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Sales and operations planning in the process industry: A literature review

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  • Noroozi, Sayeh
  • Wikner, Joakim

Abstract

This paper provides a systematic literature review of sales and operations planning (S&OP) in the process industries (PIs). The aim is to investigate the present state of S&OP in such industries in comparison with the discrete manufacturing sector and to identify the specific characteristics of PIs that can be influential at the S&OP level. Three bibliographic databases as well as gray literature were searched and as a result, 145 papers were reviewed based on their full texts. The findings show that the implementation of S&OP in PIs has not received much attention in the literature. Hence, there is a need for conceptual models with a focus on the specific characteristics of PIs. A comparison between PIs and discrete manufacturing industries in implementing the S&OP process is performed through an integrative S&OP framework and the differences are presented. The specific characteristics of PIs are scrutinized through the concept of the discretization decoupling point. PIs are hybrids of continuous production and discrete production (upstream and downstream of the discretization decoupling point), and the specific characteristics of PIs are related to the continuous production part. This paper contributes to the literature by identifying the specific characteristics of various types of PIs that can be added to the generic S&OP process which has originated in the discrete manufacturing industries. Practically, PIs can benefit from the consideration of the specific characteristics gathered in this paper in their S&OP processes.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:proeco:v:188:y:2017:i:c:p:139-155
    DOI: 10.1016/j.ijpe.2017.03.006
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    2. Unai Apaolaza & Aitor Orue & Aitor Lizarralde & Aitor Oyarbide-Zubillaga, 2022. "Competitive Improvement through Integrated Management of Sales and Operations," Sustainability, MDPI, vol. 14(5), pages 1-18, February.
    3. Pereira, Daniel Filipe & Oliveira, José Fernando & Carravilla, Maria Antónia, 2022. "Merging make-to-stock/make-to-order decisions into sales and operations planning: A multi-objective approach," Omega, Elsevier, vol. 107(C).
    4. 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).
    5. Samuel Roscoe & Nachiappan Subramanian & Romina Prifti & Lin Wu, 2020. "Stakeholder engagement in a sustainable sales and operations planning process," Business Strategy and the Environment, Wiley Blackwell, vol. 29(8), pages 3526-3541, December.
    6. 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.
    7. 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.
    8. 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.
    9. Cannas, Violetta Giada & Gosling, Jonathan, 2021. "A decade of engineering-to-order (2010–2020): Progress and emerging themes," International Journal of Production Economics, Elsevier, vol. 241(C).
    10. Diego Aparecido Wolfshorndl & Mauro Vivaldini & João Batista Camargo Junior, 2020. "Advanced Planning System as support for Sales and Operation Planning: study in a Brazilian automaker," Global Journal of Flexible Systems Management, Springer;Global Institute of Flexible Systems Management, vol. 21(1), pages 1-13, June.

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