Sales and operations planning for new products: a parallel process?

IF 5.9 3区管理学 Q1 MANAGEMENT

International Journal of Physical Distribution & Logistics Management Pub Date : 2021-06-25 DOI:10.1108/ijpdlm-02-2020-0049

Gustavo Bagni, J. K. Sagawa, Moacir Godinho Filho

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引用次数: 1

Abstract

PurposeThis paper aims to detail how a Sales and Operations Planning (S&OP) process can be designed to support the planning requirements of recently introduced products.Design/methodology/approachDesign science research was conducted to propose and implement an S&OP model for demand fulfillment after the introduction of new products. The results were analyzed using the CIMO (Context, Intervention, Mechanisms and Outcomes) logic, and two sets of design propositions were formulated.FindingsAn S&OP process for new products can reduce additional costs for market fulfillment by concentrating the planning efforts on new products, aligning organizational efforts, and increasing the sales and supply chain information’s update frequency.Research limitations/implicationsThe outcomes of S&OP new products were analyzed in a single organization and are limited to the contextual factors presented.Practical implicationsThis paper describes in detail how to organize an S&OP focused on new products. By considering the contextual factors and design propositions, managers can potentially increase the success of new products introduction (NPI) in their context.Originality/valueA specific S&OP process focused on new products is a viable solution and could co-exist with a traditional S&OP process. Moreover, we identified six contextual factors that influence the outcomes of the S&OP new products.

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新产品的销售和运营规划：一个平行的过程？

目的本文旨在详细说明如何设计销售和运营规划（S&OP）流程，以支持最近推出的产品的规划要求。设计/方法论/方法设计科学研究旨在提出并实施新产品推出后的需求满足S&OP模型。使用CIMO（上下文、干预、机制和结果）逻辑对结果进行分析，并制定了两组设计命题。发现新产品的S&OP流程可以通过将规划工作集中在新产品上、调整组织工作以及增加销售和供应链信息的更新频率来降低市场履行的额外成本。研究局限性/含义S&OP新产品的结果在一个组织中进行了分析，并且仅限于所呈现的上下文因素。实践意义本文详细描述了如何组织一个以新产品为重点的S&OP。通过考虑上下文因素和设计主张，管理者可以在其上下文中提高新产品引入（NPI）的成功率。独创性/价值专注于新产品的特定S&OP流程是一个可行的解决方案，可以与传统的S&OP流程共存。此外，我们确定了影响S&OP新产品结果的六个背景因素。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

International Journal of Physical Distribution & Logistics Management MANAGEMENT-

CiteScore

11.20

自引率

10.40%

发文量

期刊介绍： IJPDLM seeks strategically focused, theoretically grounded, empirical and conceptual, quantitative and qualitative, rigorous and relevant, original research studies in logistics, physical distribution and supply chain management operations and associated strategic issues. Quantitatively oriented mathematical and modelling research papers are not suitable for IJPDLM. Desired topics include, but are not limited to: Customer service strategy Omni-channel and multi-channel distribution innovations Order processing and inventory management Implementation of supply chain processes Information and communication technology Sourcing and procurement Risk management and security Personnel recruitment and training Sustainability and environmental Collaboration and integration Global supply chain management and network complexity Information and knowledge management Legal, financial and public policy Retailing, channels and business-to-business management Organizational and human resource development Logistics and SCM education.