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Sales And Operations Planning (S&Op): A Group Effectiveness Approach, Scott C. Ambrose, Brian N. Rutherford

Publications

Sales and Operations planning (S&OP) is an approach meant to help firms achieve demand and supply balance, yet experts agree that it has fallen short on delivering anticipated benefits. Carried out by cross-functional teams, S&OP entails getting people from different thought worlds, especially sales, aligned around common goals. Despite ample practitioner guidance, there is a dearth of scholarly research indicating pathways to success. Using a group effectiveness theoretical framework, this study identifies both internal team factors and contextual influencers that are predictors of S&OP effectiveness. Perspectives were captured from S&OP team members across a wide cross-section of industries representing sales …