TY  - JOUR
TT  - AN EFFECTIVE MANAGEMENT TOOL: SALES & OPERATIONS PLANNING (S&OP) and MATURITY MODEL
AU  - Kocaoglu, Batuhan
PY  - 2017
DA  - June
DO  - 10.17261/Pressacademia.2017.453
JF  - Journal of Management Marketing and Logistics
JO  - JMML
PB  - Dilek TEKER
WT  - DergiPark
SN  - 2148-6670
SP  - 76
EP  - 88
VL  - 4
IS  - 2
KW  - S&OP
KW  - sales and operations planning
KW  - maturity model
KW  - integrated business planning
KW  - ERP
N2  - Purpose – Thecenter of the transformation of companies’ supply chain development is salesand operations planning (S&OP). Although S&OP is emphasized in previousresearches, the related resources and the literature are very limited. For thispurpose, it is aimed to develop a mixed framework for firms to analyze theirS&OP processes and to monitor these processes within a maturity model. Methodology - It hasbeen researched how the S&OP maturity model can be used to determine thestages and the stage in which the firm is located. Literature research wascarried out and synthesized. By examining these studies, concepts are blendedin terms of academic and practitioner perspectives. Findings - S&OPliterature is limited, there is no Turkish resource about the maturity level.By way of existing S&OP models, a more understandable collective model hasbeen proposed. In addition, an efficiency evaluation checklist, which can beused with the maturity model, is presented.Conclusion - Therecommended checklist shows how a company should develop the S&OP processand where it is weak; Maturity model is useful for understanding the currentstate of the S&OP process as well as the appropriate next improvementsteps. This will guide the companies that are in the S&OP process.
CR  - APICS. (2011). “2011 Sales and operations planning practices and challenges”, https://www.apics.org/docs/default-source/defaultdocument-library/apics-2011-sales-and-operations-planning-practices-and-challenges.pdf?sfvrsn=2 adresinden alınmıştır Ball, B. (2013). “S&OP non-negotiable as a process”, Aberdeen Group.
CR  - Cecere(b), L., & Chimni, J. (2014). “Changing mental models: The evolution of S&OP”,  Kinaxis Inc.: https://www.kinaxis.com/Global/resources/slide-decks/WebcastPresentation-Changing%20Mental%20Models.pdf adresinden alınmıştır
CR  - Cecere, L., Barrett, J., & Mooraj, H. (2009). “Sales and operations planning: Transformation from tradition”, AMR Research Report, May 2009. AMR Research Inc.
CR  - Elbaum, S. D. (2004).” The sales and operations planning benchmark report: Leveraging S&OP for competitive advantage”, Aberdeen Group.
CR  - Feng, Y., & D’amours, S. (2008). “The value of sales and operations planning in oriented strand board industry with make-to-order manufacturing system: Cross functional integration under deterministic demand and spot market recourse”, International Journal of Production Economics, vol. 115, no. 1, pp. 189-209.
CR  - Goh, S. H., & Eldridge, S. (2015). “New product introduction and supplier integration in sales and operations planning evidence from the Asia Pacific region”, International Journal Of Physical Distribution & Logistics 
Management, vol. 45, no. 9-10, pp. 861-886.
CR  - Google. (2017, 02 28). http://www.googgle.com adresinden alınmıştır
CR  - Grimson, J. A., & Pyke, D. F. (2007). “Sales and operations planning: An exploratory study and framework”, The International Journal of Logistics Management, vol. 18, no. 3, pp. 322-346.
CR  - Lapide, L. (2005). “Sales and operations planning part III: A diagnostic model”, Journal of Business Forecasting, vol. 24, no. 1, pp. 13- 16.
CR  - Palmatier, G. (2011). “An executive level synopsis integrated business planning (Advanced sales & operations planning)”, Oliver Wight Americas.
CR  - Sheldon, D. (2006). World Class Sales & Operations Planning: A Guide to Successful Implementation and Robust Execution. Ft Lunderdale, FL: J. Ross Publishing.
CR  - Thome, T., Marcio, A., Scavarda, L. F., Fernandez, N. S., & Scavarda(b), A. J. (2012). “Sales and operations planning: A research synthesis”, International Journal of Production Economics, vol. 138, no. 1, pp. 1-13.
CR  - Tinker, E. J. (2011, 04 12). “Excellence in S&OP : tips and traps when implementing”, Nexview Consulting. APICS North Shore Chapter: http://www.apics-northshore.org/pdm/presentations/Excellence_in_S&OP_Nexview.pdf adresinden alınmıştır
CR  - Tohamy, N., Tarafdar, D., Kohler, J., & Pukkila, M. (2013).” Introducing the five-stage sales and operations planning maturity model for supply chain leaders”, Gartner.
CR  - Ventana Research. (2006). “Sales and operations planning: measuring maturity and opportunity for operational performance management”, San Mateo, CA, USA.
CR  - Veronesi, P. M. (2013). “The journey toward next -generation S&OP in the manufacturing industry”, IDC.
CR  - Viswanathan(b), N. (2009). “Sales and operations planning solutions AXIS”, Q3 2009, Aberdeen Group, Inc.
CR  - Viswanathan, N. (2010). “Sales and operations planning strategies for managing complexity within global supply chains”, Aberdeen, July.
CR  - Wagner, S. M., Ullrich, K. K., & Transchel, S. (2014). “The game plan for aligning the organization”, Business Horizons, Mar-Apr, vol. 57, no. 2, pp. 189-201.
CR  - Wallace(b), & Stahl. (2014). Sales & Operations Planning: The Executive's Guide. Ohio: Steelwedge Software.
CR  - Wallace, T. (1999). Sales & Operations Planning: The How-to Handbook. Ohio: T.F.Wallace & Company.
CR  - Web Of Science. (2017, 02 28). www.webofknowledge.com/ adresinden alınmıştır
CR  - Wing, L., & Perry, G. (2001). “Toward twenty-first-century pharmaceutical sales and operations planning”, Pharmaceutical Technology, pp. 20–26.
UR  - https://doi.org/10.17261/Pressacademia.2017.453
L1  - https://dergipark.org.tr/en/download/article-file/380833
ER  -