A common understanding and implementation guidance for Sales and Operations Execution

Seeling, Marcelo Xavier; Kalla, Christian; Benites, Maryele Vieira de Arruda; Scavarda, Luiz Felipe; Hellingrath, Bernd


Zusammenfassung

In uncertain business environments, the realisation of the Sales and Operations Planning (S&OP) plan is challenged due to impactful short-term risks. Herein, Sales and Operations Execution (S&OE) has emerged as a promising solution. However, literature on S&OE is still scarce, revealing a current lack of knowledge of how it works and how it can operationalised. This paper aims to address this gap by developing a framework towards a common understanding and guidance for S&OE. A two-step research approach was followed, embracing expert interviews and a multiple case study. Results should aid firms in implementing S&OE in their real-life settings.

Schlüsselwörter
supply chain planning; S&OP; vertical alignment; uncertain environment; early action



Publikationstyp
Forschungsartikel in Sammelband (Konferenz)

Begutachtet
Ja

Publikationsstatus
Veröffentlicht

Jahr
2024

Konferenz
International Purchasing & Supply Education & Research Association Conference

Konferenzort
Rio de Janeiro

Buchtitel
Proceedings of the 33rd International Purchasing & Supply Education & Research Association Conference

Herausgeber
IPSERA

Erste Seite
1

Letzte Seite
10

Verlag
International Purchasing & Supply Education & Research Association

Ort
Rio de Janeiro, Brazil

Sprache
Englisch