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

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  • 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
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    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. Wenjing Lyu & Ye Qi & Jin Liu, 2024. "Proliferation in live streaming commerce, and key opinion leader selection," Electronic Commerce Research, Springer, vol. 24(2), pages 1153-1186, June.
    3. 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).
    4. 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.
    5. 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.

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