文章基本信息

标题：Optimal product/customer mix selection as a strategic tool for cross-functional integration
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作者：João Neiva De Figueiredo ; Sergio Fernando Mayerle ; Felipe Simas Donato 等
期刊名称：Journal of Operations and Supply Chain Management
印刷版ISSN：1984-3046
出版年度：2011
卷号：4
期号：1
页码：51-70
DOI：10.12660/joscmv4n1p51-70
语种：English
出版社：FGV-EAESP
摘要：Cross-functional integration is a necessity as operations become ever more important for the formulation and implementation of overall company strategy. Despite the abundance of theoretical studies extolling the advisability of smooth intra-company interfacing, the operations strategy literature has not been as prolific regarding tools to increase this desired integration. This paper develops an uncomplicated multi-period analytical model that helps increase coordination of the engineering, purchasing, marketing, and sales areas among themselves and with manufacturing by focusing on the overall company objective of maximizing contribution to profits. The paper begins describing the theoretical underpinnings of production and operations processes as they relate to the strategy of the firm, presents the model, and then expands its scope to include interfaces with other functional areas of the firm. The methodology is based on a two-stage multi-period optimization model for aggregate production planning encompassing component supply management and final assembly. This methodology expands the concept of Sales and Operations Planning (S&OP) through a linear programming model that uses cost and profit contribution data to select the optimal product and customer mix. The sensitivity of results to costing and pricing data leads to increased cross-functional coordination. An illustrative application improving the medium-term operations strategy of a Brazilian OEM manufacturer is presented.
关键词：aggregate production planning; S&OP; cross-functional integration; product mix; product/client mix; linear programming