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The paper seeks to develop a framework for sales and operations planning (S&OP) that is based on previous literature and company interviews. It is designed to help managers understand how effective their S&OP processes are and how to progress to advanced stages.

The S&OP literature, is reviewed and the results of a number of company interviews are presented. These lead to a new framework, with descriptions of each stage, and to implementation insights for managers.

After highlighting key dimensions for establishing a firm's S&OP maturity on a five‐stage framework and, with the use of this framework, exploring in a preliminary way the relationship between firm size or process type (job shop, batch flow, continuous flow, etc.) and its degree of S&OP plan integration, little apparent relationship was found. However, the data suggest that business processes are enablers of S&OP plan integration, but that information technology is not clearly so.

The results are based on a thorough review of the literature and on 15 in‐depth company interviews. Because the sample size is small, the results should be considered to provide only preliminary insights.

Managers can use the framework to assess their S&OP process maturity. To advance to higher S&OP integration, managers should focus on leadership of business processes that can enable effective S&OP plan integration. These processes include organizational structure, meetings and collaboration across functional areas, and performance measurements. Information technology tools may also be enablers, but they do not appear to be the primary drivers.

The framework separates business processes from information processes. It is quite extensive and therefore provides managers with an indication of the maturity of their S&OP processes. Also presented are insights into an intuitive, albeit challenging, process for advancing through the stages of maturity. Finally, a perspective on the future of S&OP integration is suggested that is focused on optimizing profits rather than myopically maximizing revenues or minimizing costs.

This paper aims to offer evidence-based findings on the under-researched role of finance in the sales and operations planning (S&OP) process, aiming to guide academics and practitioners towards successful S&OP implementations.

The research builds upon a multiple case study, embracing five Latin American subsidiaries of four global manufacturing corporations from the consumer goods, chemical and pharmaceutical industries. Following an exploratory approach, the case study results are analysed in within- and cross-case analyses.

The research findings are synthesised into a framework, demonstrating relevant benefits from the engagement of finance along the S&OP process and the implications of its interactions with traditional S&OP functions as sales, marketing and operations. The paper shows how finance adds value in supporting the process, enabling decisions on costs, margins, capital expenditures and return on investments. Finance strengthens S&OP when assessing demand- and supply-related risks and facilitates comparing the functional business areas' plans to budget. While finance participation is highlighted as necessary for supporting successful S&OP implementations, it also receives valuable inputs in return, characterising a two-way communication role that benefits the entire organisation.

This is the first research paper focusing on empirically exploring the role of finance within S&OP, going beyond initial insights from practice and academia. It provides practitioners and scholars with an in-depth, evidence-based view of finance's integration along the S&OP process.

This paper aims to detail how a Sales and Operations Planning (S&OP) process can be designed to support the planning requirements of recently introduced products.

Design science research was conducted to propose and implement an S&OP model for demand fulfillment after the introduction of new products. The results were analyzed using the CIMO (Context, Intervention, Mechanisms and Outcomes) logic, and two sets of design propositions were formulated.

An S&OP process for new products can reduce additional costs for market fulfillment by concentrating the planning efforts on new products, aligning organizational efforts, and increasing the sales and supply chain information’s update frequency.

The outcomes of S&OP new products were analyzed in a single organization and are limited to the contextual factors presented.

This paper describes in detail how to organize an S&OP focused on new products. By considering the contextual factors and design propositions, managers can potentially increase the success of new products introduction (NPI) in their context.

A specific S&OP process focused on new products is a viable solution and could co-exist with a traditional S&OP process. Moreover, we identified six contextual factors that influence the outcomes of the S&OP new products.

The purpose of this paper is to describe and categorise how current literature contributes to sales and operations planning (S&OP) research on how contextual variables affect S&OP design and to frame future areas for context-based S&OP research.

The method used was a systematic literature review. Studies for review were obtained through a keyword search of five relevant databases, manual searches of relevant journals and snowballing of citations in relevant papers. In total, 571 papers published between 2000 and 2017 were assessed, and 68 papers were included in the review.

The review found that S&OP design depends on industry, dynamic complexity, detail complexity and organisational characteristics. The findings of the literature review suggest that future research should study the roles of industry, complexity, system and process and organisational characteristics in S&OP design.

The findings revealed several gaps in the literature on context-dependent S&OP design. To address these gaps, an agenda for future S&OP contingency research is developed.

The findings revealed which contextual areas and specific S&OP design issues must be considered when designing and implementing S&OP.

This study focussed on identifying relevant research on S&OP design by analysing the contribution of literature to a research framework inspired by contingency-based research of operations and supply chain management.

This paper aims to improve upon the highly dispersed sales and operations planning (S&OP) research by integrating the findings of existing studies to identify and measure the size of the effect of S&OP on firm performance.

The methodology adopted was a systematic literature review of 271 abstracts and 55 papers. Three databases were selected for the search – Emerald, EBSCO, and ScienceDirect.

Although empirical evidence of the effects of S&OP in the supply chain is described, relatively few of the 55 papers reviewed estimate the effect of S&OP on firm performance. The research findings indicate a lack of unifying frameworks for the measurement of S&OP and constructs related to firm performance. The review offers partial evidence of the effect of S&OP on firm performance, suggesting the need for additional scientifically sound survey or case study research on S&OP.

Practitioners will benefit from insights related to the intermediate role of S&OP in mediating the effects of structural changes on firm performance. There is at least partial evidence that cross‐functional planning processes can mitigate the negative effect of misaligned organisational structures and contradictory incentives schemes on firm performance. Formal and informal communications between functions, networking and internal integrating roles can boost performance. Furthermore, internal alignment seems to facilitate supply chain integration with both suppliers and customers, particularly when inter‐organisational information systems favour supply chain integration.

This paper contributes to providing a better understanding of the role of S&OP as a determinant of firm performance in the supply chain.

The purpose of this paper is to explore how the context affects successful use of advanced planning and scheduling (APS) systems in sales and operations planning (S&OP) processes, and how individual, technological, and organizational (ITO) dimensions affect this procedure.

This is a qualitative case study of two APS system-supported S&OP processes. The work aims to generate propositions concerning the relationships among the use of APS system, the context, ITO dimensions, and fulfillment of S&OP aims.

Use of APS systems was especially appropriate in support of S&OP processes in complex planning environments and when S&OP aims were ambitious. ITO dimensions were important influences on successful APS system use in most contexts. APS systems were not considered appropriate when having S&OP processes with ambitious aims and low individual and organizational maturities. Use of APS systems was also inappropriate when the extent of technological maturity was minimal. S&OP processes with ambitious aims, operating within a complex planning environment, are difficult if not impossible to implement without the support of APS systems.

The suggestions on when APS systems should be used in different S&OP environments will be useful to companies implementing or about to implement APS systems.

APS systems offer great potential if they are effectively used to support S&OP, still the use of APS system in S&OP is unexplored. The paper shows how the context and the ITO dimensions affect the successful use of APS systems in S&OP processes.

The purpose of this case study is to develop a complete understanding of the sales and operations planning (S&OP) process implementation effort at ASTRO Inc. and to determine the influential factors that led to its success, the interrelationship between them, as well as the level of influence of each factor compared to their counterparts. As we trace the evolution of S&OP in the organizational context, the view that its implementation leads to a positive impact in changing the way companies do business is not in itself novel. To date, there is limited academic investigation on how and why the S&OP process implementation leads to a successful organizational transformation.

The data used in this case study were collected through semi-structured interviews with selected employees and through documentary analyses based on the archives at ASTRO Inc., a large North American company, for the period from 2016 to 2018. The paper adopts a methodology based on a retrospective study and interviews.

The analysis shows that the S&OP process design and its implementation required efforts on many distinct but complementary fronts to be successful. However, the level of influence varies across the organizational enablers that contribute to this success. Its successful implementation is fundamentally dependent on the managers' ability to create mindset changes in the organizational culture, and to plan and coordinate the S&OP process deployment. The key enablers need to be skillfully combined, taking into account the contextual variables, namely, the company's internal context, the company's external context and the specific characteristics of the industry in which the company belongs.

The current study provides a better understanding of the implementation of the S&OP process and highlights the key enablers that led to its successful implementation. It provides practical managerial guidelines for designing, deploying and using an S&OP process in response to and in anticipation of customer demands, and competitive pressures.

The purpose of this paper is to explore what potential benefits may be achieved by using advanced planning and scheduling (APS) systems in the sales and operations planning (S&OP) process.

The paper investigates benefits at the S&OP process level by interviewing APS experts and APS users. Several methods have been used; literature review, Delphi study, and a case study at a company in the chemical industry which uses APS system support in the S&OP process.

Three types of potential benefits were found to be achieved when using APS systems in the S&OP process; benefits concerning decision support, planning efficiency and learning effects. The most common type was decision support benefits according to APS users and APS experts. The results from the case company showed that the benefits perceived in the different S&OP activities differed. In the activities concerning the preparation and generation of delivery plans, the perceived benefits mainly concerned learning effects. In the activities concerning the generation of a production plan, the benefits were foremost found in planning efficiency. In the S&OP meeting decision support benefits were highest valued. The reason for the different results can be explained by the aim of the activity, how APS was used in the activity, the user characteristics and the design of the model and access and quality of planning data.

The focus of this paper is on potential benefits of APS systems in the S&OP process only, not the costs. It has established a typology of potential benefits. No validation in form of statistical analysis has been done. The empirical analysis is mainly based on findings from a single case study.

The findings about the types of APS potential will assist companies in understanding the benefits they can expect from its use in the S&OP process. The case study analysis gives further insight into how APS can be employed and what benefits different APS user categories can expect when it is used in an appropriate way.

The knowledge about which benefits that can be achieved when using APS in the S&OP process is quite unexplored. This paper fills some of these gaps.

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.

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.

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.

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

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.

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.

The purpose of this paper is to explore tactical planning in grocery retailing and propose how process and integration mechanisms from sales and operations planning (S&OP) can enhance retail tactical planning.

This work follows an explorative design with case studies from the grocery retailing industry in Finland, Norway, and the UK.

The tactical planning process focuses on demand management and securing product availability from suppliers in order to reach sales targets. Less attention is directed toward balancing supply and demand or toward providing a single plan to guide company operations. Planning appeared to be functionally oriented with limited coordination between functional plans, but it did include external integration that improved forecast accuracy.

The study involves grocery retailer cases with variable levels of S&OP maturity. The propositions need to be investigated further through action research or additional case studies to confirm their validity.

The study proposes a design of an S&OP process in retailing and propositions for improving tactical planning integration.

The study complements research on retail tactical planning by taking planning process and integration viewpoints. The research suggests that retailers would benefit from a formal and company-wide S&OP process to unify different market-oriented plans to a single set of numbers, thus better balancing supply and demand without sacrificing the emphasis on demand planning.