SALES & OPERATIONS PLANNING: Case study on the Engineer-To-Order production model in the entertainment industry

Authors

  • Luciana de Oliveira Pedra Romão Pontifical Catholic University of Rio de Janeiro (Brazil)
  • Luis Felipe Scavarda Pontifical Catholic University of Rio de Janeiro (Brazil)
  • Marcelo Xavier Seeling Pontifical Catholic University of Rio de Janeiro (Brazil)

DOI:

https://doi.org/10.14488/BJOPM.2021.016

Keywords:

S&OP, Plan Integration, Process Management, Case study

Abstract

Goal: This article characterizes the application of the Sales and Operations Planning (S&OP) process in an audiovisual content production industry, whose production model is Engineer-To-Order (ETO), adding important empirical knowledge for S&OP in this production strategy within a unique context. 

 Design / Methodology / Approach: The methodology adopted is based on an exploratory case study. The research adopts a well-known framework to characterize the process observed within the company.

 Results: The findings characterize the S&OP process based on the main components of the context, inputs, structure and process and outcomes / results, demonstrating that, even with the particularities of the industry, S&OP can be a key process to manage the business complexity and to achieve the objectives by the company.

 Limitations of the investigation: This study was based on the observations made in only one company, which is a research limitation towards the generalizability of the findings. Thus, for a deeper understanding of the theme, future research is necessary, expanding the observations to other companies.

 Practical implications: Practitioners can take stock of the S&OP characterization and the lessons learned herein to help to support their S&OP initiatives, especially regarding ETO contexts.

 Originality / Value: This article sought to reduce the research-practice gap in the literature concerning the need for a complete characterization of the S&OP process from empirical researches and the understanding of S&OP application in the ETO production model.

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Published

2021-04-13

How to Cite

Romão, L. de O. P., Scavarda, L. F., & Seeling, M. X. (2021). SALES & OPERATIONS PLANNING: Case study on the Engineer-To-Order production model in the entertainment industry. Brazilian Journal of Operations & Production Management, 18(3), 1–12. https://doi.org/10.14488/BJOPM.2021.016

Issue

Vol. 18 No. 3 (2021)

Section

Case study

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