Production
https://prod.org.br/article/doi/10.1590/0103-6513.219916
Production
Research Article

A case method for Sales and Operations Planning: a learning experience from Germany

Scavarda, Luiz Felipe; Hellingrath, Bernd; Kreuter, Tobias; Thomé, Antonio Márcio Tavares; Seeling, Marcelo Xavier; Fischer, Jan-Hendrick; Mello, Raquel

Downloads: 0
Views: 171

Abstract

Adequate preparation, learning, and training is required for Sales and Operations Planning (S&OP) to aid organizations in achieving the full expected benefits from its implementation. This paper presents a case method for S&OP and the learning experience of its application at the University of Münster (Germany). The “constructive alignment principle” was applied with a “team teaching” approach, involving an executive from the case company. Students improved their knowledge on S&OP and their analytical skills by understanding the conceptual S&OP building blocks and by learning how to deal with them to provide a solution for a case based on a real-life situation. The learning results were evaluated positively during the discipline’s student evaluation of teaching (SET). The applied case method enhanced the student’s motivation and engagement (e.g., higher preparation effort and class attendance), which were considered higher than in other disciplines with the traditional lecture-based education.

Keywords

Teaching case, Engineering education, Operations management, Supply chain, Production planning and control.

References

Baeten, M., & Simons, M. (2014). Student teachers’ team teaching: models, effects, and conditions for implementation. Teaching and Teacher Education, 41, 92-110. http://dx.doi.org/10.1016/j.tate.2014.03.010.

Barnett, C. (1998). Mathematics teaching cases as a catalyst for informed strategic inquiry. Teaching and Teacher Education, 14(1), 81-93. http://dx.doi.org/10.1016/S0742-051X(97)00062-0.

Biggs, J. (2003). Teaching for quality learning at university: what the student does. Buckingham: SRHE and Open University Press.

Biggs, J., & Tang, C. (2011). Teaching for quality learning at university. Maidenhead: McGraw-Hill and Open University Press.

Buckley, F. J. (1999). Team teaching: what, why, and how? Thousand Oaks: SAGE Publications.

Cox, J. F., & Blackstone, J. H. (2002), APICS Dictionary (10th ed.). Alexandria: APICS.

Edström, K. (2008). Doing course evaluation as if learning matters most. Higher Education Research & Development, 27(2), 95-106. http://dx.doi.org/10.1080/07294360701805234.

Elbaum, S. (2004). Dynamic sales and operations planning: the next generation solution to a dynamic marketplace. Boston: Aberdeen Group.

Farhoomand, A. (2004). Writing teaching cases: a reference guide. Communications of the Association for Information Systems, 13, 103-107. Retrieved in 9 April 2016, from http://aisel.aisnet.org/cais/vol13/iss1/9

Godsell, J., Birtwistle, A., & Van Hoek, R. (2010). Building the supply chain to enable business alignment: lessons from British American Tobacco (BAT). Supply Chain Management: An International Journal, 15(1), 10-15. http://dx.doi.org/10.1108/13598541011018085.

Goh, S. H., & Eldridge, S. (2015). New product introduction and supplier integration in sales and operations planning. International Journal of Physical Distribution & Logistics Management, 45(9-10), 861-886. http://dx.doi.org/10.1108/IJPDLM-08-2014-0215.

Grimson, J. A., & Pyke, D. F. (2007). Sales and operations planning: an exploratory study and framework. International Journal of Logistics Management, 18(3), 322-346. http://dx.doi.org/10.1108/09574090710835093.

Hackney, R., McMaster, T., & Harris, A. (2003). Using cases as a teaching tool in IS education. Journal of Information Systems Education, 4(3), 229-234.

Hollmann, R. L., Scavarda, L. F., & Thomé, A. M. T. (2015). Collaborative planning, forecasting and replenishment: a literature review. International Journal of Productivity and Performance Management, 64(7), 971-993. http://dx.doi.org/10.1108/IJPPM-03-2014-0039.

Hulthen, H., Näslund, D., & Norrman, A. (2016). Framework for measuring performance of the sales and operations planning process. International Journal of Physical Distribution & Logistics Management, 46(9), 809-835. http://dx.doi.org/10.1108/IJPDLM-05-2016-0139.

Kim, S., Phillips, W. R., Pinsky, L., Brock, D., Phillips, K., & Keary, J. (2006). A conceptual framework for developing teaching cases: a review and synthesis of the literature across disciplines. Medical Education, 40(9), 867-876. PMid:16925637. http://dx.doi.org/10.1111/j.1365-2929.2006.02544.x.

Kjellsdotter Ivert, L. K., Dukovska-Popovska, I., Kaipia, R., Fredriksson, A., Dreyer, H. C., Johansson, M., Chabada, L., Damgaard, C., & Tuomikangas, N. (2015a). Sales and operations planning: responding to the needs of industrial food producers. Production Planning and Control, 26, 280-295. http://dx.doi.org/10.1080/09537287.2014.897769.

Kjellsdotter Ivert, L. K., Dukovska-Popovska, I., Fredriksson, A., Dreyer, H. C., & Kaipia, R. (2015b). Contingency between S & OP design and planning environment. International Journal of Physical Distribution & Logistics Management, 45(8), 747-773. http://dx.doi.org/10.1108/IJPDLM-04-2014-0088.

Kjellsdotter Ivert, L. K., & Jonsson, P. (2014). When should advanced planning and scheduling systems be used in sales and operations planning? International Journal of Operations & Production Management, 34(10), 1338-1362. http://dx.doi.org/10.1108/IJOPM-03-2011-0088.

Lapide, L. (2005). Sales and operations planning. Part III: a diagnostic model. The Journal of Business Forecasting, 24(1), 13-16.

Levin, B. B. (1995). Using the case method in teacher education: the role of discussion and experience in teachers’ thinking about cases. Teaching and Teacher Education, 11(1), 63-79. http://dx.doi.org/10.1016/0742-051X(94)00013-V.

Lundeberg, M. A., & Yadav, A. (2006). Assessment of case study teaching: where do we go from here? Part II. Journal of College Science Teaching, 35(6), 8.

Mendes Junior, P. M., Leal, J. E., & Thomé, A. M. T. (2016). A maturity model for demand-driven supply chains in the consumer product goods industry. International Journal of Production Economics, 179, 153-165. http://dx.doi.org/10.1016/j.ijpe.2016.06.004.

Noroozi, S., & Wikner, J. (2017). Sales and operations planning in the process industry: a literature review. International Journal of Production Economics, 188, 139-155. http://dx.doi.org/10.1016/j.ijpe.2017.03.006.

Prince, M., & Felder, R. (2007). The many faces of inductive teaching and learning. Journal of College Science Teaching, 36(5), 14.

Rexhausen, D., Pibernik, R., & Kaiser, G. (2012). Customer facing supply chain practices: the impact of demand and distribution management on supply chain success. Journal of Operations Management, 30(4), 269-281. http://dx.doi.org/10.1016/j.jom.2012.02.001.

Sousa, R. S., & Voss, C. A. (2008). Contingency research in operations management practices. Journal of Operations Management, 26(6), 697-713. http://dx.doi.org/10.1016/j.jom.2008.06.001.

Spooren, P., Brockx, B., & Mortelmans, D. (2013). On the validity of student evaluation of teaching: the state of the art. Review of Educational Research, 83(4), 598-642. http://dx.doi.org/10.3102/0034654313496870.

Spooren, P., Mortelmans, D., & Denekens, J. (2007). Student evaluation of teaching quality in higher education. Development of an instrument based on 10 Likert scales. Assessment & Evaluation in Higher Education, 32(6), 667-679. http://dx.doi.org/10.1080/02602930601117191.

Srinivasan, M., Wilkes, M., Stevenson, F., Nguyen, T., & Slavin, S. (2007). Comparing problem-based learning with case-based learning: effects of a major curricular shift at two institutions. Academic Medicine, 82(1), 74-82. PMid:17198294. http://dx.doi.org/10.1097/01.ACM.0000249963.93776.aa.

Thistlethwaite, J. E., Davies, D., Ekeocha, S., Kidd, J. M., MacDougall, C., Matthews, P., Purkis, J., & Clay, D. (2012). The effectiveness of case-based learning in health professional education: a BEME systematic review: BEME Guide No. 23. Medical Teacher, 34(6), 421-444. PMid:22578051. http://dx.doi.org/10.3109/0142159X.2012.680939.

Thomé, A. M. T., Hollmann, R. L., & Scavarda, L. F. (2014). Research synthesis in collaborative planning forecast and replenishment. Industrial Management & Data Systems, 114(6), 949-965. http://dx.doi.org/10.1108/IMDS-03-2014-0085.

Thomé, A. M. T., Scavarda, L. F., Fernandez, N. S., & Scavarda, A. J. (2012). Sales and operations planning: a research synthesis. International Journal of Production Economics, 138(1), 1-13. http://dx.doi.org/10.1016/j.ijpe.2011.11.027.

Tuomikangas, N., & Kaipia, R. (2014). A coordination framework for sales and operations planning (S&OP): synthesis from the literature. International Journal of Production Economics, 154, 243-262. http://dx.doi.org/10.1016/j.ijpe.2014.04.026.

Voss, C., Tsikriktsis, N., & Frohlich, M. (2002). Case research in operations management. International Journal of Operations & Production Management, 22(2), 195-219. http://dx.doi.org/10.1108/01443570210414329.

Wagner, S. M., Ullrich, K. K., & Transchel, S. (2014). The game plan for aligning the organization. Business Horizons, 57(2), 189-201. http://dx.doi.org/10.1016/j.bushor.2013.11.002.

5b86db490e8825b513e4c89f production Articles
Links & Downloads

Production

Share this page
Page Sections