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The impact of sales and operations planning practices on manufacturing operational performance

机译：销售和运营计划实践对制造运营绩效的影响

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There is a lack of rigorous empirical studies directly examining the impact of sales and operations planning (S&OP) practices on manufacturing operational performance. This paper aims to fill this gap by analysing a sample of 725 manufacturers from 34 countries. Hypotheses relate internal S&OP, integration with suppliers (IS) and integration with customers with manufacturing operational performance (delivery, quality and flexibility). The constructs were validated with structural equation modelling and the hypotheses were tested using multiple stepwise regression. Our findings showed a positive and moderate-to-large effect of internal S&OP on manufacturing performance, controlling for firm size, country economic development and market dynamics. There was no significant impact of supply chain integration on manufacturing performance. However, we found that IS positively moderated the relationship between internal S&OP and performance, suggesting that firms with mature IS amplify the effect of internal S&OP on performance. The study is among the first to empirically and rigorously establish the impacts of S&OP practices on manufacturing performance, using a large sample of manufacturers spanning different countries, markets and firm sizes. Results show that S&OP practices have a broad impact across several performance dimensions and are a powerful lever for generating manufacturing performance.
机译：缺乏严格的经验研究来直接检查销售和运营计划（S＆OP）做法对制造业运营绩效的影响。本文旨在通过分析来自34个国家/地区的725家制造商的样本来填补这一空白。假设涉及内部S＆OP，与供应商（IS）的集成以及与客户的具有制造运营绩效（交付，质量和灵活性）的集成。使用结构方程模型验证了构建体，并使用多元逐步回归测试了假设。我们的研究结果表明，内部标准普尔对制造绩效，控制公司规模，国家经济发展和市场动态具有积极和中度至中度的影响。供应链整合对制造绩效没有重大影响。但是，我们发现IS可以积极地缓和内部S＆OP与绩效之间的关系，这表明具有成熟IS的公司会放大内部S＆OP对绩效的影响。该研究是第一批通过经验，严格地建立标准普尔实践对制造绩效的影响的研究，其中使用了跨越不同国家，市场和公司规模的大量制造商样本。结果表明，S＆OP实践对多个绩效维度具有广泛的影响，并且是产生制造绩效的有力杠杆。

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