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Integrating portfolio decisions into sales and operations planning: a literature review and novel framework for holistic decision-making

Author

Listed:
  • João Rampon Neto

    (University of Vale do Rio dos Sinos)

  • Guilherme Bergmann Borges Vieira

    (University of Caxias do Sul)

  • Gabriel Vidor

    (University of Caxias do Sul)

  • Virginia Fani

    (University of Florence)

  • Romeo Bandinelli

    (University of Florence)

  • Miguel Afonso Sellitto

    (University of Vale do Rio dos Sinos)

Abstract

Despite the substantial body of knowledge in sales and operations planning (S&OP) research, a gap of studies addressing the integration of portfolio decisions is identified. To address this gap, this study aims to develop a novel framework that integrates product portfolio planning into the S&OP process to improve performance. To achieve this goal, a systematic literature review was performed to identify product portfolio optimization methods, key objectives, inputs and outputs, and their potential integration into the S&OP process. Based on the synthesis of 50 selected articles, we have identified that most of the product portfolio optimization methods overlap strategic, tactical, and operational inputs and outputs and therefore can be integrated into the S&OP process to achieve refined and result-oriented S&OP designs. The proposed portfolio-driven S&OP framework assists practitioners in improving their organizational performance by linking strategic portfolio decisions to tactical and operational inputs from the S&OP process. In addition, this study sheds light on a new line of S&OP research that focuses on methods to support strategic portfolio management decisions.

Suggested Citation

  • João Rampon Neto & Guilherme Bergmann Borges Vieira & Gabriel Vidor & Virginia Fani & Romeo Bandinelli & Miguel Afonso Sellitto, 2025. "Integrating portfolio decisions into sales and operations planning: a literature review and novel framework for holistic decision-making," Review of Managerial Science, Springer, vol. 19(9), pages 2775-2832, September.
    • Handle: RePEc:spr:rvmgts:v:19:y:2025:i:9:d:10.1007_s11846-024-00831-4
    DOI: 10.1007/s11846-024-00831-4
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    JEL classification:

    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • D20 - Microeconomics - - Production and Organizations - - - General
    • L2 - Industrial Organization - - Firm Objectives, Organization, and Behavior

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