Reference Modelling: A Solution for Current Sales and Operations Planning Challenges?
Kreuter, Tobias; Kalla, Christian; Hellingrath, Bernd; Scavarda, Luiz Felipe; Thomé, Antonio Marcio Tavares
Abstract
Sales and Operations Planning (S&OP) is an emerging topic, as reflected by the increasing interest of both practitioners and academics. Current studies highlight that many companies are experiencing challenges in implementing and executing S&OP processes successfully. This paper offers a first investigation on the applicability of reference modelling, a concept from the Information Systems community, as a novel approach to address current S&OP challenges. The analysis builds on a systematic literature review and interviews with three executives. The paper identifies benefits and challenges for applying reference modelling to S&OP and offers an overview of existing reference models in S&OP‑related areas.
Keywords
S&OP, Reference Model, Information Systems
Cite as
Kreuter, T., Kalla, C., Hellingrath, B., Scavarda, L. F., & Thomé, A. M. T. (2019). Reference Modelling: A Solution for Current Sales and Operations Planning Challenges?. In EurOMA, (Ed.),
Proceedings of the 26th International Annual European Operations Management Association Conference (pp. 1–10). Helsinki, Finland: European Operations Management Association.
Details
Publication type
Research article in proceedings (conference)
Peer reviewed
Yes
Publication status
Published
Year
2019
Conference
European Operations Management Association Conference
Venue
Helsinki
Book title
Proceedings of the 26th International Annual European Operations Management Association Conference
Editor
EurOMA
Start page
1
End page
10
Publisher
European Operations Management Association
Place
Helsinki, Finland
Language
English
