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The purpose of this paper is to understand how companies design sales and operations planning (S & OP) contingent on the planning environment (PE).

On the basis of the literature, the paper creates an analytical framework identifying the main constructs related to the PE and S & OP design, which is the basis for gathering and analysing qualitative data from eight cases in the food industry. The findings highlight the relations between S & OP and the PE, and are used for generating three propositions.

Responding to the complex and uncertain PE, the companies set up S & OP on a stock-keeping unit (SKU) level, with the possibility of re-planning and a flexible planning horizon, thus differing from what has generally been suggested in the literature. In addition, the companies are aligning the inputs, activities, and outcomes of the S & OP process to the PE. Particularly important environmental contingencies are uncertainty connected to demand and supply, frequent product launches, and production network complexity. Product-related variables have a lower impact on the S & OP design.

The present study is limited to one industry only and a comparison between industries with larger data sets would be valuable in future studies. The study selected cases based on their S & OP maturity; further studies need to explore the effect of the alignment of S & OP and the PE on the planning performance.

In the literature, S & OP is presented as a generic process with a strict formal design that is equal for all companies. The study provides insights into how companies adjust S & OP according to the PE.

The purpose of this paper is to explore how the context affects successful use of advanced planning and scheduling (APS) systems in sales and operations planning (S&OP) processes, and how individual, technological, and organizational (ITO) dimensions affect this procedure.

This is a qualitative case study of two APS system-supported S&OP processes. The work aims to generate propositions concerning the relationships among the use of APS system, the context, ITO dimensions, and fulfillment of S&OP aims.

Use of APS systems was especially appropriate in support of S&OP processes in complex planning environments and when S&OP aims were ambitious. ITO dimensions were important influences on successful APS system use in most contexts. APS systems were not considered appropriate when having S&OP processes with ambitious aims and low individual and organizational maturities. Use of APS systems was also inappropriate when the extent of technological maturity was minimal. S&OP processes with ambitious aims, operating within a complex planning environment, are difficult if not impossible to implement without the support of APS systems.

The suggestions on when APS systems should be used in different S&OP environments will be useful to companies implementing or about to implement APS systems.

APS systems offer great potential if they are effectively used to support S&OP, still the use of APS system in S&OP is unexplored. The paper shows how the context and the ITO dimensions affect the successful use of APS systems in S&OP processes.

Studies conducted on advanced planning and scheduling (APS) systems have found problems in the marginal or negative returns from APS systems when they are implemented in manufacturing planning and control processes. The purpose of this study is to examine what problems exist in the onward and upward phase of the APS system implementation and how the individual, technical and organizational (ITO) dimensions in the implementation phases influence the problems in the onward and upward phase.

Three different manufacturing companies using a supply chain planning module to support their tactical manufacturing planning processes were chosen and their APS system implementation phases were studied. Interviews with the project members and the end-users, and on-site visits, were conducted. Internal company data and presentations were collected and analyzed according to four implementation phases and the ITO dimensions.

Three types of problems were identified in the onward and upward phase: process-related problems concerning difficulties to move forward; dependency on a consultancy firm; and too much time spent in the system. System-related problems include the usage of parallel systems and inadequate usage of the appropriate potential of the APS system. Plan-related problems regard an incorrect production plan. Different relationships between the ITO dimensions in the implementation process and the problem type were proposed.

The relationships identified in this paper are of important knowledge for companies who are implementing, or are in the process of implementing, APS systems.

There has been little written about the implementation issues of APS systems. The practical use of APS systems in the tactical planning is also relatively low. It is not known what problems to expect and how the ITO dimensions influence the problems during implementation. The findings this paper discusses fill some of these gaps.

The purpose of this paper is to explore what potential benefits may be achieved by using advanced planning and scheduling (APS) systems in the sales and operations planning (S&OP) process.

The paper investigates benefits at the S&OP process level by interviewing APS experts and APS users. Several methods have been used; literature review, Delphi study, and a case study at a company in the chemical industry which uses APS system support in the S&OP process.

Three types of potential benefits were found to be achieved when using APS systems in the S&OP process; benefits concerning decision support, planning efficiency and learning effects. The most common type was decision support benefits according to APS users and APS experts. The results from the case company showed that the benefits perceived in the different S&OP activities differed. In the activities concerning the preparation and generation of delivery plans, the perceived benefits mainly concerned learning effects. In the activities concerning the generation of a production plan, the benefits were foremost found in planning efficiency. In the S&OP meeting decision support benefits were highest valued. The reason for the different results can be explained by the aim of the activity, how APS was used in the activity, the user characteristics and the design of the model and access and quality of planning data.

The focus of this paper is on potential benefits of APS systems in the S&OP process only, not the costs. It has established a typology of potential benefits. No validation in form of statistical analysis has been done. The empirical analysis is mainly based on findings from a single case study.

The findings about the types of APS potential will assist companies in understanding the benefits they can expect from its use in the S&OP process. The case study analysis gives further insight into how APS can be employed and what benefits different APS user categories can expect when it is used in an appropriate way.

The knowledge about which benefits that can be achieved when using APS in the S&OP process is quite unexplored. This paper fills some of these gaps.