Alfnes, Erlend, Dreyer, Heidi, Gosling, Jonathan  ORCID: https://orcid.org/0000-0002-9027-9011, Naim, Mohamed ORCID: https://orcid.org/0000-0003-3361-9400, Bakken, Randi and Kumaralingam, Sarmika
2025.
Case analysis of sales and operations planning (S&OP) systems in uncertain engineer-to-order (ETO) equipment production.
Presented at: 11th IFAC Conference on Manufacturing Modelling, Management and Control MIM 2025,
Trondheim, Norway,
30 June – 03 July 2025.
IFAC-PapersOnLine.
, vol.59
(10)
Elsevier,
pp. 2094-2099.
10.1016/j.ifacol.2025.09.352
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Abstract
In engineer-to-order (ETO) projects, due to the customer-specific design of high-value, complex products and multiple ongoing ETO projects, sales and order planning (S&OP) is complex and involves high uncertainty in order fulfillment caused by customers and sales, engineering, sourcing and supplier and production operations. This study applies a case study research design to extend and test the functional framework established by Bhalla et al. (2023) to better understand how information systems can enable companies to deal with uncertainties in the S&OP process. Two case studies have been conducted, one within the maritime equipment sector and one in the process equipment industry. The study highlights novel key prerequisites to the S&OP systems not previously identified.
| Item Type: | Conference or Workshop Item (Paper) |
|---|---|
| Date Type: | Published Online |
| Status: | Published |
| Schools: | Schools > Business (Including Economics) Research Institutes & Centres > Centre for Advanced Manufacturing Systems At Cardiff (CAMSAC) |
| Publisher: | Elsevier |
| ISSN: | 2405-8963 |
| Date of First Compliant Deposit: | 22 October 2025 |
| Date of Acceptance: | 10 February 2025 |
| Last Modified: | 23 Oct 2025 13:30 |
| URI: | https://orca.cardiff.ac.uk/id/eprint/181782 |
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