Abstract
Purpose: 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. Design/methodology/approach: 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. Findings: 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. Research limitations/implications: As a single case study, this paper only provides results for analytical generalization. Practical implications: 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. Originality/value: 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.
Originalsprog | Engelsk |
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Tidsskrift | International Journal of Physical Distribution & Logistics Management |
Vol/bind | 51 |
Udgave nummer | 6 |
Sider (fra-til) | 585-606 |
ISSN | 0960-0035 |
DOI | |
Status | Udgivet - jul. 2021 |