Antecedents to effective sales and operations planning
| Autor: | James Anthony Swaim, John Mello, Michael J. Maloni, Patrick Bower |
|---|---|
| Rok vydání: | 2016 |
| Předmět: |
Knowledge management
business.industry Strategy and Management media_common.quotation_subject 05 social sciences Stewardship theory Principal–agent problem Industrial and Manufacturing Engineering Structural equation modeling Computer Science Applications Management Information Systems Procurement 0502 economics and business Industrial relations Market orientation Conceptual model Survey data collection 050211 marketing Business 050203 business & management Sales and operations planning media_common |
| Zdroj: | Industrial Management & Data Systems. 116:1279-1294 |
| ISSN: | 0263-5577 |
| DOI: | 10.1108/imds-11-2015-0461 |
| Popis: | Purpose – Sales and Operations Planning (S & OP) serves as the essential cross-functional process for organizations to match supply in the form of production, inventory, and procurement with customer demand. Given recent studies revealing that S & OP is ineffective for most firms, the purpose of this paper is to investigate the critical antecedents of effective S & OP. Design/methodology/approach – Drawing on agency theory and stewardship theory, the authors develop and test a conceptual model that includes organizational integration, organizational priorities, standardized processes, and organizational engagement. The authors apply partial least squares structural equation modeling of survey data from S & OP practitioners to test the model. Findings – The results confirm the relationships among S & OP antecedents. Organizational integration positively influences a standardized S & OP process, and both the S & OP process and prioritization lead to stronger organizational S & OP engagement. Ultimately, organizational S & OP engagement is positively linked to enhanced operational, market, and profitability outcomes. Practical implications – The findings create a strong practical foundation for executing S & OP. The results also reveal a formal process for operationalizing the link between organizational integration and firm performance that is espoused but not detailed in existing literature. Originality/value – Existing research supports the potential performance impacts of S & OP but has yet to validate how to specifically operationalize S & OP. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
|