Cross-Functional Alignment in Supply Chain （跨功能定位在供应链）.pdf

Cross-Functional Alignment in Supply Chain Planning: A Case Study of Sales and Operations Planning Rogelio Oliva Noel H. Watson Working Paper 07-001 Copyright © 2007, 2008, 2009 by Rogelio Oliva and Noel H. Watson Working papers are in draft form. This working paper is distributed for purposes of comment and discussion only. It may not be reproduced without permission of the copyright holder. Copies of working papers are available from the author. Cross-Functional Alignment in Supply Chain Planning: A Case Study of Sales and Operations Planning Abstract In most organizations, supply chain planning is a cross-functional effort. Functional areas such as sales, marketing, finance, and operations traditionally specialize in portions of the planning activities, which results in conflicts over expectations , preferences , and priorities. We report findings from a detailed case analysis of a successful supply chain planning process. In contrast to traditional research on this area, which focuses on incentives, responsibilities, and structures, we adopt a process perspective and find that integration was achieved despite an incentive landscape that did not support it . By drawing a distinction between the incentive landscape and the planning process, we identify process as an additional mediator beyond the incentive landscape that can affect organizational outcomes. Thus, organizations may be capable of integration while different functions retain different incentives to maintain focus on their stakeholders’ needs. Through iterative coding, we identified t