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Information sharing for sales and operations planning: Contextualized solutions and mechanisms

Journal of operations management, 2017-05, Vol.52, p.15 [Peer Reviewed Journal]

ISSN: 1873-1317 ;ISSN: 0272-6963 ;EISSN: 1873-1317 ;DOI: 10.1016/j.jom.2017.04.001

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  • Title:
    Information sharing for sales and operations planning: Contextualized solutions and mechanisms
  • Author: Kaipia, Riikka ; Holmström, Jan ; Småros, Johanna ; Rajala, Risto
  • Subjects: design science ; packaged consumer goods ; point-of-sales data ; product introductions ; sales and operations planning ; supply chain collaboration
  • Is Part Of: Journal of operations management, 2017-05, Vol.52, p.15
  • Description: We develop actionable design propositions for collaborative sales and operations planning (S&OP) based on the observation of contexts in which benefits are generated — or are absent — from retail information sharing for a manufacturer. An information sharing pilot project in a real-life setting of two product manufacturers and one retailer was designed. The project resulted in one manufacturer, serving a retailer from its local factory, developing a process for collaborative S&OP, while the other manufacturer serving a retailer from more distant regional factories abandoned the process. The evaluation of the outcomes experienced by the two manufacturers allows us to examine contexts in fine-grained detail and explain why introducing information sharing in the S&OP processes produce — or fail to produce — benefits. The paper contributes to the supply chain information sharing literature by presenting a field tested and evolved S&OP design for non-standard demand situations, and by a contextual analysis of the mechanisms that produce the benefits of retailer collaboration and information sharing in the S&OP process.
  • Language: English
  • Identifier: ISSN: 1873-1317
    ISSN: 0272-6963
    EISSN: 1873-1317
    DOI: 10.1016/j.jom.2017.04.001
  • Source: SWEPUB Freely available online
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