文章基本信息

标题：Sales and operations planning: learnings from 15 Brazilian companies
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作者：Marcelo Xavier Seeling ; Carlos Eduardo Panitz ; Ricardo Augusto Cassel 等
期刊名称：Brazilian Journal of Operations & Production Management
印刷版ISSN：1679-8171
出版年度：2021
卷号：18
期号：3
页码：1-14
DOI：10.14488/BJOPM.2021.019
出版社：Associação Brasileira de Engenharia de Produção (ABEPRO)
摘要：Goal: The goal of this paper is to investigate 15 Brazilian companies, which execute S&OP cycles periodically, in order to characterize the processes implemented and discuss challenges and improvement opportunities. Methodology: Initially, a multiple-case study approach is applied embracing 15 Brazilian companies. Then, a survey is conducted in the same organizations to deepen the investigation. Two recognized S&OP frameworks from the literature are used to structure the research. Results: Some of the main research findings include: some companies consider “Data Gathering” a normal task and no longer a S&OP cycle step; some organizations include a new step one named “Portfolio Management”, preceding “Demand Planning” to leverage step two’s outcomes; there are improvement opportunities identified in “Pre-meeting” and “Executive Meeting” steps regarding capacity to simulate different scenarios from a financial perspective; and most of the studied companies do not adopt a S&OP software facing limitations to manage information and perform what-if analysis. Research Limitations: Only companies located in Brazil are investigated. Practical implications: The study provides useful information for practitioners on the characterization of the S&OP process, implementation challenges, and improvement opportunities. Originality / Value: The paper applies different research methods (multiple-case study and survey) and two recognized frameworks from the literature in the study of the S&OP process performed by 15 companies, providing a broad characterization of the processes implemented and valuable findings about challenges and improvement opportunities. Although all the researched companies are Brazilian, evidences indicate the results are generalizable.
关键词：S&OP; Supply chain; Planning process; Multiple-case study.