Information sharing for sales and operations planning: Contextualized solutions and mechanisms
Journal article, 2017

We develop actionable design propositions for collaborative sales and operations planning (S&OP) based on the observation of contexts in which benefits are generated — or are absent — from retail information sharing for a manufacturer. An information sharing pilot project in a real-life setting of two product manufacturers and one retailer was designed. The project resulted in one manufacturer, serving a retailer from its local factory, developing a process for collaborative S&OP, while the other manufacturer serving a retailer from more distant regional factories abandoned the process. The evaluation of the outcomes experienced by the two manufacturers allows us to examine contexts in fine-grained detail and explain why introducing information sharing in the S&OP processes produce — or fail to produce — benefits. The paper contributes to the supply chain information sharing literature by presenting a field tested and evolved S&OP design for non-standard demand situations, and by a contextual analysis of the mechanisms that produce the benefits of retailer collaboration and information sharing in the S&OP process.

design science

sales and operations planning

supply chain collaboration

product introductions

packaged consumer goods

point-of-sales data


Riikka Kaipia

Chalmers, Technology Management and Economics

Jan Holmström

Chalmers, Technology Management and Economics, Supply and Operations Management

Johanna Småros

Relex Solutions

Risto Rajala

Aalto University

Journal of Operations Management

0272-6963 (ISSN)

Vol. 52 15-29

Areas of Advance

Information and Communication Technology


Subject Categories

Other Engineering and Technologies

Economics and Business



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