A common understanding and implementation guidance for Sales and Operations Execution
Seeling, Marcelo Xavier; Kalla, Christian; Benites, Maryele Vieira de Arruda; Scavarda, Luiz Felipe; Hellingrath, Bernd
Research article in edited proceedings (conference) | Peer reviewedAbstract
In uncertain business environments, the realisation of the Sales and Operations Planning (S&OP) plan is challenged due to impactful short-term risks. Herein, Sales and Operations Execution (S&OE) has emerged as a promising solution. However, literature on S&OE is still scarce, revealing a current lack of knowledge of how it works and how it can operationalised. This paper aims to address this gap by developing a framework towards a common understanding and guidance for S&OE. A two-step research approach was followed, embracing expert interviews and a multiple case study. Results should aid firms in implementing S&OE in their real-life settings.
Details about the publication
Authors from the University of Münster
| Hellingrath, Bernd | Chair of Information Systems and Supply Chain Management (Logistik) |
| Kalla, Christian | Chair of Information Systems and Supply Chain Management (Logistik) |
| Scavarda do Carmo, Luiz Felipe | Chair of Information Systems and Supply Chain Management (Logistik) |