Sales and operations planning: An exploratory study and framework

The International Journal of Logistics Management

Volumn 18, Issue 3, 2007, Pages 322-346

  Grimson, J Andrew ^a   Pyke, David F ^b  

^a Graham Packaging Co   (United States)

^b DARTMOUTH COLLEGE   (United States)

Author keywords

Operations management; Profit maximization; Sales management

Indexed keywords

EID: 84986120942     PISSN: 09574093     EISSN: 17586550     Source Type: Journal    
DOI: 10.1108/09574090710835093     Document Type: Article

References (43)

1. Blackburn, J. and Kunreuther, H. (1974), “Planning and forecast horizons for the dynamic lot size model with backlogging”, Management Science, Vol. 21 No. 3, pp. 215-55.
2. Chan, L.M.A., Shen, Z.-J.M., Simchi-Levi, D. and Swann, J.L. (2004), “Coordination of pricing and inventory decisions: a survey and classification”, in Simchi-Levi, D., Wu, S.D. and Shen, Z-J.M. (Eds), Handbook of Quantitative Supply Chain Analysis: Modeling in the E-Business Era, Kluwer Academic Publishers, Boston, MA, pp. 335-92.
3. De Kok, T., Janssen, F., Doremalen, J.V., Wachem, E.V., Clerkx, M. and Peeters, W. (2005), “Philips electronics synchronizes its supply chain to end the Bullwhip effect”, Interfaces, Vol. 35 No. 1, pp. 37-48.
4. Dwyer, J. (2000), “Box clever with planning”, Works Management, Vol. 53 No. 4, pp. 30-2.
5. Elbaum, S. (2004), “Dynamic sales and operations planning: the next generation solution to a dynamic marketplace”, unpublished White Paper, Aberdeen Group, Boston, MA.
6. Eppen, G.D., Gould, F.J. and Pashigian, B.P. (1969), “Extensions of the planning horizon theorem in the dynamic lot size model”, Management Science, Vol. 15 No. 5, pp. 268-77.
7. Fleischmann, M., Hall, J.M. and Pyke, D.F. (2004), “Smart pricing: a review of recent, and some seminal, work linking pricing decisions with operational insights”, Sloan Management Review, Vol. 45 No. 2, pp. 9-13.
8. Fleischmann, M., Hall, J.M. and Pyke, D.F. (2007), “A dynamic pricing model for coordinated sales and operations”, unpublished working paper, Dartmouth College, Hanover, NH.
9. Gregory, A. (1999), “Moving forward in harmony with S&OP”, Works Management, Vol. 52 No. 4, pp. 34-7.
10. Hahn, C.K., Duplaga, E.A. and Hartley, J.L. (2000), “Supply-chain synchronization: lessons from Hyundai Motor Company”, Interfaces, Vol. 30 No. 4, pp. 32-45.
11. Hayes, R. and Wheelwright, S. (1979a), “The dynamics of process-product life cycles”, Harvard Business Review, Vol. 57 No. 2, pp. 127-36.
12. Hayes, R. and Wheelwright, S. (1979b), “Link manufacturing process and product life cycles”, Harvard Business Review, Vol. 57 No. 1, pp. 133-40.
13. Hwang, H-C. and Jaruphongsa, W. (2006), “Dynamic lot-sizing model with demand time windows and speculative cost structure”, Operations Research Letters, Vol. 34 No. 3, pp. 251-6.
14. IOMA (2003), “Elkay manufacturing unique S&OP process drives inventory dollars down”, Inventory Management Report (02-03).
15. IOMA (2004a), “New research tells how to put muscle into S&OP process”, Inventory Management Report, pp. 6-10.
16. IOMA (2004b), “Rejuvenate your S&OP process to reduce inventory”, Inventory Management Report.
17. IOMA (2005), “8 lessons purchasing professionals need to learn about S&OP”, Supplier Selection & Management Report.
18. Kapp, K.M. (2000), “Book evaluation – sales and operations planning: the how-to handbook”, Production & Inventory Management Journal – APICS, Vol. 41 No. 2, p. 68.
19. Kruse, G. (2004), “New wine in old bottles?”, IEE Manufacturing Engineer, Vol. 83 No. 3, p. 48.
20. Kunreuther, H. and Morton, T. (1973), “Planning horizons for production smoothing with deterministic demands: I”, Management Science, Vol. 20 No. 1, pp. 110-25.
21. Kunreuther, H. and Morton, T. (1974), “Planning horizons for production smoothing with deterministic demands: II”, Management Science, Vol. 20 No. 7, pp. 1037-46.
22. Lapide, L. (2002), “New developments in business forecasting”, The Journal of Business Forecasting, Vol. 21 No. 2, pp. 11-14.
23. Lapide, L. (2004a), “Make the baseline forecast your trusted advisor”, The Journal of Business Forecasting, Vol. 22 No. 4, pp. 21-8.
24. Lapide, L. (2004b), “Sales and operations planning Part 1: the process”, The Journal of Business Forecasting, Vol. 23 No. 3.
25. Lapide, L. (2005a), “Sales and operations planning Part II: enabling technology”, The Journal of Business Forecasting, Vol. 23 No. 3, pp. 18-20.
26. Lapide, L. (2005b), “Sales and operations planning Part III: a diagnostic model”, The Journal of Business Forecasting, Vol. 24 No. 1, pp. 13-16.
27. Lee, H.L., Padmanabhan, P. and Whang, S. (1997), “The bullwhip effect in supply chains”, Sloan Management Review, Vol. 38 No. 3, pp. 93-102.
28. Lundin, R. and Morton, T. (1975), “Planning horizons for the dynamic lot size model: zabel vs protective procedures and computational results”, Operations Research, Vol. 23 No. 4, pp. 711-34.
29. Macé, S. and Neslin, S.A. (2004), “The determinants of pre- and post-promotion dips in sales of frequently purchased goods”, Journal of Marketing Research, Vol. 41 No. 3, pp. 339-50.
30. Mark, K. (2004), “Demanding more”, Canadian Transportation & Logistics, pp. 16-19.
31. Mentzer, J.T. and Moon, M.A. (2004), “Understanding demand”, Supply Chain Management Review, May/June, pp. 38-45.
32. Moon, I. and Yun, W. (1993), “An economic order quantity model with a random planning horizon”, The Engineering Economist, Vol. 39 No. 1, pp. 77-86.
33. Olhager, J., Rudberg, M. and Wikner, J. (2001), “Long-term capacity management: linking the perspectives from manufacturing strategy and sales and operations planning”, International Journal of Production Economics, Vol. 69 No. 2, pp. 215-25.
34. Radjou, N., Orlov, L.M. and Herbert, L. (2003), “Helping supply chain cope with demand”, Forrester Research – TechStrategy Report (June).
35. Rooney, C. and Bangert, C. (2001), “High-level management control of the planning process”, Adhesives Age, Vol. 44 No. 10, p. 49.
36. Sheldon, D.H. (2006), World Class Sales & Operations Planning: A Guide to Successful Implementation and Robust Execution, J. Ross Publishing, Ft Lauderdale, FL.
37. Silver, E.A., Pyke, D.F. and Peterson, R. (1998), Inventory Management and Production Planning and Scheduling, 3rd ed., Wiley, New York, NY.
38. Slone, R.E. (2004), “Leading a supply chain turnaround”, Harvard Business Review, Vol. 82 No. 10, pp. 114-21.
39. Smith, F. (2004), “Plan with the big ‘S’”, MSI Magazine, pp. 42-4.
40. Sridharan, V., Berry, W.L. and Udayabhanu, V. (1987), “Freezing the master production schedule under rolling planning horizons”, Management Science, Vol. 33 No. 9, pp. 1137-49.
41. Wallace, T.F. (2004), Sales & Operations Planning – The How-To Handbook, 2nd ed., T.F. Wallace & Company, Cincinnati, OH.
42. Wight, O. (1999) Oliver Wight Sales & Operations Planning Survey.
43. Wing, L. and Perry, G. (2001), “Toward twenty-first-century pharmaceutical sales and operations planning”, Pharmaceutical Technology North America, Vol. 25 No. 11, pp. 20-6.