A common understanding and implementation guidance for Sales and Operations Execution
Abstract
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.
Keywords
supply chain planning; S&OP; vertical alignment; uncertain environment; early action
Cite as
Seeling, M. X., Kalla, C., Benites, M. V. d. A., Scavarda, L. F., & Hellingrath, B. (2024). A common understanding and implementation guidance for Sales and Operations Execution. In IPSERA, (Ed.), Proceedings of the 33rd International Purchasing & Supply Education & Research Association Conference (pp. 1–10). Rio de Janeiro, Brazil: International Purchasing & Supply Education & Research Association.Details
Publication type
Research article in proceedings (conference)
Peer reviewed
Yes
Publication status
Published
Year
2024
Conference
International Purchasing & Supply Education & Research Association Conference
Venue
Rio de Janeiro
Book title
Proceedings of the 33rd International Purchasing & Supply Education & Research Association Conference
Editor
IPSERA
Start page
1
End page
10
Publisher
International Purchasing & Supply Education & Research Association
Place
Rio de Janeiro, Brazil
Language
English