The S&OP process and the influence of personality and key behavioral indicators: insights from a longitudinal case study. Issue 6 (21st July 2020)

• Record Type: Journal Article
• Authors: Stentoft, Jan; Freytag, Per Vagn; Mikkelsen, Ole Stegmann
• Is Part Of: International journal of physical distribution & logistics management. Volume 51:Issue 6(2021)
• Page Start: 585
• Page End: 606
• Publication Date: 2020-07-21
• Subjects: S&OP -- Myers–Briggs Type Indicator -- Personality theory -- Implementation -- Key behavioral indicators; Physical distribution of goods -- Management -- Periodicals; Business logistics -- Periodicals; Materials management -- Periodicals; 658.788
• DOI: 10.1108/IJPDLM-02-2020-0056
• Languages: English
• ISSNs: 0960-0035

Abstract

Abstract : Purpose: The purpose of this paper is to extend the research domain of Sales & Operations Planning (S&OP) beyond the hard issues by focusing on soft issues in S&OP processes. This paper aims to investigate how consciousness of different personality types can affect S&OP processes. Design/methodology/approach: This paper is based on a single longitudinal case study from a medium-sized enterprise with a data collection period of more than two years. This paper is based on observation and interviews gathered at several stages during pilot implementation and operation phases. Findings: This paper indicates that a focus on behavior using personality type theory and key behavioral indicators has provided a common framework for understanding how the S&OP process is impacted by different personalities and behavior. This knowledge has increased the awareness of which behavior sustains a silo mentality and which behavior breaks it down. Quotations are used to provide substance of this explorative topic. Research limitations/implications: As a single case study, this paper only provides results for analytical generalization. Practical implications: Consciousness of behavioral elements in S&OP processes is proposed here as a complement to key performance indicators as levers to implement and obtain sustained operation of S&OP. Originality/value: This paper is the first explicitly integrating personality type theory for a better understanding of implementing and operating S&OP processes. This paper contributes with a new understanding of S&OP success factors and how a common language may improve process efficiency.