, Robert, 2008. "The value of sales and operations planning in oriented strand board industry with make-to-order manufacturing system: Cross functional integration under deterministic demand and spot market recourse," International Journal of Production Economics, Elsevier, vol. 115(1), pages 189-209, September.
    4. Goodwin, Paul & Önkal, Dilek & Thomson, Mary, 2010. "Do forecasts expressed as prediction intervals improve production planning decisions?," European Journal of Operational Research, Elsevier, vol. 205(1), pages 195-201, August.
    5. Paiva, Ely Laureano, 2010. "Manufacturing and marketing integration from a cumulative capabilities perspective," International Journal of Production Economics, Elsevier, vol. 126(2), pages 379-386, August.
    6. Chou, Yon-Chun & Cheng, C.-T. & Yang, Feng-Cheng & Liang, Yi-Yu, 2007. "Evaluating alternative capacity strategies in semiconductor manufacturing under uncertain demand and price scenarios," International Journal of Production Economics, Elsevier, vol. 105(2), pages 591-606, February.
    7. Olhager, Jan & Rudberg, Martin & Wikner, Joakim, 2001. "Long-term capacity management: Linking the perspectives from manufacturing strategy and sales and operations planning," International Journal of Production Economics, Elsevier, vol. 69(2), pages 215-225, January.
    8. Gunasekaran, A. & Patel, C. & McGaughey, Ronald E., 2004. "A framework for supply chain performance measurement," International Journal of Production Economics, Elsevier, vol. 87(3), pages 333-347, February.
    Full references (including those not matched with items on IDEAS)

    Citations

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


    Cited by:

    1. Fildes, Robert & Goodwin, Paul & Onkal, Dilek, 2015. "Information use in supply chain forecasting," MPRA Paper 66034, University Library of Munich, Germany.
    2. Laurent Lim, Lâm & Alpan, Gülgün & Penz, Bernard, 2014. "Reconciling sales and operations management with distant suppliers in the automotive industry: A simulation approach," International Journal of Production Economics, Elsevier, vol. 151(C), pages 20-36.
    3. 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.
    4. Jonsson, Patrik & Kjellsdotter Ivert, Linea, 2015. "Improving performance with sophisticated master production scheduling," International Journal of Production Economics, Elsevier, vol. 168(C), pages 118-130.
    5. Eksoz, Can & Mansouri, S. Afshin & Bourlakis, Michael, 2014. "Collaborative forecasting in the food supply chain: A conceptual framework," International Journal of Production Economics, Elsevier, vol. 158(C), pages 120-135.
    6. repec:eee:proeco:v:191:y:2017:i:c:p:143-153 is not listed on IDEAS
    7. repec:eee:proeco:v:188:y:2017:i:c:p:139-155 is not listed on IDEAS
    8. 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.
    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. Guo, Chiquan & Wang, Yong J. & Metcalf, Ashley, 2014. "How to calibrate conventional market-oriented organizational culture in 21st century production-centered firms? A customer relationship perspective," International Journal of Production Economics, Elsevier, vol. 156(C), pages 235-245.
    11. 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.
    12. Wochner, Sina & Grunow, Martin & Staeblein, Thomas & Stolletz, Raik, 2016. "Planning for ramp-ups and new product introductions in the automotive industry: Extending sales and operations planning," International Journal of Production Economics, Elsevier, vol. 182(C), pages 372-383.

    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:eee:proeco:v:138:y:2012:i:1:p:1-13. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Dana Niculescu). General contact details of provider: http://www.elsevier.com/locate/ijpe .

    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.

    If CitEc recognized a reference but did not link an item in RePEc to it, you can help with 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.

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

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.