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Framework for Measuring Performance of the Sales and Operations Planning Process

HULTHÉN, HANA LU ; Näslund, Dag LU and Norrman, Andreas LU (2016) In International Journal of Physical Distribution & Logistics Management 46(9).
Abstract
Purpose
The purpose is to develop a framework for measuring the S&OP process performance.

Design/methodology/approach
The method used is a multiple case study of five companies from different industries based on data from twelve structured interviews.

Findings
The main result is a framework to measure the S&OP process. It includes concrete suggestions for organizations when developing measures to increase effectiveness and efficiency of the process. It will also help organizations to standardize measures and to enhance organizational transparency. Our results include measures for every step of the process as well as for the outcome of the process. We highlight the importance of cross-functional... (More)
Purpose
The purpose is to develop a framework for measuring the S&OP process performance.

Design/methodology/approach
The method used is a multiple case study of five companies from different industries based on data from twelve structured interviews.

Findings
The main result is a framework to measure the S&OP process. It includes concrete suggestions for organizations when developing measures to increase effectiveness and efficiency of the process. It will also help organizations to standardize measures and to enhance organizational transparency. Our results include measures for every step of the process as well as for the outcome of the process. We highlight the importance of cross-functional measures along with measures that focus on how to conduct the process. The framework is founded on a set of criteria on appropriate measures such as comprehensiveness, internal process efficiency, horizontal and vertical integration, internal comparability, and usefulness. The study contributes to performance measurement literature and the S&OP literature.

Research limitations/implications
Validation of the framework is desirable in similar as well as other contexts. Implementation challenges should also be investigated.

Practical implications
The framework provides guidelines in order to measure, analyze and improve the effectiveness and the efficiency of the process.

Originality/value
This is the first framework for measuring the S&OP process that includes detailed measures for each step of the process, for the outcome of the process as well as how to conduct the process itself. (Less)
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author
organization
publishing date
type
Contribution to journal
publication status
published
subject
in
International Journal of Physical Distribution & Logistics Management
volume
46
issue
9
publisher
Emerald Group Publishing Limited
external identifiers
  • Scopus:84988603252
ISSN
0960-0035
DOI
10.1108/IJPDLM-05-2016-0139
language
English
LU publication?
yes
id
5c155b4d-5c92-41e7-9145-06c17dce9764
date added to LUP
2016-08-15 10:50:24
date last changed
2016-11-20 04:35:04
@misc{5c155b4d-5c92-41e7-9145-06c17dce9764,
  abstract     = {Purpose<br>
The purpose is to develop a framework for measuring the S&amp;OP process performance.<br>
<br>
Design/methodology/approach<br>
The method used is a multiple case study of five companies from different industries based on data from twelve structured interviews.<br>
<br>
Findings<br>
The main result is a framework to measure the S&amp;OP process. It includes concrete suggestions for organizations when developing measures to increase effectiveness and efficiency of the process. It will also help organizations to standardize measures and to enhance organizational transparency. Our results include measures for every step of the process as well as for the outcome of the process. We highlight the importance of cross-functional measures along with measures that focus on how to conduct the process. The framework is founded on a set of criteria on appropriate measures such as comprehensiveness, internal process efficiency, horizontal and vertical integration, internal comparability, and usefulness. The study contributes to performance measurement literature and the S&amp;OP literature.<br>
<br>
Research limitations/implications<br>
Validation of the framework is desirable in similar as well as other contexts. Implementation challenges should also be investigated.<br>
<br>
Practical implications<br>
The framework provides guidelines in order to measure, analyze and improve the effectiveness and the efficiency of the process.<br>
<br>
Originality/value<br>
This is the first framework for measuring the S&amp;OP process that includes detailed measures for each step of the process, for the outcome of the process as well as how to conduct the process itself.},
  author       = {HULTHÉN, HANA and Näslund, Dag and Norrman, Andreas},
  issn         = {0960-0035},
  language     = {eng},
  month        = {09},
  number       = {9},
  publisher    = {ARRAY(0x890de50)},
  series       = {International Journal of Physical Distribution & Logistics Management},
  title        = {Framework for Measuring Performance of the Sales and Operations Planning Process},
  url          = {http://dx.doi.org/10.1108/IJPDLM-05-2016-0139},
  volume       = {46},
  year         = {2016},
}