Competitive improvement through integrated management of sales and operations

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dc.contributor.authorApaolaza Pérez de Eulate, Unai
dc.contributor.authorOrue Irasuegi, Aitor
dc.contributor.authorLizarralde Aiastui, Aitor
dc.contributor.authorOyarbide Zubillaga, Aitor
dc.date.accessioned2025-05-14T11:23:29Z
dc.date.available2025-05-14T11:23:29Z
dc.date.issued2022-02-25
dc.date.updated2025-05-14T11:23:29Z
dc.description.abstractSeveral authors agree on the importance of integrating sales and operations (S & OP) when it comes to improving the management of organisations. Thus, the relationship between S & OP can be critical from a competitive point of view, and therefore strategic. However, most of the literature on this topic focuses on the field of repetitive manufacturing. Consequently, this work aims to enhance the scarce literature related to S & OP in organisations that produce make-to-order (MTO). The present study is an analysis of cases of two industrial companies managed according to the theory of constraints. In both cases, the relationship between sales and operations was initially poor. Their approaches were mainly founded on their experience and intuition, as well as on simple data. The development of a new approach, integrating S & OP, has demonstrated the potential advantages of integrated management. As a result, we have identified some aspects of interest from a managerial perspective. Furthermore, we consider the findings of this study to be relevant to improving the competitiveness of this kind of organisationen
dc.identifier.citationApaolaza, U., Orue, A., Lizarralde, A., & Oyarbide-Zubillaga, A. (2022). Competitive improvement through integrated management of sales and operations. Sustainability, 14(5). https://doi.org/10.3390/SU14052722
dc.identifier.doi10.3390/SU14052722
dc.identifier.eissn2071-1050
dc.identifier.urihttp://hdl.handle.net/20.500.14454/2756
dc.language.isoeng
dc.publisherMDPI
dc.rights© 2022 by the authors
dc.subject.otherDemand-driven adaptive enterprise (DDAE)
dc.subject.otherDemand-driven MRP (DDMRP)
dc.subject.otherDrum-buffer-rope (DBR)
dc.subject.otherProject management
dc.subject.otherSales and operations
dc.subject.otherTheory of constraints (TOC)
dc.titleCompetitive improvement through integrated management of sales and operationsen
dc.typejournal article
dcterms.accessRightsopen access
oaire.citation.issue5
oaire.citation.titleSustainability
oaire.citation.volume14
oaire.licenseConditionhttps://creativecommons.org/licenses/by/4.0/
oaire.versionVoR
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