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Dittfeld, Hendryk; Scholten, Kirstin; Van Donk, Dirk Pieter
2021 International Journal of Physical Distribution & Logistics Management
doi: 10.1108/ijpdlm-07-2019-0215
Risks can easily disrupt the demand–supply match targeted by sales and operations planning (S&OP). As surprisingly little is known of how organizations identify, assess, treat and monitor risks through tactical planning processes, this paper zooms in on the S&OP set-up and process parameters to explore how risks are managed through S&OP.Design/methodology/approachA multiple case study analyzes the S&OP processes of seven organizations in the process industry, drawing on 17 in-depth interviews with high-ranking representatives, internal and external documents, and a group meeting with participating organizations.FindingsThe study finds that organizations proactively design their S&OP based on their main risk focus stemming from the planning environment. In turn, such designs proactively support organizations' risk identification, assessment, treatment and monitoring through their S&OP execution. Reactively, a crisis S&OP meeting – making use of the structure of S&OP – can be used as a risk-treatment tool, and S&OP design can be temporarily adapted to deal with emerging risks.Originality/valueThis study is among the first to empirically elucidate risk management through S&OP. S&OP design, execution and adaption are identified as three interconnected strategies that allow organizations to manage risks. The design enables risk management activities in the monthly execution of S&OP. The reactive role of S&OP in risk management is particularly novel.
Stentoft, Jan; Freytag, Per Vagn; Mikkelsen, Ole Stegmann
2021 International Journal of Physical Distribution & Logistics Management
doi: 10.1108/ijpdlm-02-2020-0056
The purpose of this paper is to extend the research domain of Sales & Operations Planning (S&OP) beyond the hard issues by focusing on soft issues in S&OP processes. This paper aims to investigate how consciousness of different personality types can affect S&OP processes.Design/methodology/approachThis paper is based on a single longitudinal case study from a medium-sized enterprise with a data collection period of more than two years. This paper is based on observation and interviews gathered at several stages during pilot implementation and operation phases.FindingsThis paper indicates that a focus on behavior using personality type theory and key behavioral indicators has provided a common framework for understanding how the S&OP process is impacted by different personalities and behavior. This knowledge has increased the awareness of which behavior sustains a silo mentality and which behavior breaks it down. Quotations are used to provide substance of this explorative topic.Research limitations/implicationsAs a single case study, this paper only provides results for analytical generalization.Practical implicationsConsciousness of behavioral elements in S&OP processes is proposed here as a complement to key performance indicators as levers to implement and obtain sustained operation of S&OP.Originality/valueThis paper is the first explicitly integrating personality type theory for a better understanding of implementing and operating S&OP processes. This paper contributes with a new understanding of S&OP success factors and how a common language may improve process efficiency.
Schlegel, Alexander; Birkel, Hendrik Sebastian; Hartmann, Evi
2021 International Journal of Physical Distribution & Logistics Management
doi: 10.1108/ijpdlm-05-2019-0156
The purpose of this study is to investigate how big data analytics capabilities (BDAC) enable the implementation of integrated business planning (IBP) – the advanced form of sales and operations planning (S&OP) – by counteracting the increasing information processing requirements.Design/methodology/approachThe research model is grounded in the organizational information processing theory (OIPT). An embedded single case study on a multinational agrochemical company with multiple geographically distinguished sub-units of analysis was conducted. Data were collected in workshops, semistructured interviews as well as direct observations and enriched by secondary data from internal company sources as well as publicly available sources.FindingsThe results show the relevancy of establishing BDAC within an organization to apply IBP by providing empirical evidence of BDA solutions in S&OP. The study highlights how BDAC increase an organization's information processing capacity and consequently enable efficient and effective S&OP. Practical guidance toward the development of tangible, human and intangible BDAC in a particular sequence is given.Originality/valueThis study is the first theoretically grounded, empirical investigation of S&OP implementation journeys under consideration of the impact of BDAC.
Kreuter, Tobias; Kalla, Christian; Scavarda, Luiz Felipe; Thomé, Antônio Márcio Tavares; Hellingrath, Bernd
2021 International Journal of Physical Distribution & Logistics Management
doi: 10.1108/ijpdlm-06-2019-0199
This paper provides a five-step Enterprise Architecture Management (EAM) approach to systematically guide the development and implementation of contextualised Sales and Operations Planning (S&OP) designs.Design/methodology/approachA case study is conducted at a European chemical manufacturer. The research applies the five-step approach, embracing the descriptive and prescriptive EAM functions combined with the lens of contingency theory.FindingsThe research findings demonstrate the suitability of the proposed EAM approach for the contextualisation of S&OP designs from a contingency theory perspective. Its descriptive EAM function serves to assess context-specific S&OP challenges and enables to analyse the contextual fit of S&OP designs. Its prescriptive EAM function guides the development and implementation of context-specific S&OP designs towards increasing the S&OP effectiveness. EAM's integrated view onto people, process and information technology served to analyse current practices on the dynamics of S&OP contextualisation in innovation- and quality-driven contexts. Thereby, the paper contributes to a better S&OP contingency understanding.Practical implicationsThe EAM approach offered in this paper provides a concrete and practically applicable guidance to support managers to face their context-specific challenges and guide the contextualisation of their S&OP designs to increase the S&OP effectiveness. Moreover, practitioners can improve their understanding regarding the need for S&OP design adjustments to reflect changes in their companies' contingencies.Originality/valueThe research introduces a novel EAM approach for S&OP contextualisation, particularly reflecting contingency theory's dynamic view of structural adjustments to regain fit (SARFIT).
Xu, Jinou; Pero, Margherita Emma Paola; Ciccullo, Federica; Sianesi, Andrea
2021 International Journal of Physical Distribution & Logistics Management
doi: 10.1108/ijpdlm-04-2020-0129
This paper aims to examine how the extant publication has related big data analytics (BDA) to supply chain planning (SCP). The paper presents a conceptual model based on the reviewed articles and the dominant research gaps and outlines the research directions for future advancement.Design/methodology/approachBased on a systematic literature review, this study analysed 72 journal articles and reported the descriptive and thematic analysis in assessing the established body of knowledge.FindingsThis study reveals the fact that literature on relating BDA to SCP has an ambiguous use of BDA-related terminologies and a siloed view on SCP processes that primarily focuses on the short-term. Looking at the big data sources, the objective of adopting BDA and changes to SCP, we identified three roles of big data and BDA for SCP: supportive facilitator, source of empowerment and game-changer. It bridges the conversation between BDA technology for SCP and its management issues in organisations and supply chains according to the technology-organisation-environmental framework.Research limitations/implicationsThis paper presents a comprehensive examination of existing literature on relating BDA to SCP. The resulted themes and research opportunities will help to advance the understanding of how BDA will reshape the future of SCP and how to manage BDA adoption towards a big data-driven SCP.Originality/valueThis study is unique in its discussion on how BDA will reshape SCP integrating the technical and managerial perspectives, which have not been discussed to date.
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