Sales and Operations Planning Application: A Case Study in Brazil

  • Marcelo Xavier SeelingEmail author
  • Luiz Felipe Scavarda
  • Antônio Márcio Tavares Thomé
  • Bernd Hellingrath
Conference paper
Part of the Springer Proceedings in Business and Economics book series (SPBE)


This paper addresses a research–practice gap in the sales and operations planning (S&OP) literature by offering the main lessons learnt from a case study. Findings indicate that S&OP has been key to manage the enterprise’s complexity and to align internal efforts toward its goals with a positive impact on performance.


Supply chain management Supply planning Packaged consumer goods 



This research work was supported by the Coordenação de Aperfeiçoamento de Pessoal de Nível Superior— Brasil (CAPES) under Finance Code 001 and Grant Number 88881.198822/2018e01, Deutscher Akademischer Austauschdients; the Alexander von Humboldt Foundation—AvH under Grant (BEX8221/14-6); the Brazilian National Council for Scientific and Technological Development (CNPq) under Grant Numbers 3131812014-4, 401522/2014-8, 304931/2016-0, 404682/2016-2 and 311757/2018-9; and the Carlos Chagas Filho Foundation for Research Support of the State of Rio de Janeiro (FAPERJ) under Grant number E-26/203.252/2017.


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Copyright information

© Springer Nature Switzerland AG 2020

Authors and Affiliations

  • Marcelo Xavier Seeling
    • 1
    Email author
  • Luiz Felipe Scavarda
    • 1
  • Antônio Márcio Tavares Thomé
    • 1
  • Bernd Hellingrath
    • 2
  1. 1.Pontifícia Universidade Católica Do Rio de JaneiroRio de JaneiroBrazil
  2. 2.University of MünsterMünsterGermany

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