Economic developments such as growing globalization, market uncertainty, increasing customer demands, shorter product life-cycles and rising supply chain interconnectedness as well as product complexity require companies to be even more responsive to market conditions in order to improve their competitiveness. Higher competitiveness as a whole company can only be achieved by an increased cross-functional alignment and collaboration within the company and with external suppliers and customers.
Evolving from aggregated production planning and manufacturing resource planning, sales and operations planning (S&OP) is a business process supported by information technology (IT) that aims at aligning sales and production both intra-organizational and inter-organizational across the supply chain. S&OP is only seldom introduced at once in a big bang approach. Thus, companies should strive to continuously improve their intra- and inter-organizational alignment and S&OP process. A maturity model (MM) can help to assess the current state of the S&OP implementation and can direct the continuous improvement along predefined coordination mechanisms and dimensions.
Further benefits of applying MMs in the context of S&OP should be identified during this thesis. Furthermore, a general characterization of MMs should be presented and adopted to S&OP maturity assessment. As MMs are published by researchers and practitioners (mainly consultancies and analysts), this thesis further aims at determining from which publishing stream a MM should be taken in order to assess the S&OP maturity of a company and to direct further improvements in maturity. This may also result in a proposition for a concrete MM to use.
Inhaltsverzeichnis (Table of Contents)
- 1 Introduction
- 2 Methodology
- 3 Maturity models for sales and operations planning
- 3.1 S&OP as alignment mechanism
- 3.2 S&OP as a process
- 3.3 Maturity in S&OP
- 4 Maturity model synthesis and presentation
- 4.1 Consultancy maturity models
- 4.2 Scientific maturity models
- 4.3 Excluded maturity models
- 5 Comparison of scientific and consultancy maturity models
- 5.1 General
- 5.2 Dimensional analysis
- 6 Discussion
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This thesis aims to assess the current state of Sales and Operations Planning (S&OP) implementation maturity models (MMs) and identify benefits of applying MMs in this context. It further seeks to characterize MMs generally and adapt them to S&OP maturity assessment. The thesis compares MMs published by researchers and practitioners (consultancies and analysts) to determine which publishing stream provides the most suitable MMs for assessing S&OP maturity and guiding further improvements. A potential proposition for a concrete MM to use will also be considered.
- Assessment of Sales and Operations Planning (S&OP) maturity models.
- Comparison of scientific and consultancy-based maturity models for S&OP.
- Identification of the optimal source for S&OP maturity models (scientific vs. consultancy).
- Characterization and application of maturity models in the context of S&OP.
- Proposal of a concrete maturity model for S&OP implementation.
Zusammenfassung der Kapitel (Chapter Summaries)
1 Introduction: This chapter introduces the context of Sales and Operations Planning (S&OP) within the modern business environment, highlighting the increasing need for cross-functional alignment and collaboration in response to globalization, market uncertainty, and evolving customer demands. It positions S&OP as a crucial business process for improving competitiveness and emphasizes the iterative nature of S&OP implementation. The chapter introduces the concept of maturity models (MMs) as a tool for assessing S&OP implementation and guiding continuous improvement, setting the stage for the thesis's exploration of different MM sources and their relative merits.
2 Methodology: This chapter details the methodology used for the systematic literature review (SLR) conducted to identify and evaluate relevant literature on S&OP maturity models. The SLR process is described, including the conceptualization of the topic, keyword selection for the literature search, and the databases utilized (ScienceDirect, EBSCOhost, Disco, and Google Scholar). The chapter outlines the inclusion and exclusion criteria for the selected papers, explaining how the initial pool of 94 potentially relevant papers was narrowed down to 22 S&OP maturity-related papers, with 12 presenting new or adapted MMs. The process of synthesizing these MMs into five distinct streams is also explained, highlighting the use of Cooper's (1988) taxonomy of literature reviews to guide the analysis and integration of the identified maturity models.
3 Maturity models for sales and operations planning: This chapter lays the groundwork for understanding S&OP maturity models by discussing S&OP's role as an alignment mechanism, describing the S&OP process itself, and exploring the concept of maturity within S&OP. The chapter sets the theoretical foundation upon which the subsequent analysis and comparison of different maturity models are built. It provides an overview of the key aspects of S&OP maturity, enabling a deeper understanding of the models presented and analyzed in subsequent chapters. The discussion of S&OP as both an alignment mechanism and a process helps frame the diverse approaches to maturity assessment.
4 Maturity model synthesis and presentation: This chapter synthesizes the consultancy and scientific maturity models identified in the literature review. It presents the findings of the literature review organized into consultancy and scientific streams, offering a detailed description of each identified model and its characteristics. The chapter presents a structured overview of the maturity models that will be compared in later sections of the thesis. This synthesis is crucial for enabling a direct and meaningful comparison between the different approaches to S&OP maturity assessment. The specific criteria used for categorization and the rationale for inclusion or exclusion of specific models are further clarified.
5 Comparison of scientific and consultancy maturity models: This chapter presents a comprehensive comparison of scientific and consultancy maturity models for S&OP. It focuses on a general comparison of aspects such as the level of detail and publication, followed by a dimensional analysis examining the distinct assessment dimensions of the different models and concluding with a concise comparison of the final maturity stages. The comparison serves as a pivotal point in determining the most suitable approach to S&OP maturity assessment.
Schlüsselwörter (Keywords)
Sales and Operations Planning (S&OP), Maturity Model (MM), Supply Chain Management, Systematic Literature Review (SLR), Consultancy Maturity Models, Scientific Maturity Models, Process Alignment, Organizational Maturity, Competitiveness.
Sales and Operations Planning (S&OP) Maturity Models: Frequently Asked Questions
What is the main topic of this thesis?
This thesis analyzes and compares Sales and Operations Planning (S&OP) maturity models from both scientific research and consultancy perspectives. It aims to determine which type of model is most suitable for assessing S&OP maturity and guiding improvements within organizations.
What are the key objectives of this research?
The key objectives include assessing existing S&OP maturity models, comparing scientific and consultancy-based models, identifying the optimal source for these models, characterizing their application in S&OP, and proposing a concrete maturity model for S&OP implementation.
What methodology was used in this research?
A systematic literature review (SLR) was conducted using databases like ScienceDirect, EBSCOhost, Disco, and Google Scholar. The review involved specific inclusion and exclusion criteria, leading to the analysis of 22 S&OP maturity-related papers, 12 of which presented new or adapted maturity models. Cooper's (1988) taxonomy of literature reviews guided the analysis and integration of the identified models.
How are Sales and Operations Planning (S&OP) maturity models categorized in this thesis?
The thesis categorizes S&OP maturity models into two main streams: consultancy maturity models and scientific maturity models. These categories are based on the source and nature of the models, differentiating between those developed by consulting firms and those arising from academic research.
What is the structure of the maturity models comparison?
The comparison begins with a general overview, contrasting aspects like the level of detail and publication context. It proceeds with a dimensional analysis, examining the specific assessment dimensions within each model. Finally, it compares the final maturity stages across the different models to pinpoint key differences and similarities.
What are the key themes explored in this thesis?
Key themes include the role of S&OP as an alignment mechanism and a process itself, the concept of maturity within S&OP, the synthesis and presentation of various maturity models, and a comparison of scientific and consultancy approaches to S&OP maturity assessment.
What are the key chapters and their content?
The thesis is structured into six chapters: an introduction setting the context of S&OP and maturity models; a methodology chapter detailing the SLR process; a chapter explaining S&OP maturity models; a chapter synthesizing and presenting identified models; a comparative chapter analyzing scientific and consultancy models; and a discussion chapter summarizing the findings.
What are the key takeaways from the comparison of scientific and consultancy maturity models?
The comparison highlights the strengths and weaknesses of each type of model, aiming to identify which approach provides the most useful framework for assessing and improving S&OP maturity within organizations. The final conclusion indicates which model type (consultancy vs. scientific) might be more suitable for practical applications.
What is the overall contribution of this thesis?
The thesis contributes to the field by providing a comprehensive analysis and comparison of S&OP maturity models, offering valuable insights into their strengths and weaknesses, and ultimately guiding organizations towards selecting the most appropriate model for their specific needs and context.
What are the keywords associated with this thesis?
Keywords include Sales and Operations Planning (S&OP), Maturity Model (MM), Supply Chain Management, Systematic Literature Review (SLR), Consultancy Maturity Models, Scientific Maturity Models, Process Alignment, Organizational Maturity, and Competitiveness.
- Citar trabajo
- Tobias Wulfert (Autor), 2016, Sales and Operations Planning. Scientific and Consultancy Maturity Models Indicating the Degree of Implementation, Múnich, GRIN Verlag, https://www.grin.com/document/359018
