{"id":"https://openalex.org/W2467197096","doi":"https://doi.org/10.1108/imds-11-2015-0461","title":"Antecedents to effective sales and operations planning","display_name":"Antecedents to effective sales and operations planning","publication_year":2016,"publication_date":"2016-06-29","ids":{"openalex":"https://openalex.org/W2467197096","doi":"https://doi.org/10.1108/imds-11-2015-0461","mag":"2467197096"},"language":"en","primary_location":{"id":"doi:10.1108/imds-11-2015-0461","is_oa":false,"landing_page_url":"https://doi.org/10.1108/imds-11-2015-0461","pdf_url":null,"source":{"id":"https://openalex.org/S37320504","display_name":"Industrial Management & Data Systems","issn_l":"0263-5577","issn":["0263-5577","1758-5783"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Management & Data Systems","raw_type":"journal-article"},"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5042527263","display_name":"James Anthony Swaim","orcid":"https://orcid.org/0000-0003-0398-6971"},"institutions":[{"id":"https://openalex.org/I172980758","display_name":"Kennesaw State University","ror":"https://ror.org/00jeqjx33","country_code":"US","type":"education","lineage":["https://openalex.org/I172980758"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"James Anthony Swaim","raw_affiliation_strings":["Coles College of Business,Kennesaw State University,Kennesaw,Georgia,USA"],"affiliations":[{"raw_affiliation_string":"Coles College of Business,Kennesaw State University,Kennesaw,Georgia,USA","institution_ids":["https://openalex.org/I172980758"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5034622471","display_name":"Michael J. Maloni","orcid":"https://orcid.org/0000-0003-1639-8722"},"institutions":[{"id":"https://openalex.org/I172980758","display_name":"Kennesaw State University","ror":"https://ror.org/00jeqjx33","country_code":"US","type":"education","lineage":["https://openalex.org/I172980758"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Michael Maloni","raw_affiliation_strings":["Coles College of Business,Kennesaw State University,Kennesaw,Georgia,USA"],"affiliations":[{"raw_affiliation_string":"Coles College of Business,Kennesaw State University,Kennesaw,Georgia,USA","institution_ids":["https://openalex.org/I172980758"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5056183877","display_name":"Patrick Bower","orcid":null},"institutions":[{"id":"https://openalex.org/I4210139639","display_name":"Combe (United States)","ror":"https://ror.org/03twxam98","country_code":"US","type":"company","lineage":["https://openalex.org/I4210139639"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Patrick Bower","raw_affiliation_strings":["Combe Incorporated,White Plains,New York,USA"],"affiliations":[{"raw_affiliation_string":"Combe Incorporated,White Plains,New York,USA","institution_ids":["https://openalex.org/I4210139639"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5022124336","display_name":"John Mello","orcid":"https://orcid.org/0000-0002-4675-8138"},"institutions":[{"id":"https://openalex.org/I125956826","display_name":"Arkansas State University","ror":"https://ror.org/006pyvd89","country_code":"US","type":"education","lineage":["https://openalex.org/I125956826"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"John Mello","raw_affiliation_strings":["The Department of Management and Marketing, Arkansas State University, Jonesboro, Arkansas, USA"],"affiliations":[{"raw_affiliation_string":"The Department of Management and Marketing, Arkansas State University, Jonesboro, Arkansas, USA","institution_ids":["https://openalex.org/I125956826"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":4,"corresponding_author_ids":["https://openalex.org/A5042527263"],"corresponding_institution_ids":["https://openalex.org/I172980758"],"apc_list":null,"apc_paid":null,"fwci":6.1027,"has_fulltext":false,"cited_by_count":41,"citation_normalized_percentile":{"value":0.96022436,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":90,"max":99},"biblio":{"volume":"116","issue":"6","first_page":"1279","last_page":"1294"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10164","display_name":"Quality and Supply Management","score":0.9990000128746033,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10164","display_name":"Quality and Supply Management","score":0.9990000128746033,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11912","display_name":"Outsourcing and Supply Chain Management","score":0.9922000169754028,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.9876999855041504,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/operationalization","display_name":"Operationalization","score":0.7201225161552429},{"id":"https://openalex.org/keywords/structural-equation-modeling","display_name":"Structural equation modeling","score":0.5691332221031189},{"id":"https://openalex.org/keywords/business","display_name":"Business","score":0.4938586354255676},{"id":"https://openalex.org/keywords/organizational-performance","display_name":"Organizational performance","score":0.4420606195926666},{"id":"https://openalex.org/keywords/process-management","display_name":"Process management","score":0.4298981726169586},{"id":"https://openalex.org/keywords/knowledge-management","display_name":"Knowledge management","score":0.4253385663032532},{"id":"https://openalex.org/keywords/procurement","display_name":"Procurement","score":0.41218096017837524},{"id":"https://openalex.org/keywords/marketing","display_name":"Marketing","score":0.31687337160110474},{"id":"https://openalex.org/keywords/computer-science","display_name":"Computer science","score":0.18849939107894897}],"concepts":[{"id":"https://openalex.org/C9354725","wikidata":"https://www.wikidata.org/wiki/Q286017","display_name":"Operationalization","level":2,"score":0.7201225161552429},{"id":"https://openalex.org/C71104824","wikidata":"https://www.wikidata.org/wiki/Q1476639","display_name":"Structural equation modeling","level":2,"score":0.5691332221031189},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.4938586354255676},{"id":"https://openalex.org/C165672731","wikidata":"https://www.wikidata.org/wiki/Q25047583","display_name":"Organizational performance","level":2,"score":0.4420606195926666},{"id":"https://openalex.org/C195094911","wikidata":"https://www.wikidata.org/wiki/Q14167904","display_name":"Process management","level":1,"score":0.4298981726169586},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.4253385663032532},{"id":"https://openalex.org/C201650216","wikidata":"https://www.wikidata.org/wiki/Q829492","display_name":"Procurement","level":2,"score":0.41218096017837524},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.31687337160110474},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.18849939107894897},{"id":"https://openalex.org/C119857082","wikidata":"https://www.wikidata.org/wiki/Q2539","display_name":"Machine learning","level":1,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1108/imds-11-2015-0461","is_oa":false,"landing_page_url":"https://doi.org/10.1108/imds-11-2015-0461","pdf_url":null,"source":{"id":"https://openalex.org/S37320504","display_name":"Industrial Management & Data Systems","issn_l":"0263-5577","issn":["0263-5577","1758-5783"],"is_oa":false,"is_in_doaj":false,"is_core":true,"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Management & Data Systems","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[{"display_name":"Industry, innovation and infrastructure","id":"https://metadata.un.org/sdg/9","score":0.5799999833106995}],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":65,"referenced_works":["https://openalex.org/W115550641","https://openalex.org/W181965097","https://openalex.org/W768705219","https://openalex.org/W1545460766","https://openalex.org/W1561082337","https://openalex.org/W1598469950","https://openalex.org/W1751577048","https://openalex.org/W1971440513","https://openalex.org/W1973685711","https://openalex.org/W1975554625","https://openalex.org/W1987258130","https://openalex.org/W1988050849","https://openalex.org/W1988886549","https://openalex.org/W1992955697","https://openalex.org/W1998844911","https://openalex.org/W1999898724","https://openalex.org/W2002240893","https://openalex.org/W2002842780","https://openalex.org/W2010812063","https://openalex.org/W2012843937","https://openalex.org/W2014134373","https://openalex.org/W2021898171","https://openalex.org/W2023355866","https://openalex.org/W2026335997","https://openalex.org/W2026923410","https://openalex.org/W2028376144","https://openalex.org/W2031925116","https://openalex.org/W2032998783","https://openalex.org/W2036736987","https://openalex.org/W2041790104","https://openalex.org/W2042566318","https://openalex.org/W2043682521","https://openalex.org/W2056163228","https://openalex.org/W2061977616","https://openalex.org/W2068370738","https://openalex.org/W2069243359","https://openalex.org/W2072429707","https://openalex.org/W2076403505","https://openalex.org/W2080296884","https://openalex.org/W2081078455","https://openalex.org/W2089184124","https://openalex.org/W2089582284","https://openalex.org/W2091311817","https://openalex.org/W2093307821","https://openalex.org/W2095299437","https://openalex.org/W2098031768","https://openalex.org/W2099028041","https://openalex.org/W2106096361","https://openalex.org/W2123479313","https://openalex.org/W2127868646","https://openalex.org/W2130701256","https://openalex.org/W2135973510","https://openalex.org/W2157935651","https://openalex.org/W2186650398","https://openalex.org/W2290764813","https://openalex.org/W2329312544","https://openalex.org/W2980147429","https://openalex.org/W3124536214","https://openalex.org/W4235678817","https://openalex.org/W4238485280","https://openalex.org/W4255699659","https://openalex.org/W4292811746","https://openalex.org/W6607434386","https://openalex.org/W6622370605","https://openalex.org/W6769201950"],"related_works":["https://openalex.org/W3010627229","https://openalex.org/W2513092127","https://openalex.org/W1972172222","https://openalex.org/W2040407859","https://openalex.org/W2921353498","https://openalex.org/W3114483158","https://openalex.org/W4320181907","https://openalex.org/W3187315224","https://openalex.org/W2751467592","https://openalex.org/W2763220235"],"abstract_inverted_index":{"Purpose":[0],"\u2013":[1,61,110,166,206],"Sales":[2],"and":[3,26,66,72,85,131,138,161,193],"Operations":[4],"Planning":[5],"(S":[6],"&":[7,37,58,102,118,128,135,145,151,177,216,228],"OP)":[8],"serves":[9],"as":[10],"the":[11,21,44,52,69,107,114,133,188,210],"essential":[12],"cross-functional":[13],"process":[14,137,185],"for":[15,41,174,186],"organizations":[16],"to":[17,50,105,141,157,221,224],"match":[18],"supply":[19],"in":[20,202],"form":[22],"of":[23,46,55,97,214],"production,":[24],"inventory,":[25],"procurement":[27],"with":[28],"customer":[29],"demand.":[30],"Given":[31],"recent":[32],"studies":[33],"revealing":[34],"that":[35,77,196],"S":[36,57,101,117,127,134,144,150,176,215,227],"OP":[38,103,119,129,136,146,152,217],"is":[39,49,154,197],"ineffective":[40],"most":[42],"firms,":[43],"purpose":[45],"this":[47],"paper":[48],"investigate":[51],"critical":[53],"antecedents":[54],"effective":[56],"OP.":[59,178,229],"Design/methodology/approach":[60],"Drawing":[62],"on":[63],"agency":[64],"theory":[65],"stewardship":[67],"theory,":[68],"authors":[70,89],"develop":[71],"test":[73,106],"a":[74,125,170,183],"conceptual":[75],"model":[76],"includes":[78],"organizational":[79,81,86,143,149,191],"integration,":[80],"priorities,":[82],"standardized":[83,126],"processes,":[84],"engagement.":[87,147],"The":[88,111,167,179],"apply":[90],"partial":[91],"least":[92],"squares":[93],"structural":[94],"equation":[95],"modeling":[96],"survey":[98],"data":[99],"from":[100],"practitioners":[104],"model.":[108],"Findings":[109],"results":[112,180],"confirm":[113],"relationships":[115],"among":[116],"antecedents.":[120],"Organizational":[121],"integration":[122,192],"positively":[123,155],"influences":[124],"process,":[130],"both":[132],"prioritization":[139],"lead":[140],"stronger":[142],"Ultimately,":[148],"engagement":[153],"linked":[156],"enhanced":[158],"operational,":[159],"market,":[160],"profitability":[162],"outcomes.":[163],"Practical":[164],"implications":[165],"findings":[168],"create":[169],"strong":[171],"practical":[172],"foundation":[173],"executing":[175],"also":[181],"reveal":[182],"formal":[184],"operationalizing":[187],"link":[189],"between":[190],"firm":[194],"performance":[195,212],"espoused":[198],"but":[199,218],"not":[200],"detailed":[201],"existing":[203],"literature.":[204],"Originality/value":[205],"Existing":[207],"research":[208],"supports":[209],"potential":[211],"impacts":[213],"has":[219],"yet":[220],"validate":[222],"how":[223],"specifically":[225],"operationalize":[226]},"counts_by_year":[{"year":2025,"cited_by_count":2},{"year":2024,"cited_by_count":3},{"year":2023,"cited_by_count":2},{"year":2022,"cited_by_count":3},{"year":2021,"cited_by_count":6},{"year":2020,"cited_by_count":12},{"year":2019,"cited_by_count":6},{"year":2018,"cited_by_count":4},{"year":2017,"cited_by_count":2},{"year":2016,"cited_by_count":1}],"updated_date":"2025-11-06T03:46:38.306776","created_date":"2025-10-10T00:00:00"}