Sales and Operations Planning in the Context of Servitization

Tschirch, Fabian; Kalla, Christian; Pöppelbuß, Jens; Hellingrath, Bernd


Abstract

Literature on Sales and Operations Planning (S&OP) is focused on the manufacturing industry. Our study builds on contingency theory and the context-dependency of S&OP and uses a systematic literature review and expert interviews to show that S&OP is suitable for the service sector as well. Furthermore, we describe how the characteristics of services affect S&OP. We also examine how tactical planning changes when manufacturing companies decide to transition into a higher service-centricity. We contribute by describing how different types of services need to be considered in integrated planning concepts like S&OP and provide an agenda for future research.

Keywords
context-specific S&OP; service-centric business models; product service system



Publication type
Research article in proceedings (conference)

Peer reviewed
Yes

Publication status
Published

Year
2023

Conference
European Operations Management Association Conference

Venue
Leuven

Book title
Proceedings of the 30th International Annual European Operations Management Association Conference

Editor
EurOMA

Start page
1

End page
10

Publisher
European Operations Management Association

Place
Leuven, Belgium

Language
English