IDEAS home Printed from https://ideas.repec.org/h/zbw/hiclch/249625.html
   My bibliography  Save this book chapter

A reference model for data-driven sales planning: Development of the model's framework and functionality

In: Adapting to the Future: How Digitalization Shapes Sustainable Logistics and Resilient Supply Chain Management. Proceedings of the Hamburg International Conference of Logistics (HICL), Vol. 31

Author

Listed:
  • Büttner, Daniel
  • Scheidler, Anne Antonia
  • Rabe, Markus

Abstract

Purpose: Having accurate forecasts of future sales is mandatory for planning Supply Chains and providing the right distribution task resources. The usage of data in forecasting models enables precise planning and supports the company's competitiveness. This research shows a reference model framework that helps to establish data-driven sales planning in producing companies. Methodology: The presented framework is derived from theoretical and practical challenges in a company where data-driven sales planning is not accomplished. The scope of the study originates from an industry project, and the developed framework forms the foundation for further research. Findings: Data-driven sales planning is neither clearly defined nor the industry's norm, though data-driven methods exist for decades. The lack of methodical knowledge, incomplete data, and company characteristics cause diverse sales planning challenges. The research shows the requirements for integrating and advancing data-driven sales planning in companies. Originality: This study clarifies the role of data-driven sales planning, identifies theoretical and practical challenges, derives requirements for the reference model and its functionality to support the establishment and advancement of data-driven sales planning in companies. The reference model aims for a comprehensive approach to counteract the mentioned challenges and guides the development of company-specific sales planning procedures.

Suggested Citation

  • Büttner, Daniel & Scheidler, Anne Antonia & Rabe, Markus, 2021. "A reference model for data-driven sales planning: Development of the model's framework and functionality," Chapters from the Proceedings of the Hamburg International Conference of Logistics (HICL), in: Kersten, Wolfgang & Ringle, Christian M. & Blecker, Thorsten (ed.), Adapting to the Future: How Digitalization Shapes Sustainable Logistics and Resilient Supply Chain Management. Proceedings of the Hamburg Internationa, volume 31, pages 441-476, Hamburg University of Technology (TUHH), Institute of Business Logistics and General Management.
    • Handle: RePEc:zbw:hiclch:249625
    DOI: 10.15480/882.3962
    as

    Download full text from publisher

    File URL: https://www.econstor.eu/bitstream/10419/249625/1/hicl-2021-31-441.pdf
    Download Restriction: no
    File URL: https://libkey.io/10.15480/882.3962?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Matthias Lütke Entrup & Dennis Goetjes, 2019. "Sales & Operations Planning in der Konsumgüterindustrie," Springer Books, Springer, number 978-3-658-22891-0, January.
    2. Fildes, Robert & Goodwin, Paul & Önkal, Dilek, 2019. "Use and misuse of information in supply chain forecasting of promotion effects," International Journal of Forecasting, Elsevier, vol. 35(1), pages 144-156.
    3. Wenzel, Hannah & Smit, Daniel & Sardesai, Saskia, 2019. "A literature review on machine learning in supply chain management," Chapters from the Proceedings of the Hamburg International Conference of Logistics (HICL), in: Kersten, Wolfgang & Blecker, Thorsten & Ringle, Christian M. (ed.), Artificial Intelligence and Digital Transformation in Supply Chain Management: Innovative Approaches for Supply Chains. Proceedings of the Hamburg Int, volume 27, pages 413-441, Hamburg University of Technology (TUHH), Institute of Business Logistics and General Management.
    4. Green, Kesten C. & Armstrong, J. Scott, 2015. "Simple versus complex forecasting: The evidence," Journal of Business Research, Elsevier, vol. 68(8), pages 1678-1685.
    5. 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.
    6. Nimmy J.S. & Arjun Chilkapure & V. Madhusudanan Pillai, 2019. "Literature review on supply chain collaboration: comparison of various collaborative techniques," Journal of Advances in Management Research, Emerald Group Publishing Limited, vol. 16(4), pages 537-562, March.
    7. Riekhof, Hans-Christian & Brinkhoff, Stefan, 2014. "Absatzprognosen: Eine empirische Bestandsaufnahme der unternehmerischen Praxis," PFH Forschungspapiere/Research Papers 2014/04, PFH Private University of Applied Sciences, Göttingen.
    8. Kersten, Wolfgang & Blecker, Thorsten & Ringle, Christian M. (ed.), 2019. "Artificial Intelligence and Digital Transformation in Supply Chain Management: Innovative Approaches for Supply Chains," Proceedings of the Hamburg International Conference of Logistics (HICL), Hamburg University of Technology (TUHH), Institute of Business Logistics and General Management, volume 27, number 27.
    9. Makridakis, Spyros & Spiliotis, Evangelos & Assimakopoulos, Vassilios, 2020. "The M4 Competition: 100,000 time series and 61 forecasting methods," International Journal of Forecasting, Elsevier, vol. 36(1), pages 54-74.
    10. Spyros Makridakis & Evangelos Spiliotis & Vassilios Assimakopoulos, 2018. "Statistical and Machine Learning forecasting methods: Concerns and ways forward," PLOS ONE, Public Library of Science, vol. 13(3), pages 1-26, March.
    11. Boone, Tonya & Ganeshan, Ram & Jain, Aditya & Sanders, Nada R., 2019. "Forecasting sales in the supply chain: Consumer analytics in the big data era," International Journal of Forecasting, Elsevier, vol. 35(1), pages 170-180.
    12. Yossi Aviv, 2001. "The Effect of Collaborative Forecasting on Supply Chain Performance," Management Science, INFORMS, vol. 47(10), pages 1326-1343, October.
    13. Sohrabpour, Vahid & Oghazi, Pejvak & Toorajipour, Reza & Nazarpour, Ali, 2021. "Export sales forecasting using artificial intelligence," Technological Forecasting and Social Change, Elsevier, vol. 163(C).
    14. Babai, Zied & Boylan, John E. & Kolassa, Stephan & Nikolopoulos, Konstantinos, 2016. "Supply chain forecasting: Theory, practice, their gap and the futureAuthor-Name: Syntetos, Aris A," European Journal of Operational Research, Elsevier, vol. 252(1), pages 1-26.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Petropoulos, Fotios & Apiletti, Daniele & Assimakopoulos, Vassilios & Babai, Mohamed Zied & Barrow, Devon K. & Ben Taieb, Souhaib & Bergmeir, Christoph & Bessa, Ricardo J. & Bijak, Jakub & Boylan, Joh, 2022. "Forecasting: theory and practice," International Journal of Forecasting, Elsevier, vol. 38(3), pages 705-871.
      • Fotios Petropoulos & Daniele Apiletti & Vassilios Assimakopoulos & Mohamed Zied Babai & Devon K. Barrow & Souhaib Ben Taieb & Christoph Bergmeir & Ricardo J. Bessa & Jakub Bijak & John E. Boylan & Jet, 2020. "Forecasting: theory and practice," Papers 2012.03854, arXiv.org, revised Jan 2022.
    2. Perera, H. Niles & Hurley, Jason & Fahimnia, Behnam & Reisi, Mohsen, 2019. "The human factor in supply chain forecasting: A systematic review," European Journal of Operational Research, Elsevier, vol. 274(2), pages 574-600.
    3. Van Belle, Jente & Guns, Tias & Verbeke, Wouter, 2021. "Using shared sell-through data to forecast wholesaler demand in multi-echelon supply chains," European Journal of Operational Research, Elsevier, vol. 288(2), pages 466-479.
    4. Wellens, Arnoud P. & Boute, Robert N. & Udenio, Maximiliano, 2024. "Simplifying tree-based methods for retail sales forecasting with explanatory variables," European Journal of Operational Research, Elsevier, vol. 314(2), pages 523-539.
    5. Fildes, Robert & Ma, Shaohui & Kolassa, Stephan, 2022. "Retail forecasting: Research and practice," International Journal of Forecasting, Elsevier, vol. 38(4), pages 1283-1318.
    6. Roberto Casado-Vara & Angel Martin del Rey & Daniel Pérez-Palau & Luis de-la-Fuente-Valentín & Juan M. Corchado, 2021. "Web Traffic Time Series Forecasting Using LSTM Neural Networks with Distributed Asynchronous Training," Mathematics, MDPI, vol. 9(4), pages 1-21, February.
    7. Fildes, Robert & Goodwin, Paul & Onkal, Dilek, 2015. "Information use in supply chain forecasting," MPRA Paper 66034, University Library of Munich, Germany.
    8. Spiliotis, Evangelos & Makridakis, Spyros & Kaltsounis, Anastasios & Assimakopoulos, Vassilios, 2021. "Product sales probabilistic forecasting: An empirical evaluation using the M5 competition data," International Journal of Production Economics, Elsevier, vol. 240(C).
    9. Alroomi, Azzam & Karamatzanis, Georgios & Nikolopoulos, Konstantinos & Tilba, Anna & Xiao, Shujun, 2022. "Fathoming empirical forecasting competitions’ winners," International Journal of Forecasting, Elsevier, vol. 38(4), pages 1519-1525.
    10. Sroginis, Anna & Fildes, Robert & Kourentzes, Nikolaos, 2023. "Use of contextual and model-based information in adjusting promotional forecasts," European Journal of Operational Research, Elsevier, vol. 307(3), pages 1177-1191.
    11. Makridakis, Spyros & Spiliotis, Evangelos & Assimakopoulos, Vassilios & Chen, Zhi & Gaba, Anil & Tsetlin, Ilia & Winkler, Robert L., 2022. "The M5 uncertainty competition: Results, findings and conclusions," International Journal of Forecasting, Elsevier, vol. 38(4), pages 1365-1385.
    12. Wang, Xiaoqian & Hyndman, Rob J. & Li, Feng & Kang, Yanfei, 2023. "Forecast combinations: An over 50-year review," International Journal of Forecasting, Elsevier, vol. 39(4), pages 1518-1547.
    13. Makridakis, Spyros & Hyndman, Rob J. & Petropoulos, Fotios, 2020. "Forecasting in social settings: The state of the art," International Journal of Forecasting, Elsevier, vol. 36(1), pages 15-28.
    14. Veiga, Claudimar Pereira da & Veiga, Cássia Rita Pereira da & Puchalski, Weslly & Coelho, Leandro dos Santos & Tortato, Ubiratã, 2016. "Demand forecasting based on natural computing approaches applied to the foodstuff retail segment," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 174-181.
    15. Montero-Manso, Pablo & Hyndman, Rob J., 2021. "Principles and algorithms for forecasting groups of time series: Locality and globality," International Journal of Forecasting, Elsevier, vol. 37(4), pages 1632-1653.
    16. Nasios, Ioannis & Vogklis, Konstantinos, 2022. "Blending gradient boosted trees and neural networks for point and probabilistic forecasting of hierarchical time series," International Journal of Forecasting, Elsevier, vol. 38(4), pages 1448-1459.
    17. de Rezende, Rafael & Egert, Katharina & Marin, Ignacio & Thompson, Guilherme, 2022. "A white-boxed ISSM approach to estimate uncertainty distributions of Walmart sales," International Journal of Forecasting, Elsevier, vol. 38(4), pages 1460-1467.
    18. Kidd, Martin P. & Borm, Peter, 2021. "On Determining Leading Coalitions in Supply Chains: Methodology and Application," Discussion Paper 2021-009, Tilburg University, Center for Economic Research.
    19. Kang, Yanfei & Cao, Wei & Petropoulos, Fotios & Li, Feng, 2022. "Forecast with forecasts: Diversity matters," European Journal of Operational Research, Elsevier, vol. 301(1), pages 180-190.
    20. Semenoglou, Artemios-Anargyros & Spiliotis, Evangelos & Makridakis, Spyros & Assimakopoulos, Vassilios, 2021. "Investigating the accuracy of cross-learning time series forecasting methods," International Journal of Forecasting, Elsevier, vol. 37(3), pages 1072-1084.

    More about this item

    Keywords

    Business Analytics;

    Statistics

    Access and download statistics

    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:zbw:hiclch:249625. See general information about how to correct material in RePEc.

    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 bibliographic 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.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: ZBW - Leibniz Information Centre for Economics (email available below). General contact details of provider: https://hicl.org/ .

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

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.