Empirical and theoretical perspectives in sales and operations planning

Tobias Kreuter (), Luiz Felipe Scavarda, Antonio Márcio Tavares Thomé, Bernd Hellingrath and Marcelo Xavier Seeling
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Tobias Kreuter: Westfälische Wilhelms-Universität Münster
Luiz Felipe Scavarda: Pontifícia Universidade Católica do Rio de Janeiro R. Marquês de São Vicente
Antonio Márcio Tavares Thomé: Pontifícia Universidade Católica do Rio de Janeiro R. Marquês de São Vicente
Bernd Hellingrath: Westfälische Wilhelms-Universität Münster
Marcelo Xavier Seeling: Pontifícia Universidade Católica do Rio de Janeiro R. Marquês de São Vicente

Review of Managerial Science, 2022, vol. 16, issue 2, No 2, 319-354

Abstract: Abstract This paper’s purpose is to evaluate empirical and theoretical perspectives in Sales and Operations Planning (S&OP). The methodology consists of a systematic literature review, analysing 292 publications from academics and practitioners. The results reveal that the empirical evidence has been initially obtained by practitioners and subsequently acquired by academics with a growing interest in recent years. Three main research streams are identified: S&OP and performance, implementation of S&OP, and contextualisation of S&OP designs. The investigation of theoretical foundations reveals an upward trend in external general theory usage and first signs of internal theory development in S&OP. The research findings call for more exploratory research to enhance the knowledge in the identified research streams and their interrelation. Herein, applying the design science approach is recommended to integrate practitioners into academic research. Further implications embrace a call for more theory-informed empirical S&OP research in a two-prone agenda: applying general theories from other fields and developing internal theories through middle-range theorising. A limitation of this paper is its focus on empirical studies, not embracing conceptual papers. Applications of this paper’s findings can help academics and practitioners to advance their understanding of the S&OP phenomenon. The awareness of study findings in the three main research streams, combined with empirical and theoretical research implications, can support the development of solutions to improve the S&OP effectiveness and evidence-based decisions in real-life settings. This work’s originality lies in the analysis of the S&OP literature with the focus on the evolution of empirical evidence and the theoretical foundations.

Keywords: Supply chain; Integrated business planning; Evidence-based management; Theory-informed research; Middle-range theory (search for similar items in EconPapers)
Date: 2022
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DOI: 10.1007/s11846-021-00455-y

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