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The S&OP process and the influence of personality and key behavioral indicators: insights from a longitudinal case study

Jan Stentoft (Entrepreneurship and Relationship Management, University of Southern Denmark - Kolding Campus, Kolding, Denmark)
Per Vagn Freytag (Entrepreneurship and Relationship Management, University of Southern Denmark - Kolding Campus, Kolding, Denmark)
Ole Stegmann Mikkelsen (Entrepreneurship and Relationship Management, University of Southern Denmark - Kolding Campus, Kolding, Denmark)

International Journal of Physical Distribution & Logistics Management

ISSN: 0960-0035

Article publication date: 21 July 2020

Issue publication date: 2 July 2021

943

Abstract

Purpose

The purpose of this paper is to extend the research domain of Sales & Operations Planning (S&OP) beyond the hard issues by focusing on soft issues in S&OP processes. This paper aims to investigate how consciousness of different personality types can affect S&OP processes.

Design/methodology/approach

This paper is based on a single longitudinal case study from a medium-sized enterprise with a data collection period of more than two years. This paper is based on observation and interviews gathered at several stages during pilot implementation and operation phases.

Findings

This paper indicates that a focus on behavior using personality type theory and key behavioral indicators has provided a common framework for understanding how the S&OP process is impacted by different personalities and behavior. This knowledge has increased the awareness of which behavior sustains a silo mentality and which behavior breaks it down. Quotations are used to provide substance of this explorative topic.

Research limitations/implications

As a single case study, this paper only provides results for analytical generalization.

Practical implications

Consciousness of behavioral elements in S&OP processes is proposed here as a complement to key performance indicators as levers to implement and obtain sustained operation of S&OP.

Originality/value

This paper is the first explicitly integrating personality type theory for a better understanding of implementing and operating S&OP processes. This paper contributes with a new understanding of S&OP success factors and how a common language may improve process efficiency.

Keywords

Acknowledgements

The authors would like to thank the Danish Industry foundation for funding a research project with focus on improving competitiveness through Sales & Operations Planning with a special focus on small and medium-sized enterprises and behaviour.

Citation

Stentoft, J., Freytag, P.V. and Mikkelsen, O.S. (2021), "The S&OP process and the influence of personality and key behavioral indicators: insights from a longitudinal case study", International Journal of Physical Distribution & Logistics Management, Vol. 51 No. 6, pp. 585-606. https://doi.org/10.1108/IJPDLM-02-2020-0056

Publisher

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Emerald Publishing Limited

Copyright © 2020, Emerald Publishing Limited

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