Sales and operations planning in uncertain environments: Theoretical foundations and empirical evidence through an in-depth case study

Kalla, Christian; Seeling, Marcelo Xavier; Straten, Jann; Scavarda, Luiz Felipe; Hellingrath, Bernd

Abstract

The traditional sales and operations planning (S&OP) needs to be adapted when applied in an uncertain business environment. In this regard, various researchers suggest investigating the integration of supply chain risk management (SCRM) activities into S&OP. To address this research-practice gap, a novel S&OP framework for uncertain environments has been recently developed but has not yet been applied empirically. Therefore, this paper provides empirical evidence on integrating SCRM activities into S&OP through an in-depth case study. The findings confirm the framework´s validity within the studied context and reveal its applicability for supporting firms in adapting their S&OP to uncertain environments.